This report provides a comprehensive analysis of the personal selling process, specifically focusing on the context of Pak 'N Save and Countdown supermarkets in New Zealand. It begins with an overview of the selling organization, including its products, services, and target market. The report then delves into planning the sales call, identifying key buying center members and their roles, and outlining the buying scenario and process. A proposed solution is presented, along with defined sales call objectives based on SMART goals. The report also includes planning the sales dialogue, anticipating sales objections, and strategies for earning prospect commitment. The document covers the buying firm, the buying center members, and the sales plan. The report concludes with references, providing a thorough examination of the personal selling process and its application in the competitive New Zealand supermarket landscape. The assignment aims to assist Countdown in its sales process by analyzing Pak 'N Save and providing a strategic marketing approach.
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