MKT2282 Sales Proposal: Augmented Reality Smart Glasses for Rogers

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Added on 2022/08/22

AI Summary

This sales proposal presents a comprehensive plan for selling augmented reality (AR) smart glasses to Rogers Communication. The proposal begins with an executive summary outlining key factors like pricing, customer needs, and product specifications. It includes a detailed situation analysis of Rogers' customers, highlighting their need for a product that alleviates neck and shoulder pain caused by mobile device usage. The proposed solution is the AR smart glasses, offering features like time and date display, weather updates, messaging notifications, web browsing, and media streaming. The proposal also covers supporting services, pricing and financing options, promotional activities, and an implementation timetable. A SWOT analysis of Rogers and a MAM analysis are included in the appendix, along with price sheets, product features, and financial statements. The proposal aims to provide a detailed plan for the sales and marketing of AR smart glasses to Rogers Communication, addressing the customer's need for a solution to neck pain and back pain caused by mobile phone usage.

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Running head: SALES PROPOSAL
Professional selling
Name of the Student
Name of the University
Author’s Note

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SALES PROPOSAL
Executive summary
The sales proposal is based on the product of augmented reality smart glasses. In that
case, the key factors are basically related with the pricing or terms, review the requirements of
the customers, highlight the products’ specification etc. The marketing and selling mainly
depends on the fulfillment of the customers’ requirements. If the company can meet the
customers’ need, the selling productivity is increased in an obvious way. On the other way, the
company must be set prices in an affordable range for achieving the customers’ requirements.
The customers can afford the minimum prices of the products which is advantageous for the
company of Rogers Communication. For the selling process, the promotional activities should
be taken so attractive for creating an interest in customers’ mind in purchasing purpose. It
should be distributed smoothly so that the customers can easily get their products.

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SALES PROPOSAL
Table of Contents
Situation analysis of customer................................................................................................... 3
Product of service solution.........................................................................................................4
Supporting services.................................................................................................................... 5
Pricing and financing................................................................................................................. 5
Promotion................................................................................................................................... 7
Implementation and timetable....................................................................................................8
References................................................................................................................................ 10
Appendix.................................................................................................................................. 11
SWOT analysis of Roger Company:....................................................................................11
MAM Analysis:....................................................................................................................12
Price sheet with discount:.....................................................................................................12
Features of AR smart glass:................................................................................................. 12
Financial statements of Rogers............................................................................................ 13
Research and development chart of Rokid Company..........................................................14

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SALES PROPOSAL
Situation analysis of customer
The increasing of technological growth changes people daily lifestyles and for that they
are mostly mobile oriented. For a huge usage of cell phone technology, they are suffering from
various diseases like neck problems. However, constantly looking down at mobile phones, it
causes back pain or shoulder pain (Edvardsson et al. 2014). For that, the customers including
both men and women require a unique product by which they can relief from neck or shoulder
pain. In addition to this, the products of smart glasses have such capacity by which they connect
with mobile or tablet devices in order to see a visual 3D representation of any images or videos
or movies. Moreover, the smart glasses can help to take pictures and also provide the calendar
notifications and weather update. Thus, as per the customers’ requirements, they require such a
unique device by which they can use mobile devices and also relief from neck pain problems.
For this reason, they want augmented reality glasses particularly for mobile phone usage.
Though Rogers communication is located at Ottawa in Canada, therefore, in most of the
locations of Ottawa, the customers mainly including aged men and women who are spending
most of the times ion their mobile phones, face issues regarding neck problems. For that, the
customers of Rogers are eagerly waiting for this kind of product which provides proper relief
from neck problems.
Though the application of augmented reality integrates with gaming application,
therefore the customers are attracted with this application for avoiding neck problems. Apart
from that, as per the analysis of positioning grid, the customers are interested about their
products because of a number of features with a little cost which is indirectly connected with the
rise of organizational strategy. The inclusion of attractive features like weather update, calendar
notifications, web browsing, streaming of videos or movies, playing games etc. attracts a huge
number of customers and the attraction of customers incorporates with the growth of
organizational strategy. Moreover, the most of the customers are helpful with the assistance

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SALES PROPOSAL
with the performance of the products and this customers’ review is highly needful for this
organization to growth business performance.
Product of service solution
As per the requirements of the customers, being mobile-oriented, they are suffering
from neck pains for spending lots of time in mobile based applications like gaming or watching
movies (Ok, Basoglu and Daim 2015). The augmented reality smart glasses offers to the
customers the feeling of real world environment and use this application, it provides the 3D
experiences to the customers while watching movies or playing games in mobile phone screens.
The detailed structure of features which exist in AR smart glasses and these features
attract the customers. The features are as follows:
 Display the information of date
 Display the information of time
 Display weather update
 Displaying notification of incoming messages
 Web browsing
 Streaming videos or movies
 Taking photos or videos
 Uploading them to social media
 Playing games
 Face recognition
 Item recognition
 Indoor recognition
 Voice recognition

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SALES PROPOSAL
By using these above features with a normal level of price limit, it involves to attract the
customers for generating two benefits like solving of neck problems and exponential growth of
organizational strategy or profitability.
Supporting services
For getting more the customers attraction, it requires for the company to provide
sufficient warranties or guarantees to the customers (Payne and Frow 2014). Moreover, the
company should set up prices to the products in an affordable rate so that the clients are capable
to buy that of the products and can enjoy the product services. Also, in the packaging of these
products, there also exists a manual guide by which the customers can operate the products and
moreover, for installation purposes, the service men help to the customers for installing the
products. For installations, it should be obviously done by the company to provide the sufficient
training to their installing employees.
Pricing and financing
As per the customers’ requirements and also company analysis, the pricing should be
set by the company at an affordable range so that all of the customers can able to purchase the
products and moreover, if most of the customers are capable to purchase the products, ultimate
it is beneficial for the company because it helps to increase the productivity as well as
popularity.
But it is the basic concept that the price depends on the features of the products. The
high profiled products can carry high prices. Moreover, the marketing criteria also depends on
the market segmentation which varies on the price ranges of the products. The high status based
people can purchase the high profiled products for a variety of features. In general sense, in
most of the products, there exists a minimum level of features which can be afforded by the
customers.

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SALES PROPOSAL
Though it has been investigated that the prices of the AR smart glasses depends on the
features of the product, the integration of more features increases the level of the price range.
Generally, the price range starts from $600 with the integration of attributes of digital display
and ends up to $1000. Moreover, the price range of AR smart glasses for enterprises are
extremely high includes from $1000 to $5000. But if the digital display is not included with the
smart glasses, only audio supports incorporate with the smart glasses, therefore the price range
varies from $200 to $500.
Figure: Guide for AR smart glasses
(Source: Google.com 2020)
According to the market analysis, Google Glass Enterprise offers the smart glass with
the price of $1000 and Microsoft offers the smart glass with the price of $5000. In the case of
Apple Company, they deliver the smart glasses with the price range of $3000. But in that case,
actually the smart glasses has purchased from the company of Rokid. This company offers the
smart glasses along with the criteria of displaying date, time, weather information as well as
incoming messages etc. Moreover, this model of smart glasses offer the browsing of web and

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SALES PROPOSAL
also streaming video. With the help of this smart glasses, people can take photos as well as
videos and also will upload them directly to the social media. Along with all of these features,
the Rokid Company delivers the smart glasses at the price of $800. As a professional seller, I
will sell it to the customers of Rogers at the price range of $1000. Within the market, the other
companies sell this product with less features at the price range of $700 to $1000. But here, it is
the main attraction reason to offer this product along with several features with less amount of
price level.
As per the analysis of retail prices of this augmented reality smart glasses, the prices are
approximately at $1,000. At this price, the company provides the smart glasses along with a
headset. In addition to this, the prices varies as per the features of the smart glasses. However,
the discount levels are also one of the best way to attract the customers. Depending on the
human psychology, most of the people can attract to see the discount levels which is considered
as a business trick. With the help of this trick, the company can grow up their productivity.
Promotion
The promotional activities are considered as vital steps for marketing purposes for any
particular company. However, it is considered as a way by which the communication takes
place around the products or services or any particular brand to the customers. The company
needs to complete attractive promotional activities so that the customers can attract with the
products. Within the presentation of promotional activities, it should be integrated various
innovative features by the company in such an attractive way, so that the customers have an
interest with these products.
In this case, for selling the augmented reality smart glasses, the Rokid Company wants
to set up a link with the company of Rogers Communication which is a telecommunication
based company (Sobihah et al. 2015). Being a network based company, the customers of this

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SALES PROPOSAL
company has suffered from the neck pain or back pain. For that, as per the customers’ review, it
has analysed that they have wanted a unique kind of product by which they can relief from neck
pain. Moreover, the co-op advertising is considered as the cost effective way which helps to
reach the target market. The television or radio ads are referred as this kind of advertisements
which reflects on the customers’ attraction.
Implementation and timetable
The implementation and time table are given as below:
WBS Task Mode Task Name Duration Start Finish
0
Auto
Schedule
d
Augmented reality smart
glasses 120 days Mon 27-01-
20 Fri 10-07-20
1 Auto
Scheduled Initiation phase 24 days Mon 27-01-20 Thu 27-02-20
1.1 Auto
Scheduled Selection of company 5 days Mon 27-01-20 Fri 31-01-20
1.2 Auto
Scheduled Identification their customers 6 days Mon 03-02-20 Mon 10-02-20
1.3 Auto
Scheduled Identify the customers’ needs 5 days Tue 11-02-20 Mon 17-02-20
1.4 Auto
Scheduled Feasibility study 2 days Tue 18-02-20 Wed 19-02-20
1.5 Auto
Scheduled
Establishment of project
charter 2 days Thu 20-02-20 Fri 21-02-20
1.6 Auto
Scheduled Appointment of project team 4 days Mon 24-02-20 Thu 27-02-20
1.7 Auto
Scheduled
Milestone 1: Completion of
initiation phase 0 days Thu 27-02-20 Thu 27-02-20
2 Auto
Scheduled Planning phase 25 days Fri 28-02-20 Thu 02-04-20
2.1 Auto
Scheduled Resource plan 5 days Fri 28-02-20 Thu 05-03-20
2.2 Auto
Scheduled Financial plan 6 days Fri 06-03-20 Fri 13-03-20
2.3 Auto
Scheduled Quality plan 4 days Mon 16-03-20 Thu 19-03-20
2.4 Auto
Scheduled Risk plan 3 days Fri 20-03-20 Tue 24-03-20
2.5 Auto
Scheduled Project acceptance plan 3 days Wed 25-03-20 Fri 27-03-20
2.6 Auto Contact with the suppliers 4 days Mon 30-03-20 Thu 02-04-20

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SALES PROPOSAL
Scheduled
2.7 Auto
Scheduled
Milestone 2: Completion of
planning phase 0 days Thu 02-04-20 Thu 02-04-20
3 Auto
Scheduled Execution phase 61 days Fri 03-04-20 Fri 26-06-20
3.1 Auto
Scheduled Finding the sales man 10 days Fri 03-04-20 Thu 16-04-20
3.2 Auto
Scheduled Promotional activities 15 days Fri 17-04-20 Thu 07-05-20
3.3 Auto
Scheduled Tracking customers review 9 days Fri 08-05-20 Wed 20-05-20
3.4 Auto
Scheduled Time management 8 days Thu 21-05-20 Mon 01-06-20
3.5 Auto
Scheduled Cost management 7 days Tue 02-06-20 Wed 10-06-20
3.6 Auto
Scheduled Risk management 6 days Thu 11-06-20 Thu 18-06-20
3.7 Auto
Scheduled
Follow up the customers
feedback 6 days Fri 19-06-20 Fri 26-06-20
3.8 Auto
Scheduled
Milestone 3: Completion of
execution phase 0 days Fri 26-06-20 Fri 26-06-20
4 Auto
Scheduled Closing phase 10 days Mon 29-06-20 Fri 10-07-20
4.1 Auto
Scheduled
Tracking on customers’
orders 4 days Mon 29-06-20 Thu 02-07-20
4.2 Auto
Scheduled Distribution among customers 5 days Fri 03-07-20 Thu 09-07-20
4.3 Auto
Scheduled Close the selling process 1 day Fri 10-07-20 Fri 10-07-20
4.4 Auto
Scheduled
Milestone 4: Completion of
closing phase 0 days Fri 10-07-20 Fri 10-07-20

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SALES PROPOSAL
References
Edvardsson, B., Klaus, P., Payne, A. and Frow, P., 2014. Developing superior value
propositions: a strategic marketing imperative. Journal of Service Management.
Ok, A.E., Basoglu, N.A. and Daim, T., 2015, August. Exploring the design factors of smart
glasses. In 2015 Portland international conference on management of engineering and
technology (PICMET) (pp. 1657-1664). IEEE.
Payne, A. and Frow, P., 2014. Deconstructing the value proposition of an innovation
exemplar. European Journal of Marketing.
Sobihah, M., Mohamad, M., Ali, N.A.M. and Ismail, W.Z.W., 2015. E-commerce service
quality on customer satisfaction, belief and loyalty: a proposal. Mediterranean Journal of
Social Sciences, 6(2), p.260.

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SALES PROPOSAL
Appendix
Figure: Competitive analysis of AR smart glasses
(Source: Google.com 2020)
SWOT analysis of Roger Company:
Strengths Weaknesses Opportunities Threats
Successful about
tracking of record in
the case of
development of new
products.
Huge amount of
investing money for
growth of company.
Small amount of
inflation rate
Liability laws play as
threat for this
company.
Dedication on
customer
satisfaction.
Indication of gaps
within the range of
products that are sold
by company.
New kind of
technologies provide
such innovations to
this company.
Development of
several competitors
play as threat for this
company.

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SALES PROPOSAL
MAM Analysis:
Quantity Google Microsoft Apple
P I P*I P I P*I P I P*I
Price 10 10 100 10 9 90 9 8 72
Style 7 6 42 7 5 35 9 8 72
Robustness 9 5 45 5 6 30 7 8 56
Customer Service 9 5 45 8 7 56 10 8 80
Price sheet with discount:
Product Price Commitment Discount Selling price
AR smart glass $4000000 5000-10000 20% $5000000
Features of AR smart glass: