David Game College: Sales Script for Alpaca Coffee Sales Management

This assignment focuses on developing a sales script for Alpaca Coffee, a company specializing in sustainable and plastic-free coffee products. The script is designed to be used in a role-play scenario and addresses both B2B and B2C sales approaches. The assignment begins by defining sales management within the context of Alpaca Coffee, emphasizing the importance of promoting eco-friendly solutions and reducing plastic waste. It outlines key principles of sales management for both B2B and B2C customers, including sales planning, selling techniques, and sales reporting. The core of the assignment is the sales script itself, which details a conversation between a salesperson and a potential customer. The script effectively highlights the unique selling points of Alpaca Coffee, such as its 100% plastic-free packaging and artisanal roasting process. The script incorporates effective questioning techniques and addresses potential customer concerns. The assignment also references key literature on sales management, such as the work of Hitchcock and Willard (2017). Overall, this assignment provides a practical application of sales management principles within the context of a sustainable business model.

Task 1: Sales Script
NAME OF STUDENT:
LETURER NAME:

Task 1
Sales management is vital procedure of building a sales force, coordinating sales functions
and executing sales techniques that can permit business to regularly hit and even surpass sales
targets. So that defined the sales management contextualised to Alpaca Coffee products is
significant part of the business for selling their sustainable and 100% plastic free coffee.
Sales Management at Alpaca includes leading the sales force and explaining the objectives
i.e. encourage use of plastic free coffee solution so that waste generation can be minimised
and customers can buy products that are eco-friendly. Such planning of objectives and control
of sales process insures implementation of Alpaca’s vision i.e. to reduce plastic use in coffee
industry and making it sustainable.
Key principles of sales management for B2B customers includes: (Hitchcock and Willard,
2017).
Sales planning: it can involve establishing objectives towards which sales team can work,
such as sales planning of Alpaca Coffee can be setting overall sales target to 20% through
B2B.
Selling: like Alpaca Coffee’ can sell their products over B2B platform like Amazon and both
can enjoy mutual commission over selling of products.
Sales reporting: this means managing sales by developing and analysing KPI for sales
process. Like indicators for sales reporting of Alpaca Coffee in B2B can be attaining sales of
coffee to 20% from Amazon website.
Similarly, the key principles of sales management for B2C customers includes:
Sales Planning: attaining goals to extend B2C customers in Western London can be one of
the objectives towards which sales team can work in context to Alpaca Coffee
Selling: offering referral and bonus coupon for B2C customers of Alpaca
Reporting: the KPI can be rise in B2C customers in Western London by 12% which can be
indicator for Alpaca to report sales.
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Role Play Sales Script
Sales Person: “Hi Joan, its Michael at Alpaca Coffee. I know I must have caught you in the
middle of something.” *pause* “How are you?”
Prospect: “Well, I am okay. What can I do for you Michael? ”
Sales person: I noticed a number of your ads on Twitter promoting your cafe services on
green and sustainable products, and felt you could really enhance your services of promoting
green products through our coffee product ranges.
Prospect: Sorry, what do you guys do?
Salesperson: do you know that every year our coffee industry produces around 23,000,000
tonnes of plastic waste, that’s where our Alpaca Coffee comes in. We are 100% plastic free
coffee brand that delivers specially roasted artisanal South American coffee.
Prospect: [thinking] can you tell me more?
Sales Person: well, how about the idea that you promote everyday good flavoured coffee to
your customers to enjoy and knowing that you are adding no waste to your environment that
harms the planet? That’s why we are bringing our coffee to you !
Prospect: [thinking] how is your product different?
Sales person: “we use 100% plastic free and plant based packaging for our coffee that is
made from wood pulp, kraft paper. Meaning it is 100% bio-degradable and compostable.”
Prospect: “well, that’s interesting.” Can you tell me about coffee quality?
Sales person: “our coffee is artisanally roasted at Cambridge UK, to insure customers enjoy
fresh, high quality coffee experience.” So you can bet you are getting the freshest coffee in
you cup !
Prospect: [thinking]
Sales person: I would love to learn more about your green campaign and share ideas of how
Alpaca Coffee can work really well for us. Can we find a 15 minutes meeting next week for a
brief call?
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Prospect: Okay that sounds good !
Sales person: Got it Joan ! It was really enjoying talking to you. Hope we share more ideas
next week ! Shall I fix an appointment for you at your convenient time in next week?
Prospect: Yeah ! I think Wednesday, 2PM will be good. *pause*
Sales person: absolutely Joan ! I am texting a mail to confirm. Have a nice day, it was great
talking.
Prospect: Same here [Michael], all my pleasure ! Thanks, hope to discuss more next week.
Reference
Hitchcock, D., and Willard, M. (2017). Selling the message: enlisting support for
implementing sustainability in your organisation. Teaching Business Sustainability Vol. 2:
Cases, Simulations and Experiential Approaches. Routledge, NY: USA
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