Strategic Sales Planning: Anticipating Resistance & Value Addition

This assignment solution provides a detailed overview of strategic sales planning, focusing on anticipating and negotiating sales resistance, closing and confirming the sale, and servicing the sale to add value. It includes worksheets that address anticipating sales resistance using methods like trial offers and superior benefits, negotiating resistance through demonstrations and addressing concerns, and closing sales using summary of benefits and special concessions. The solution also outlines steps to add value to the sale through scheduled appointments, suggestions for audio-visual equipment, personal assurances, and thank-you letters. This resource can be helpful for students studying sales strategies and customer relationship management, and similar assignments can be found on Desklib.

1. ANSWER OF STRATEGIC SALES PLANNING FORM B
ANSWER OF STRATEGIC SALES PLANNING FORM B
ANTICIPATING AND NEGOTIATING SALES RESISTANCE WORKSHEET
Part I Anticipating sales resistance PART II NEGOTIATING SALES RESISTANCE
Type What customer might say METHODS WHAT YOU WILL SAY
Time “I would like to take a day to
think
over your proposal”
TRIAL OFFER. “I heard that you are going to
organize a board meeting soon,
what if we could host it for a very
Small cost for you? We can take this
as our marketing cost to Acquaint
you with our property.”
Price “The price is way over my
budget”
SUPERIOR
BENEFITS.
“Ok! What-If I show you all of the
extra benefits which will increase
the total value you can receive in
this budget (Hitt, Ireland &
Hoskisson, 2017).”
Source “I’m going to check the
Mariott.”
DEMONSTRA
TION.
“I know we are having a competitor
Marriott who is Very well and a fine
property. But if you give your
valuable time to show you the
price/value comparisons you will get
to know the crystal
Clear picture.”
Product “I’m concerned about the size QUESTIONS. “How many people are going to
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of your meeting rooms”. Come in your meeting?”
“How many people from press
are going to capture your
Meeting?” “Do you need the
Accommodation for them?”
2. ANSWER OF STRATEGIC SALES PLANNING FORM C
ANSWER OF STRATEGIC SALES PLANNING FORM C
CLOSING AND CONFIRMING THE SALE WORKSHEET
PART I PART II
Verbal and Non- verbal closing
clues
Method of closing What you will say
Agrees with each benefit Summary of the
benefits and direct
appeal.
“Let me review what we have
talked about (all the benefits) and
We can close this conversation by
signing this letter of agreement.”
Agrees after an objection to price,
time , or source
Assumption. “Ok! I think after all the
discussion we have cleared all
your confusions. So, I’m giving
you the contract now to sign. Is
that okay for you?”
“and if you feel just read out the
contract and give your valuable
commitment by signing
(Churchill, Ford & Walker, 1993)”
Appears enthusiastic an impatient Trial close and
assumption
After matching all of your need
with our features and benefits.
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Do you think your guests will be
satisfied with our services?”
“would you like to give us a
chance to serve you”
“Would you like to formalize
these arrangements?”
Agrees with all benefits but will not
under any circumstances go over
budget
Special concession “If you give your signature on the
contract today, we can provide
you with special concession.
1st we can start work on these
concerns from early morning
tomorrow.
2nd if we can organize it for a very
Small cost giving a concession as a
token of our love for our future
relationships.
Is that something you would be
willing to commit to?”
3. ANSWER OF STRATEGIC SALES PLANNING FORM D
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ANSWER OF STRATEGIC SALES PLANNING FORM D
SERVICING THE SALE WORKSHEET
PART I PART II
What you will do to add value to the sale What you will say or write to add value to the sale
1. Schedule appointments to confirm and
final counts on meals.
Date time
a. dd/mm/yyyy ___________
b. dd/mm/yyyy ___________
c. dd/mm/yyyy ___________
d. dd/mm/yyyy ___________
e. dd/mm/yyyy ___________
First I would like to thank you for letting us organize
an important day for you and now I want to confirm
the following guest details from you,
a. No. of people are going attend the meeting.
b. When the meeting is going to start?
c. What will be the lunch menu?
d. Duration of the meeting
e. Car accommodation requirement etc.
2. Make suggestions during next meeting
about audio – visual equipment,
beverages for breaks, etc.
For your convenience we will arrange special audio-
visual equipment so that every guest of yours in the
meeting can hear voices all-around.
There will be complete arrangement of breakfast for
all of your guests, and the breakfast snacks will be
made completely according to your choice.
3. Provide personal assurance concerning
your continuing efforts to make the
meeting an outstanding success.
As you know we have the facility called
“Customisable space” where
You can change your room’s layout depending on
your meeting’s purpose.
The room will already be set up for you when you
arrive.
All of our staffs will be there all the time; our
managers will be in the control room. Above
everything you will be having my personal contact
details, feel free to contact me in any serious issue.
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4. Prepare thank - you letter concerning
sales call 3
Please find answer No 4. (at Page 5)
4. THANK - YOU LETTER CONCERNING SALES
Dear Sir,
We whole heartedly would like to express our gratitude towards you, regarding the booking
of the meeting room from XYZ co. We are obliged for the same. Our services are world class
and I assure you that you have made the right choice. The detailed information regarding
the services is mentioned in the booklet provided.
We aim at improving ourselves, so if you have any suggestion regarding our services; please
feel free to discuss it with us.
Once again, thank you for choosing xyz.
Yours sincerely,
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Reference
Hitt, M., Ireland, R., & Hoskisson, R. (2017). Strategic management. Boston, MA: Cengage
Learning.
Churchill, G., Ford, N., & Walker, O. (1993). Sales force management (5th ed.). Homewood,
Ill. u.a.: Irwin.
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