Sales force management Q 123 and 4 1s bily a year olderP s v

1s bily a year olderP s visit. She needs to find ou f selling are not true in todays use this meeting to get Geoff to give her ide sit ts on considering a career with Emblem nce she may hear to sales careers from top poter m top potenta on how to \"sell\" top studen bl to help Bridgette overcome help Bridgette overcome resistance she may hear to saleem. Gde candidates. Characters in the Role-Play Bridgette Face, territory manager for Emblem Foods Geoff Knard, district sales manager for Emblem Foods Assignment Break into pairs, with one student playing each character. It doesn\'t matter what the gender mix of your pair is. Before you stage the meeting between Bridgette and G work separately to come up with a set of the stereotypical bad and good of sales car the meeting, each person should share ideas and the two should work together to for the recruiting trip. Be sure Bridgette is prepared to convey the many rewarding aspects of selling to the students and to deal with questions about the stereotypes. prepare MINICASE: RISING ACTION BAKERY AND POWER FLOUR, LLC Joe Reeka is a senior sales representative for Power Flour, LLC, a supplier of flour to pr- vate-label brands in supermarkets,as well as to bakeries across Europe. Power Flour ha developed a new white flour with a nontraditional bleaching agent, which will allow for the baking of bread products with lower carbohydrates but without a change in taste. Joe t

Solution

1.

•      Users- Individual or group that actually uses the good /service. Here it is the operations team and the operations manager, Dawn Chiles

•      Decider- one who selects the good or service - Ana Paula, CEO. Usually another person has the formal authority to buy.

•      Buyer: This is the one with the formal authority to buy i.e. select the supplier and involve in purchase procedures- here it is the purchasing manager, Joan wells.

•      Gatekeeper- people who control seller’s information from reaching the buying centre- Joan’s purchasing assistant, Janice

•      Initiator: the one, who actually recognizes the issue and requests that something be purchased,

•      influencer -   they helps in the buying decision by supplying information that helps in defining specification – usually technical staff and that helps in evaluating alternatives.-Dawns assistant manager helps in defining specifications

•      Controller- the one who controls the budget- here it is done by the finance Finance and accounting manager- Matt Simon

Dan seems to have no role in offering information that can influence decisions

2.

This is new task. Joe should contact the initiator nimesh to discuss how the product would increase the Rising action’s sales and profits.

Information on how the product will help to the Rising action’s sales and profits, will be given to sales manager

For purchasing department - information on ease of delivery, volume that can be supplied and price shpoudl be given

For influencers, information regarding quality and ease of use (technical specifications) is given

3. here the market trend for low carb products will last for few more years as forecasted. Hence a relationships selling would be better because it is focused on long term buying,. Transactions approach is primarily about extracting as much profit from a single transaction. Joe should make use of future opportunities

4.

Several stages are recognized in the case. Though the organization is primarily in stage 1

Stage 1- recognition of a problem

Sales are decreasing and there is a rising trend for low carb foods. Sales manager Nimesh and CEO have recognized this and wanted to make decision to manufacture low carb breads

Stage 2-

Determination and description of characteristics, specifications and quantity of item,

Stage 4-

Acquisition of proposals. Janice is has asked for more information form Joe