Marketing- Sales Strategies
Part A
Task 1: Sales strategy
1.1 Ansoff’s strategic growth model • Marketing Penetration
Refers to a growth strategy in which the business focuses on selling existing products into existing markets. • Market Development
It is the growth strategy in which the business extends their existing products into new markets. • Product Development
This growth strategy refers to business that develops new products for existing markets. • Diversification
Refers to the growth strategy in which business markets news products into new markets.
1.2 The marketing strategy • Product • Price • Place • Promotion
1.3 The best sales strategy for VW SA
The most suitable strategy for VW SA is the enterprise selling strategy; this strategy is not only based on person-to-person relationship but on company-to-company relationship. And since VW SA wants to capture the long-term prosperity of the brand and want sound customer relations this approach will best work for VW SA. It is closely linked to the societal marketing concept, in that it takes a long term view of the customer and working with them for their long-term wellbeing. Since VW SA wants a network of committed dealerships its wise for their sales team to use the enterprise selling approach because it base on not only a person-to-person relationship but also company-to-company relationship.
They must turn their sales strategy into a corporate strategy so that they can expand the Skoda market by having strategic goals before they can launch the cars because this launch will be successful only if there is good marketing plan.
Task 2: Personal selling
2.1 Principles of personal selling • Customer orientation- knowledge and understanding of the customer so that products and services may fit customer’s needs. • Sales professionalism, not just in order-taking and pressuring prospects, but order being achieved through professional conduct when selling. • Customer problems solving approaches based
Task 1: Sales strategy
1.1 Ansoff’s strategic growth model • Marketing Penetration
Refers to a growth strategy in which the business focuses on selling existing products into existing markets. • Market Development
It is the growth strategy in which the business extends their existing products into new markets. • Product Development
This growth strategy refers to business that develops new products for existing markets. • Diversification
Refers to the growth strategy in which business markets news products into new markets.
1.2 The marketing strategy • Product • Price • Place • Promotion
1.3 The best sales strategy for VW SA
The most suitable strategy for VW SA is the enterprise selling strategy; this strategy is not only based on person-to-person relationship but on company-to-company relationship. And since VW SA wants to capture the long-term prosperity of the brand and want sound customer relations this approach will best work for VW SA. It is closely linked to the societal marketing concept, in that it takes a long term view of the customer and working with them for their long-term wellbeing. Since VW SA wants a network of committed dealerships its wise for their sales team to use the enterprise selling approach because it base on not only a person-to-person relationship but also company-to-company relationship.
They must turn their sales strategy into a corporate strategy so that they can expand the Skoda market by having strategic goals before they can launch the cars because this launch will be successful only if there is good marketing plan.
Task 2: Personal selling
2.1 Principles of personal selling • Customer orientation- knowledge and understanding of the customer so that products and services may fit customer’s needs. • Sales professionalism, not just in order-taking and pressuring prospects, but order being achieved through professional conduct when selling. • Customer problems solving approaches based