Assume you invented a new plastic-shaping technology that allows plastic product

Question

Assume you invented a new plastic-shaping technology that allows plastic products to be manufactured much more cheaply. When you talk to manufacturers, though, they are skeptical because the new method is so radically different from any technology they have ever used before. What do you think the sales cycle for the technology would look like? What would the most important step of the sales cycle be? Why? What type of sales force would you utilize and why? What marketing activities could help you shorten the sales cycle and how? In many organizations, marketing and sales do not get along very well. Describe what you would expect to be the results in an organization such as this.

Explanation / Answer

1.what do you think the sales cycle for the new technology would like?

The sales cycle would begin with finding out potential customers

next step would be the initial contact which would lead to a planned/sorted out presentation to kindle interest in the customer, the next step would be to sort out the customers concerns about the product and to carry out a strategic follow up which would finally result in the sale of the product.

2.what would be the most important step of the sales cycle be?

A sales cycle can be briefly described as how long it takes to close a deal or make a sale. The sales cycle starts with lead generation and ends with the closing of the sale. The sales cycle is made up of different processes which ultimately leads to the customer purchasing the product. Each and every step is necessary and cannot be avoided. These steps which begin with lead generation, presentation and ends with purchase are all connected to each other and cannot stand independently. In this case, the product which is fresh in the market will need a well-balanced plan to kindle an interest in the customer and of presentation and convincing in order to lead to the purchase. Hence this step may be given slightly more weight than the other steps.

3.what type of sales force would you utilize and why?

the sales force is the representatives of the company. They are responsible for value generation, Managing clients, Providing customer and market information to the company. The sales force should possess an affiliative selling relationship. Since this, is a new product, the sales force has to create trust in the customer. In this case, all the potential manufacturers are or would be partners in the future. hence there should be a strategic partnership. The sales force should be professional and should fulfill his fiduciary responsibility. Trade salespersons should be appointed whereby the customer who may be a wholesaler or retailer can seek the help of the salesperson to make a sale to the next customer.

in an organization such as this, it is very much important that marketing and sales go hand in hand with each other. Since the product is a fresher in the market, it is of utmost importance that intensive marketing should be used to pull the customers to the product. The sales department requires the help of the marketing department in order to introduce the product to the customer and to pass basic information about the product to the customers. This helps the company push the product towards the customers. Only with the help of the sales department the company can generate revenue for all the activities of the company and fund the marketing department.

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