Sales Process

And

Sales Management

Submitted to: Prof Edwin

B2B Sales

Product: Vending Machine

Sales Executives

Mrunal Ashar 02

Soniya Badekar 03

Shraddha Kanase 41

Ulka Khedekar 44

Shikha Koul 45

Bharti Chawla 00 (PG)

AGENDA

Sales - Introduction

B2B Sales

Types of B2B Sales

5 mistakes to avoid in B2B Selling

Important Aspects Of B2B Selling

B2B Sales Procedure

Case Study - Godrej

INTRODUCTION OF SALES

• A sale is the act of selling a product or service in return for money or other compensation.

• It is an act of completion of a commercial activity.• Eliminate the need for sales people.• EXAMPLE:-

1. FMCG.

2. LARGE MINNING EQUIPMENT.

B2B SALES

Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer

The term may also describe a company that provides goods or services for another company

The volume of B2B (Business-to-Business) transactions is much higher than the volume of B2C transactions

TYPES OF B2B SALES.

1. Traditional Model

• It involves getting bids on a daily basis, which is enough to generate sales.

• No personal relationship with the buyer .

• Understanding the customers buying criteria.

2. Commodity

• Differentiation between the products and services is through their prices.

• No unending loyalty of the customers .

3. Order Takers

Customers directly call to the customer service for asking a query.

Good opportunity for the company.

4. Value Added

Effective selling techniques.

Value added or more benefits on the purchase of the routine product.

Five mistakes to avoid in the B2B selling process

Failing to engage all stakeholders

Failing to leverage conversations with one stakeholder when

talking to other stakeholders

Failing to manage internal disagreements within the prospect

Failing to keep the prospect engaged

Failing to make the value argument

Five pitfalls to successful b2b selling

No Sales Process

Lack of Essential B2B Sales Skills

Lack of Performance Tracking System

Lack of understanding of Impact of sales people Beliefs

Lack of Continuous Development for Sales Team

Important Aspects Of B2B selling

Map the market and break it down

Size matters

Train your sales staff to understand business

Find your place in their business vision

Direct marketing and cold calling can work in B2B

Online is critical

Online is critical

Tap into industry groups and influencers

Only use advertising if it is tightly targeted

B2B SALES PROCEDURE

Discover where your customer is today

Discover where your customer wants to be.

Position your solution as the best vehicle to get from the current situation to the desired one.

Repeat steps 1 through 3 with multiple, increasingly important, contacts.

Close the deal

 

Godrej & Boyce Mfg. Co. Ltd Started its journey with the manufacture of high quality locks in

1897.

Founder, Ardeshir Godrej.

Presently have 15 diverse business division.

The Godrej Group touches the lives of 400 million Indians who use at least one of Godrej products every single day.

COMPANY PROFILE

 

VISION: Godrej in Every Home and Workplace

MISSION: Enriching Quality of Life Everyday Everywhere

VALUES: Integrity Trust To Serve Respect Environment

PRODUCT PROFILE

Company has an array of different types of Vending Machines We have a range of world-class machines and invigorating

beverages for our customers. These machines are economical, robust, reliable, and easy to

maintain and offer low cost of ownership.

Godrej Vending machines are:• Hygienic • Convenient • Pure • State Of Art

Vending Machines Offered by Godrej

2CVM MINIFRESH 4400 MINIFRESH 3300 MINIFRESH 2200

2CVM

Operating Voltage Range: 100V to 300 V

    Indicator: Single line display, Yellow – Green   

  Initial Start up time: 7 minutes    

 Beverage Variants: Tea, Coffee  

 Half cup / Full cup option: Programmable

Weight: 16 kgs

Dimensions: (H) 642mm x (W) 230 mm x (D) 420 mm

MINIFRESH 4400

Operating Volatage Range: 100V to 300 V

Indicator: Double line display, Yellow – Green    

  Initial Start up time: 7 minutes

Beverage Varients: 8 options settable.    

Hot Water: : Yes.    

Weight: 19.4 kgs.    

Dimensions: (H) 632mm x (W) 300 mm x (D) 473 mm

MINIFRESH 3300 Operating Voltage Range: 100V to 300 V  

Indicator: Double line display, Yellow – Green   

  Initial Start up time: 7 minutes   

Beverage Variants: 6 options settable 

 Hot Water: : Yes   

  Weight: 17.5 kgs

Dimensions: (H) 630mm x (W) 250 mm x (D) 475 mm

MINIFRESH 2200

Operating Voltage Range: 100V to 300 V   Indicator: Double line display, Yellow, Green   Initial Start up time: 7 minutes   Number of Product Containers: 2         Beverage Variants: 4 options settable.   Weight:16.8 kgs.   Hot Water: Yes. Containers Capacity: 1.7 liters.      .     Cup Sensor: No   Drip Tray Sensor: No   Dimensions: (H) 632mm x (W)473 mm x (D)250 mm

PROMOTIONAL STRATEGIES FOR GODREJ VENDING MACHINE

Lead Generation

Branding

Search engine optimization

Search engine marketing

Blogs and websites

Facebook Groups

Facebook Flyers

SWOT ANALYSISSTRENGTH: TO BUILD ON Godrej is a trusted name as it is in the market from years, which is the

reason it enjoys a good Brand name

Godrej has excellent after sales service that helps them to retain customers.

Large number of customers using their products in all sectors which makes it a customer loyal brand.

Distribution is the major strength of Godrej.

European design- Manufacture in collaboration with M/S Veromatic International BV of Netherlands.

Microprocessor based for high degree of consistency with uniform taste in every cup.

SWOT ANALYSIS

WEAKNESS: TO COVER THE MARKET New market penetration, as Vending Machine is new market for

them.

Less potential customers.

Lot of competitors has entered in this market thus making difficult of Godrej to capture more market share.

New innovations in vending machines are made by competitors.

SWOT ANALYSIS

OPPORTUNITIES: TO CAPTURE Large untapped market.

Huge potential for vending machines.

Product is widely accepted.

Customer loyalty which gives an opportunity to capture maximum market.

With increase in urbanization and changing businesses in hospitality sectors are willing to invest in vending machines.

SWOT ANALYSIS

THREATS: TO DEFEND Competitors coming up with innovations.

Local brands eating market share.

Customer services like meeting up the delivery dates of premix.

Cost of Raw Material and fuel.

Cost of packaging and Distribution.

Recommendations

Develop a product innovation and technology strategy for your business

Use and stick to Strategic Buckets

Change your old metrics!

Balance speed with profitability and impact

Change your product selection criteria

Thank you