Sales Process And Sales Management

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B2B Sales Product: Vending Machine

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Submitted to: Prof Edwin

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Sales Executives

Mrunal Ashar Soniya Badekar Shraddha Kanase Ulka Khedekar

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Shikha Koul 45 Click to edit Master subtitle style Bharti Chawla 00 (PG)

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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

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INTRODUCTION OF SALES

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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:FMCG. LARGE MINNING EQUIPMENT.

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

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TYPES OF B2B SALES.

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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 .

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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.

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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

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Five pitfalls to successful b2b selling

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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

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Important Aspects Of B2B selling

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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

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B2B SALES PROCEDURE

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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

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COMPANY PROFILE
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.

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VISION: Godrej in Every Home and Workplace MISSION: Enriching Quality of Life Everyday Everywhere VALUES: Integrity Trust To Serve Respect Environment

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PRODUCT PROFILE
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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

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Vending Machines Offered by Godrej

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2CVM MINIFRESH 4400 MINIFRESH 3300 MINIFRESH 2200

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2CVM
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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

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MINIFRESH 4400
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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

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MINIFRESH 3300
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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

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MINIFRESH 2200
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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

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PROMOTIONAL STRATEGIES FOR GODREJ VENDING MACHINE

Lead Generation Branding Search engine optimization Search engine marketing Blogs and websites Facebook Groups Facebook Flyers

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SWOT ANALYSIS
STRENGTH: TO BUILD ON q Godrej is a trusted name as it is in the market from years, which is the reason it enjoys a good Brand name
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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.

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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.

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SWOT ANALYSIS
WEAKNESS: TO COVER THE MARKET q New market penetration, as Vending Machine is new market for them.
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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.

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SWOT ANALYSIS
OPPORTUNITIES: TO CAPTURE q Large untapped market.
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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.

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SWOT ANALYSIS
THREATS: TO DEFEND q Competitors coming up with innovations.
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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.

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Recommendations
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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

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Thank you

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