Essay
MNM3703 ASSIGNMENT 1 2024 (African Brew SA: Expanding Horizons)
- Course
- Sales Management (MNM3703)
- Institution
- University Of South Africa (Unisa)
MNM3703 ASSIGNMENT 1 2024 (African Brew SA: Expanding Horizons)
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QUESTION 1: SEVEN STEPSSeven Steps of the Wheel of Personal Selling for African Brew SA
1. Prospecting: Identifying potential buyers/resellers in Johannesburg, Durban,
and Pretoria. For example, African Brew SA could research local beverage
distributors, supermarkets, and liquor stores in these areas.
2. Initial Contact: Making the first contact with potential buyers/resellers. For
instance, African Brew SA could reach out to these businesses via email, phone
calls, or in-person visits to introduce Umqombothi Gold and schedule a
meeting.
3. Needs Assessment: Understanding the needs and preferences of the
buyers/resellers. African Brew SA could conduct surveys or interviews to gather
insights into the demand for traditional African beverages and the specific
requirements of each potential buyer/reseller.
4. Presentation: Showcasing the unique features and benefits of Umqombothi
Gold to the buyers/resellers. This could involve providing samples, sharing the
beverage's cultural significance, and highlighting its quality and distinct flavor.
5. Handling Objections: Addressing any concerns or objections raised by the
buyers/resellers. For example, if a potential buyer is hesitant due to shelf space
limitations, African Brew SA could propose 0717513144a display stand or offer
marketing support to help promote the product.
6. Closing the Sale: Securing commitments from the buyers/resellers to stock
Umqombothi Gold. This could involve negotiating terms, such as pricing,
delivery schedules, and promotional support, to finalize the agreements.
7. Follow-up: Maintaining ongoing communication and support with the
buyers/resellers. African Brew SA could follow up with regular visits, provide
training on product knowledge, and gather feedback to ensure customer
satisfaction and continued partnership.
By following these steps, African Brew SA can effectively expand its market reach in
Johannesburg, Durban, and Pretoria by building strong relationships with
buyers/resellers and successfully promoting Umqombothi Gold.
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