Suspects and Prospects
This section will put a value on the suspects and prospects to measure more effectively the profitable customers. The criteria for suspects have mentioned above. For the prospect, they do not only need to meet all the standards of the suspects, but also need to show interest in the products or the company and should give the company permission to engage and interact with (Clark, 2013). To put a value on the suspects and prospects, it is important to clarify the business type of potential buyers, the products or quantities they are looking for to identify potential interests from the suspects. On the other hand, qualifying a prospect is a process of asking questions to find out if the buyer can become a profitable customer. …show more content…
Therefore, the sale activity will highly depend on the data collected in this system.
Sales Processes
The sale processes will strongly relate to the SAP CRM system of the company. As a B2B company, the sale process of FBI Food Group is no different than other B2B companies. The establishment of the sale process is clearly related to the sales activity discussed earlier. However, this part of the report will provide more details about how the sale reps of FBI Food Group can work on the sale process more effectively.
The steps involve:
• Define customers buying process and interest to find out what benefits FBI Food Group can offer to the customers (suspects identification).
• Define sales stages: this stage will be used to see if the products from FBI Food Group can match the buying process from the customers.
• Define the outcome and goals FBI Food Group wants to achieve from the deal such as percentage of profit margin.
• Define actions needed to help the deal move forward.
• Define sales tools (product samples, sale pitch presentation, meetings)
• What marketing tools are needed to use to reach the goal …show more content…
The sale manager will also use CRM data to improve sales activity, visualize the trends, change prices and find new customer segments. In addition, the sale manager will use a weekly point system will be used as scorecard to evaluate the performance of the sale staff. This system will also support the SAP CRM system.
In short, through chapter 4, it can be said that FBI Food Group is ready to export its seafood products to Spain. The company is very cautious in every step to ensure it carefully plans important activities to minimize potential risks and increase sales. There will be no rapid growth of sales revenue during the first two years because FBI Food Group will take small steps to reach the market and expand connection in Spain. However, the company is very optimistic that the first sale will be successful because the implementation plan has clearly explained what the company needs to organized and what it already has to push the products to the export
This section will put a value on the suspects and prospects to measure more effectively the profitable customers. The criteria for suspects have mentioned above. For the prospect, they do not only need to meet all the standards of the suspects, but also need to show interest in the products or the company and should give the company permission to engage and interact with (Clark, 2013). To put a value on the suspects and prospects, it is important to clarify the business type of potential buyers, the products or quantities they are looking for to identify potential interests from the suspects. On the other hand, qualifying a prospect is a process of asking questions to find out if the buyer can become a profitable customer. …show more content…
Therefore, the sale activity will highly depend on the data collected in this system.
Sales Processes
The sale processes will strongly relate to the SAP CRM system of the company. As a B2B company, the sale process of FBI Food Group is no different than other B2B companies. The establishment of the sale process is clearly related to the sales activity discussed earlier. However, this part of the report will provide more details about how the sale reps of FBI Food Group can work on the sale process more effectively.
The steps involve:
• Define customers buying process and interest to find out what benefits FBI Food Group can offer to the customers (suspects identification).
• Define sales stages: this stage will be used to see if the products from FBI Food Group can match the buying process from the customers.
• Define the outcome and goals FBI Food Group wants to achieve from the deal such as percentage of profit margin.
• Define actions needed to help the deal move forward.
• Define sales tools (product samples, sale pitch presentation, meetings)
• What marketing tools are needed to use to reach the goal …show more content…
The sale manager will also use CRM data to improve sales activity, visualize the trends, change prices and find new customer segments. In addition, the sale manager will use a weekly point system will be used as scorecard to evaluate the performance of the sale staff. This system will also support the SAP CRM system.
In short, through chapter 4, it can be said that FBI Food Group is ready to export its seafood products to Spain. The company is very cautious in every step to ensure it carefully plans important activities to minimize potential risks and increase sales. There will be no rapid growth of sales revenue during the first two years because FBI Food Group will take small steps to reach the market and expand connection in Spain. However, the company is very optimistic that the first sale will be successful because the implementation plan has clearly explained what the company needs to organized and what it already has to push the products to the export