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Sales Management – Excellent Corporation, a multinational company operating in the consumer goods sector, is restructuring its sales territories.

1. Excellent Corporation, a multinational company operating in the consumer goods sector, is restructuring its sales territories. The company’s products range from personal care items to household cleaning supplies, catering to diverse demographics & geographic regions. As the sales manager, you’re tasked with optimizing the sales territory assignments to maximize sales performance & customer coverage. Outline the key factors you would consider when redesigning the sales territories for ABC Corporation (10 Marks)

2. Prepare a Sales Plan for a brand of consumer durable focusing in rural market (10 Marks)

3. Read the case & answer the questions based on the case:

Case Background: You are a sales representative for a leading chemical manufacturing company specializing in high-quality housekeeping and cleaning solutions. Your company has recently introduced a new line of environmentally friendly and highly effective cleaning chemicals suitable for the hotel industry. Your target client is a luxury hotel chain with multiple properties worldwide.

Client Information:

Hotel Chain: Prestige Hospitality Group, a well-established luxury hotel chain with a focus on sustainability.

Decision-Maker: Ms. Rodriguez, the Director of Housekeeping for Prestige Hospitality Group.

Current Suppliers: The hotel chain is currently working with a different supplier for its housekeeping chemicals.

Challenges:

• The hotel chain is already committed to a contract with a different supplier.

• Demonstrating the superiority and sustainability of your chemical products.

• Negotiating a deal that is competitive and aligned with the hotel’s budget.

Objectives:

• Convince Prestige Hospitality Group to consider switching to your company’s housekeeping chemicals.

• Highlight the environmental benefits & effectiveness of your products.

• Negotiate a mutually beneficial contract that meets the hotel’s needs and aligns with your company’s goals.

Questions:

a. Explain various Sales related marketing strategies (5 Marks)

b. What Negotiation tactics will you adopt to close the deal? (5 Marks)