Question

Your company has developed a new scanning machine which can facilitate clearing of goods at the Ports and you have been tasked by the Managing Director to sell the new product idea to the Tema Ports. As a Marketing manager:

a. Discuss the selling process you will recommend your Sales officer follows in order to achieve success?

. b. Why is personal selling important in industrial situation?.

Answer 1

1) Selling process to selling new scanning machine that facilitates the learning of goods at the ports will be as below

a) Identify the customers where a new scanning machine can be introduced.

b) Find out the key decision-maker in each unit.

c) Find out their contact details and schedules meeting through cod calling.

d) Meet with customers as per the schedules with a sample of new products and introduced the feature of the product to the customer.

e) Find out existing brand they are using and strategically explain how this new machine effective.

f) Explain the price and offer the bulk purchase.

2) Personal selling important in the industrial situation because it demands stimulating force in the industrial marketer's promotional mix and playing a very dominant role in industrial markets because of fewer potential customers present compared to the consuming markets and the large amount of money purchase involved.