Reference no: EM133651315

Homework: Strategic Sales and Sales Management- Sales Plan

Competency

Differentiate between B2B and B2C sales strategies.

Scenario

You previously worked in B2C sales, but you have made the transition into B2B sales by recently accepting an entry-level B2B dental sales position in which you will sell dental chairs to dentists and orthodontists. There are different price points based on the different features. Basic chairs feature comfort and long-lasting durability with manual back, leg, seat, and height adjustments. The mid-range chairs also offer comfort and durability, but instead of manual adjustments they are electric, and all mid-range chairs have a built-in massage feature to help make patients more comfortable and relaxed. The high-end chairs have all these features, but the leather is a much higher quality, there is a wider variety of colors and features, there are multiple massage options plus a remote that allows patients to control their massage and heating/cooling options, and these chairs are more ergonomically designed to help prevent back pain for the dentist while working on the patients. You are expected to meet with 20 dentists and orthodontists each week to convince them to purchase your dental chairs.

Instructions

Before you start meeting with dentists and orthodontists, your supervisor has asked you to create a sales plan that she can review. In a Microsoft Word document, write your sales plan and include the following.

1) The differences between B2B sales and B2C sales

2) Three sales goals using the SMART formatting (specific, measurable, achievable, relevant, and time-based)

3) Your personal SWOT analysis

4) Your buyer analysis

5) Your action plan, including how you will reach each of your goals (i.e., your to-do list), who you will be targeting and how, and your lead generation plans.