Chat with AI
Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017 Exercise 1
There are many different go?to?market strategies. For which of the following products/services do you think a sales?force intensive strategy would probably not be used? Why? Make any assumptions needed and list your assumptions in your answer.
a. Tennis racquets.
b. Home air conditioning maintenance service.
c. Shredding service for sensitive documents.
d. Solar-powered compactor garbage cans for city use on city streets (the specially designed cans actually compact the garbage that is thrown into the can four times a time, using energy from the sun, reducing the number of times the can needs to be emptied).
a. Tennis racquets.
b. Home air conditioning maintenance service.
c. Shredding service for sensitive documents.
d. Solar-powered compactor garbage cans for city use on city streets (the specially designed cans actually compact the garbage that is thrown into the can four times a time, using energy from the sun, reducing the number of times the can needs to be emptied).
Explanation
Verified
Verified
Go-to-market strategies stand for the various methods that firm uses to enter into market and create awareness of its products and services. It includes selling using internet, through field sales representatives, business partnership, dealership, retailers, wholesalers, franchise selling, telemarketing etc. The organizations who make use of its salesforce in a heavy way to market and sell its products are called as salesforce intensive organization and the strategy is called as salesforce-intensive strategy.
The salesforce intensive strategy will not be used in the following products-
c. Shredding service for sensitive documents; and
d. Solar-powered compactor garbage cans.
This is because for selling the shredding services for sensitive documents, the customers will not rely upon the salesforce of the organization unless, the company creates a trust environment among customers that the company is genuine and the shredding of their sensitive documents will take place privately by their skilled and highly credible workforce.
Similarly, sale of solar powered garbage cans first of all needs to be introduced at a mass level through newspapers and TV advertisement, so that large number of prospective customers get aware of the existence of such product and then the salesforce of the firm could be made to sell these cans at a large scale.
While, the product like tennis racquets, and service like home air conditioning service could be made extensively using salesforce strategy as these products are quite common and could be used by the customers without much thinking.
The salesforce intensive strategy will not be used in the following products-
c. Shredding service for sensitive documents; and
d. Solar-powered compactor garbage cans.
This is because for selling the shredding services for sensitive documents, the customers will not rely upon the salesforce of the organization unless, the company creates a trust environment among customers that the company is genuine and the shredding of their sensitive documents will take place privately by their skilled and highly credible workforce.
Similarly, sale of solar powered garbage cans first of all needs to be introduced at a mass level through newspapers and TV advertisement, so that large number of prospective customers get aware of the existence of such product and then the salesforce of the firm could be made to sell these cans at a large scale.
While, the product like tennis racquets, and service like home air conditioning service could be made extensively using salesforce strategy as these products are quite common and could be used by the customers without much thinking.
Selling 8th Edition by Stephen Castleberry,John Tanner
Why don’t you like this exercise?
Other Minimum 8 character and maximum 255 character
Character 255
