Sales Planning for Ginvera Vietnam
Contents
I. Introduction 3
II. The Body 5 1. The marketing communication mix 5 1.1. Personal selling 6 1.2. Sale Promotion 6 1.3. The relationship between communication mix’s elements 8 2. Understanding of buying behavior 9 2.1. Stimulus 10 2.2. Process 15 2.3. Respond 17 3. Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam 19 3.1. External Environmental factors 19 3.2. Internal Managerial factors 23 4. Main types of personal selling suitable for Ginvera Vietnam 26 4.1. In Business to Customer market 26 4.2. In Business to business market 27 5. Principle of personal selling applicable for Ginvera Vietnam 29 5.1. Sales professionalism 29 5.2. Negotiation skills 29 5.3. Relationship marketing 30 6. The stages in the personal selling for Ginvera Vietnam 32 6.1. Prospecting 33 6.2. Planning 33 6.3. Approach 34 6.4. Presentation 34 6.5. Handling Objection 35 6.6. Closing the sales 35 6.7. Follow up 35
III. Conclusion 36
Appendix 37 Table of images 37 Table of figure 37
References 38
I. Introduction
From the first day of establishing from 1985 by talented founder L.D.Waxson, Ginvera has climb step by step to the peak of beauty care industry in the South East Asia as the most prominent leader. The company appears as home of more than 500 dedicated employees and thousands others who work in production. The wide ranges of about 90 Ginvera’s products diversify from skin care to bath products, from shampoo to diapers, which are developed sensibly for both men and women, adults and kids. Furthermore, by taking advantages of modern technology, coupled with strong and strategic foresight along with determination of the talented founders, all products are created, developed and improved in the more effective, much safer and more affordable away.
With clear mission, vision and objective as well as appropriate business strategies which help
I. Introduction 3
II. The Body 5 1. The marketing communication mix 5 1.1. Personal selling 6 1.2. Sale Promotion 6 1.3. The relationship between communication mix’s elements 8 2. Understanding of buying behavior 9 2.1. Stimulus 10 2.2. Process 15 2.3. Respond 17 3. Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam 19 3.1. External Environmental factors 19 3.2. Internal Managerial factors 23 4. Main types of personal selling suitable for Ginvera Vietnam 26 4.1. In Business to Customer market 26 4.2. In Business to business market 27 5. Principle of personal selling applicable for Ginvera Vietnam 29 5.1. Sales professionalism 29 5.2. Negotiation skills 29 5.3. Relationship marketing 30 6. The stages in the personal selling for Ginvera Vietnam 32 6.1. Prospecting 33 6.2. Planning 33 6.3. Approach 34 6.4. Presentation 34 6.5. Handling Objection 35 6.6. Closing the sales 35 6.7. Follow up 35
III. Conclusion 36
Appendix 37 Table of images 37 Table of figure 37
References 38
I. Introduction
From the first day of establishing from 1985 by talented founder L.D.Waxson, Ginvera has climb step by step to the peak of beauty care industry in the South East Asia as the most prominent leader. The company appears as home of more than 500 dedicated employees and thousands others who work in production. The wide ranges of about 90 Ginvera’s products diversify from skin care to bath products, from shampoo to diapers, which are developed sensibly for both men and women, adults and kids. Furthermore, by taking advantages of modern technology, coupled with strong and strategic foresight along with determination of the talented founders, all products are created, developed and improved in the more effective, much safer and more affordable away.
With clear mission, vision and objective as well as appropriate business strategies which help
References: * BPP Professional Education, 2004, Sales Planning and Operations, London: BPP Professional Education. * BPP Professional Education, 2004, Business Strategy, London: BPP Professional Education. * BPP Professional Education, 2004, Marketing Intelligence, London: BPP Professional Education. * Kotler, P., Wong,V., Saunders, J and Armstrong, G. (2001), Principles of Marketing. 3rd European ed., FT/Prentice Hall, New Jersey, USA. * Jeffery Lim, 2011. SPO lectures slide. * Ginvera, 2011. [Online]. Available at: http://ginvera.com/default.htm [Access on: April 10, 2011] * Wikipedia, 2011 * Neil Rackham, 2010. Principle of personal selling [Online] Available at: http://www.slideshare.net/mochkurniawan/principle-of-personal-selling [Access: April 11, 2011] * WTEC, 2011 * General Statistic Office, 2011. Social – economic in 2010 [Online] Available at: http://www.gso.gov.vn/default.aspx?tabid=621&ItemID=10835 [Access: April 11, 2011] * Vnexpress, 2011 * General Statistic Office, 2011. Social – economic in 2010 [Online] Available at http://www.gso.gov.vn/default.aspx?tabid=387&idmid=3&ItemID=9865[Access: April 11, 2011] * General Statistic Office, 2011