Pepsi Sales Presentation
... Pre-Approach: The pre-approach is all about planning. The most frequent reasons why a salesperson plans the sales call is: planning aids in building confidence, it develops an atmosphere of goodwill between the buyer and the seller, it reflects professionalism, and it generally increases sales because the salesperson understands the buyer’s needs. The objective of my presentation is to get Pepsi products into stores that are just opening, which have never sold Pepsi before. These new store will generate more revenue for PepsiCo. 3. Approach: The prospects five mental states are: Attention: From the moment a salesperson begins to talk, he or she should try to quickly capture and maintain the prospect’s attention. Interest: It is important for the salesperson to capture the prospect’s interest in their product. If this link is completed, prospects usually express a desire for the product. Desire: It is created when prospects express a wish or wanting for a product. Conviction: In the conviction step, he salesperson should strive to develop a strong belief that the product is best suited to the prospect’s specific needs. It is established when no doubts remain about purchasing the product. Purchase: Once the prospect is convinced, the salesperson should plan the most appropriate method of asking the prospect to buy or act. Approach Technique: Spin Seller: I understand that you are opening a new grocery store next month? Buyer: Yes we are. Seller: Have you considered what types of beverages you will be offering? Buyer: Yes I have. Seller: Does this mean that you would be interested in selling Pepsi products in your store? Buyer: Yes I’m interested. 4. Presentation: The main purpose of my presentation is to sell Pepsi products to new businesses. New businesses that are starting out will need to sell beverages, and I will convince them to sell Pepsi to their customers. The type of presentation I will use will be a combination of visual aids and demonstration. Visually seeing the product will be a big help. Showing the can of Pepsi to the buyer will let them know exactly what I am talking about, and selling to them. Then I’ll give the buyer a can of Pepsi to try and taste. I’ll also explain to them how Pepsi is made, and why it is the best and the freshest. Product My product is Pepsi-Cola. Caleb Bradham, a North Carolina pharmacist, created Pepsi. It was originally called “Brad’s Drink,” which was a carbonated soft drink that he created to serve his drugstore’s fountain customers. The new name, Pepsi-Cola, is first used on August 28, 1898. In 1902, Caleb applied for a patent, which was granted. He advertised Pepsi as “Exhilarating, invigorating, aids digestion.” In 1905, the first bottling franchises are established in Charlotte, and Durham, North Carolina. Today, there are 45 Pepsi bottling franchises in the United States. They produce and sell more than one billion cases of beverages each year. Their revenue in 2004 was more than 78 billion dollars worldwide. Marketing Plan The purpose of this marketing plan is to help consumers to better sell Pepsi products. Pepsi does a lot of advertising. You can see or hear advertisements for Pepsi on television, the radio, by-direct mail, or on the Internet. This helps because customers will know about Pepsi. Pepsi-Cola also has many contests and sweepstakes available. They regularly give away prizes by offering them under the caps of many Pepsi bottles. This makes customers want to buy more. Coupons and special discounts are also available. Pepsi always offers coupons and they suggest to the retailer to offer special discounts for certain periods of time to move the product. Business Proposition The more of the product that is purchased, the more of a discount is offered. We currently sell cases of 24 cans for $3.00 to the buyer. But we offer discounts by how much quantity is purchased. We offer a five percent discount for 10,000 cases purchased in a year. There is a seven percent discount for 20,000 cases purchased in the y...