Philip Doyle 04/02/14

A Sales Process

THE SCENARIO

Cath Kidson have sent a potential order 100,000 mailers No real details No specific contacts

The Sales Strategy

Research

Understand their business & market Identify their management structure &

culture Review finances & budget Recognize previous marketing initiatives

annual reports – website - market perception - commercial contacts

Communication

Confirming the research Determine what Cath Kidston are doing. Two approaches for sales strategy

Immediate Sale Relationship & Ongoing Sales

Initial contact - No objections - No sell of Push Mailing yet

Proposal Preparation

Prepare proposal Four key elements:

Cath Kidston’s Business Drivers Our Approach & Pricing Future Support For Cath Kidston Push Mailing USPs

Second contact

Identified Main Board Decision Maker Request Presentation Present:

Our Understanding of Cath Kidston Cath Kidston’s Challenges How we can support Cath Kidston Brief overview of Push Mailing USP

AGREE SALE

Develop the relationship