The Situation

You are a newly appointed Sales Person for The Organic Wine Company. The company has been developing connections with a number of registered organic vineyards over the past 3 years and now has access to their first lot of Sauvignon Blanc wine which will be sold via restaurants and retailers. The Organic Wine Company has been active in hiring 4 new sales people and you have been allocated the Auckland area. The objective is to introduce the product into as many outlets as possible for immediate sales while building a relationship with distributors for long term growth as new varieties and more volume become available.

The Offering

You have 100 cases of the organic wine allocated to the Auckland area which means you need to have a number of different outlets buying off you and selling to the public. You will not be able to target the whole of Auckland, therefore you should concentrate on a geographic area, central, west, south, east or north Auckland and look to establish a range of distributors for that area.

Next year you will have access to a larger amount of wine and therefore you will have extra supply for your customers above this years allocation plus will be able to target the rest of Auckland. Therefore establishing a good relationship with your new customers is important, not just making a one off sale.

You have been asked to research the market so you can set a price for your different distribution outlets and look at who you will target in your geographic area. You have a budget that can be used to offer promotional ideas that can be used by the distributor in order sell the wine.

You are required to:

Choose a territory to analyse and in which to conduct prospecting. You may choose either central, east, west, north or south Auckland.

1.         Conduct a territory analysis and identify at least ten possible prospects, describing why you have chosen them and what you will be offering them. You will need to identify what is important and the pricing for each of these prospects. (Use FABE)

2.         For two potential prospects, from different distribution sectors, conduct a prospect analysis

3.         Plan your first call for one of these prospects including questions to be asked and possible objections that will be faced

4.         Suggest possible ethical closing techniques you might use.

5.         Make the sales call (in class to your lecturer)

The sales call will be your second contact with the customer who owns a specialist wine shop. You have already provided information about the organic wine and the growth in the organic market and therefore the owner has shown “interest” in maybe trying some.  Your job as the sales person is to make a sale, if possible, plus present a plan for future contact to make more sales plus build the business relationship.

Use the forms which follow, and make any comments either on the form or immediately after the form on a new page.

You should complete the required Forms electronically, and attach them to your assignment.