INSTRUCTIONS:        

Answer all of the following questions and follow the structure given.

Presentation - The following criteria will be considered to assess the quality of your work: presentation - clear structure and following of instructions; signs of effort given to this assignment; correct referencing; correct language, grammar and spelling. Your assignment should be word processed in 12 point font, single spacing between lines, 3 cm margin on the right side of the page (for marking purposes). The guideline for this assignment is 8 pages. Additional supporting information and other relevant material should be included in an appendix at the end of the report and is not to be included in the 8 pages.

Guideline:

This assignment follows on from your first assessment for this course. You should treat the situation as real, and as far as practical, provide real life answers  and your methodologies should refer to actual information sources.

Sources you may consult and/or use for this exercise:

• The course text book (in particular chapters 7, 8, 9, 10, 11&12)
• Other books and references in the library
• Internet
• Your lecturer for advice and comments on your progress 

ASSIGNMENT TWO           

As the newly appointed sales person for the North ShoreStillwater Winery; you are employed to increase their wine sales and introduce their latest wine variety, Moscatoin Auckland..StillwaterMoscatois not available to buy anywhere in New Zealand other than their cellar door.

You may use the information you created in your first assignment where appropriate.

1             PROSPECTING

1. Discuss the role or prospecting for Stillwater Wines for the following situations: -
   1. One of your major customers has been taken over by a firm that does not stock Stillwater Wines
   2. A brand new restaurant opening soon on the sea front in Orewa, that will seat 50 customers 

1. Explain how you would qualify the following businesses in order to turn them into leads and prospective customers for Stillwater Wines:
   1. The Filter Room (currently does not sell wine)
   2. A restaurant and bar of your choice in the Hawkes Bay area
   3. Pak n Save Supermarket in Silverdale                                                         

2             SALES CALL PLANNING

Prepare two sales call plans (using the example on pages 220 and 221 from the course text book as a guide) for the brand new customer in Ahuriri (i.e. your first call) and an existing customer of Stillwater Wines who you have been selling to for a while.You want to introduce Moscato in both situations.

i.   Use your imagination to create the details of the organisation and the buyer you will be seeing. Ensure you specify your sales goals and your focus for the call.

ii.  Consider what questions the buyers may have, what their needs are and how you may answer them. Identify any information you need to obtain and the benefits that your organisation will offer.

iii.  Consider any problems that may arise and identify what your next level of commitment is for this customer.                                                  

3  MANAGING OBJECTIONS, NEGOTIATION AND COMMITMENT

1. Identify three different types of buyer objections that you may face as a sales person for Stillwater Wines and how you may overcome them - one relating to the products you sell, one relating to a prospective customer's current situation and one relating to Stillwater Wines or yourself.  

1. Explain how you would justify the price of your wines to a prospective buyer who thinks they are too expensive. 

1. Outline the steps you would go through to negotiate an annual deal for supplying Stillwater wines to the new restaurant in Ahuriri - price and volumes. Evaluate the common reasons why you may not obtain a final commitment from this customer. 

4   BUILDING EFFECTIVE RELATIONSHIPS

Assess the requirements Stillwater needs to build and maintain effective relationships with its customers in the greater Auckland area.