group assignment professional selling and management sales plan

It serves as a roadmap for the sales team,providing guidance on how to achieve sales targets and drive revenue growth.This report will create a Sales Plan in two months for an Ergo Smart

FPT UNIVERSITY- CAMPUS HO CHI MINH



GROUP ASSIGNMENT Professional Selling and Management

SALES PLAN

Course: SAL301

Lecturer: Nguyễn Thị Thới

Class: MKT1710

Group: 3

Name of group member Student

ID

Contribution (%)

2

100

4

100

5

100

7

100

8

TABLE OF CONTENT

A ABTRACT 3

B SALES PLAN 3

1 Sales Leadership 3

2 Target market 4

a Location Targeting 4

b Buyers Personas 5

c Omissions 6

3 Positioning 7

a Market Condition 7

b Value Proposition 9

c Competitive Advantages 10

d Competitor Analysis 11

4 Marketing Strategy 12

a Product Strategy 12

b Pricing Strategy 12

c Comunication Strategy 13

d Distribution Strategy 14

5 Action Plan 15

6 Expense – Revenue – Gross Profit 16

C REFERENCE 16

D APENDIX 17

A ABTRACT

A sales plan is a strategic document that outlines the goals, objectives, strategies, and tactics for a company's sales efforts It serves as a roadmap for the sales team, providing guidance on how to achieve sales targets and drive revenue growth

This report will create a Sales Plan in two months for an Ergo Smart business of ergonomic furniture First, learn about Sales Leadership and Sales Team Structure The second is to delve into Target Market and determine Positioning for Ergo Smart The third is to define sales goals and plan marketing both online and offline for upcoming products Then there is a specific Action Plan for the work lists for two months Finally, calculate the costs, budget, revenue and profit of the business

B SALES PLAN

1 Sales Leadership

Sales leadership levels may include the following positions:

 Sales Director:

Make and execute strategic plans to achieve sales and market expansion goals Leading and motivating the sales team, ensuring the quality of customer care services Report on business results and feedback on industry trends, opportunities and challenges Build and maintain long-term relationships with customers, partners and suppliers

 Marketing Director:

Manage all marketing activities of the company, including market research, develop marketing strategies and plans, manage budgets and marketing teams, monitor and evaluate the effectiveness of marketing campaigns Ensure marketing strategies align with the company's goals, vision and brand, as well as customer needs and trends Building, managing and

maintaining the brand of the business, enhancing the reputation and trust of customers

Analyze and evaluate markets and customers, identify opportunities, challenges and competitors Make connections between relationships, including customers, partners, suppliers, press, community

 Sales Supervisor: Manage and supervise sales activities of sales staff,

including planning and allocating sales targets, tracking and evaluating sales performance of sales staff, resolving issues arising in sales process Participate in sales plans, propose solutions to help sales staff achieve targets Monitor the quality of work and implement the specified standards Connect with customers and develop relationships

 Sales Representative: Finding and building relationships with customers,

recommending the company's products or services to customers, advising customers on products or services provided by the company, negotiating and executing contracts sales to achieve the assigned sales target Market research, competitor research and business planning Participate in promotions, after-sales, seminars, customer exchanges Report business results and feedback on sales activities to superiors

2 Target market

a Location Targeting

Ergonomic products targeting the main priority area is Ho Chi Minh City Because these locations are very densely populated, there are many businesses, business establishments, or multinational companies This place will attract many potential customers because they have the opportunity to be exposed to new technologies by updating daily technology news on social networking platforms These customer files will have a steady income making up the target market for the ergonomic product They may be willing to pay for products that are convenient, smart and suitable for work and study to improve their performance and ensure their health

Strategy for locations take precedence and nationwide rollout strategy:

 Offline marketing: Choosing a central location with many means of traffic will attract the eyes of many customers Besides, put prominent promotional posters in front of the store so that customers can easily see, create curiosity to try out ergonomic products or customers will learn through the store's website

 Social media marketing: Create content and create video company products

to see the function and use, making it easy for customers to choose Upload videos to social networking platforms such as Facebook, Youtube, Tiktok and run ads Besides, books KOLs KOCs to review products with promotional combos help create more trust for customers and attract more target customers

customer experience according to the AIDA model to help the store's sales website reach the top 10 of Google searches

b Buyers Personas

Health-conscious individuals: Those who prioritize their well-being and are actively looking for ergonomic solutions will be interested in the ergonomic SMART desk These individuals may have health problems such as back pain, shoulder, neck, or back pain or problems related to sitting posture They will be very interested in the ability to adjust the height of the table, track sitting/standing time, and receive posture correction reminders

Teachers and students: As people who have to sit for hours to study, few can maintain the correct sitting posture to study They require a workspace that is comfortable, conducive to physical growth and health, and supportive to promote

focus and productivity A handy SMART desk with features like built-in lighting, device charging, and storage compartments can meet their specific needs Professionals and Teleworkers: Includes freelancers, entrepreneurs, and digital nomads They value productivity, health, and comfort when working long hours The handy SMART desk with features like adjustable height, built-in technology, cable management and smart connectivity will meet their needs

Technology enthusiasts: Customers who are always curious about smart furniture devices, always keeping up with technology news will be attracted by the handy SMART desk These individuals will appreciate features like wireless charging pads, USB ports, built-in speakers, touch controls, and compatibility with smart home systems or virtual assistants

Home office users: Currently, because of the nature of work, many people are very interested in their work from home, so they will look for convenient and aesthetic furniture that suits their living space Surname The ergonomic SMART desk with its sleek design, customizable finish, and space-saving features will appeal to this target audience

c Omissions

Budget-minded buyers: This desk is designed with premium features and premium materials in mind, which often comes with a higher price tag Budget-conscious buyers may not be willing to invest in a high-priced desk

Temporary or short-term users: This desk is designed for individuals or businesses looking for a long-lasting and durable solution, making it less suitable for those with desk needs temporary or short-term

Individuals unfamiliar with technology: Built-in USB ports, wireless charging, and app control for example, may not appeal to those unfamiliar or unfamiliar with technology They may prefer a more traditional office setup, so won't see the value

of smart features, and may not be interested in this desk

3 Positioning

a Market Condition

The current market of ergonomic lifting tables is growing steadily as people gradually pay more attention to their own health after the outbreak of the Covid-19 epidemic Revenue report of height lifting tables on the e-commerce floor reached VND 14.4 billion in 12 months and increased by more than 81% compared to the last quarter Most stores tend to focus on opening sales in two big cities, Ho Chi Minh City and Hanoi Currently, the ergonomic lift table market is expanding due

to the increasing emphasis on health benefits, novelty and technological advancements and corporate organizations striving to create a safe working environment safer and more efficient for their employees

Porter’s Five Forces Model:

 Threat of New Entrants

The ergonomic product industry can pose a moderate to high threat to new entrants, as it does not require too much capital, high technology or patents However, barriers to entry may include high initial investment costs, the need for specialized production capacity, and extensive research and development requirements Existing companies with strong brand recognition and established distribution networks can also pose challenges to new entrants It is also extremely difficult to attract the attention of customers from those big companies to Ergo Smart

 Bargaining Power of Suppliers

The bargaining power of suppliers in the ergonomic product industry is low The process of making products of "Ergo Smart" will be done by the company itself, so the influence of the supplier is not too great Mainly suppliers will provide basic materials such as wood, steel alloy, plastic,

In terms of suppliers changing the cost of increasing raw materials or having to change new suppliers, there is still no big impact on "Ergo Smart" Because the supply of products is simple, there are many large-scale supplies, so it is not difficult to find a supply of moderate but good quality

 Bargaining Power of Buyers

The bargaining power of buyers in the ergonomic products industry is high Buyers, such as consumers, businesses, and retailers, have access to various ergonomic product options and can easily compare prices and features to choose the right product products that best suit your needs and budget Besides, substitute products also have a great influence, consumers can choose to buy other products with cheaper prices

Therefore, Ergo Smart needed to differentiate its products, provide unique value propositions and offer competitive pricing to attract and retain customers Building lasting customer relationships and establishing a recognizable brand can help reduce buyer power

 Threat of Substitute Products

The threat of substitutes in the ergonomic product industry is moderate While ergonomic chairs and tables offer specific benefits in terms of comfort, posture, and productivity, there may still be alternatives available to potential customers Alternative products for ergonomic desks can be laptop tables with adjustable height, manual height-adjustable tables, anti-humpback chairs, gaming chairs or

other work-supporting devices However, these products do not have many health and efficiency advantages like ergonomic lifting tables, but they are still the choice

of customers if they consider the price of ergonomic products too high

 Intensity of Competitive Rivalry

The intensity of competition in the ergonomic products industry is high Established companies and well-known brands can dominate the market, creating strong competition However, the industry can still offer opportunities for startups that can differentiate themselves through innovation, quality, price, or unique features

Most of today's ergonomic furniture products have a price, product design and the difference are not too big, so when customers choose to buy, customers will often focus on companies with good brands Big brands, reputable and long-term quality (general mentality of the well-off people when buying) than small companies However, in terms of cost, the price of "Ergo Smart" can still be competitive because compared to other competitors, this is a moderate and good price, which can be owned by mid-range customers

b Value Proposition

Lack of ergonomics: The product is specifically designed to prioritize comfort and health benefits The table's lifting mechanism allows for smooth and easy height adjustment It allows the user to adjust the height of the table according to the customer's preference This ergonomic design promotes overall health, productivity and long-term health benefits

Intelligent control system: The product incorporates an intelligent control system that provides various customization options Users can set personalized height preferences and save them for future use Additionally, the dashboard can include

other features such as memory presets, digital altimeter displays and even smartphone connectivity for remote control and data tracking

Durability and Build Quality: The product is constructed with high-quality materials, ensuring durability and longevity The sturdy construction of the desk can support heavy equipment, monitors, and other essentials for the job without compromising stability or safety This reliability ensures that the investment is a solution

Health Benefits: Sitting for long periods of time can lead to various health problems So being flexible between standing and sitting improves posture, burns more calories and reduces the risk of certain health conditions like obesity, diabetes and cardiovascular disease

Overall, Ergo Smart products offer an attractive value proposition by combining ergonomic design, height-adjustability, intelligent control, durability, enhanced productivity, and health benefits health and customization options It aims to create a more comfortable, flexible and healthy workspace that promotes health and productivity for users

c Competitive Advantages

Quality and Price: Ergo Smart provides customers with good, high-quality products, but the price ranges from only 3,250,000, which can still be suitable for mid-range customers and above

Customer service: Ergo Smart always takes care of customers enthusiastically with free home delivery and on-site installation Product replacement if there is damage caused by the product in the first 30 days and product warranty for 1 year