Question

Topic: Career/Training

Sales Kit

Posted by Anonymous on 5/23/2006 at 3:15 AM ET 250 Points
what all should be there in a sales kit for a hard gelatin capsule manufacturing company?
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RESPONSES

  • Posted by ReadCopy on 5/23/2006 at 4:15 AM Accepted
    I would take the concept further and think of the path a customer travels and ensure that sales and MARKETING material is present at all the stages:

    o Awareness - PR, editorial, exhibitions, roadshows, online (website portal, viral etc)
    o Engage - online, targeted DM, high value gifts, email
    o Appointments - telesales scripts
    o Sales Aids - collateral (corporate, product information, case studies etc)
    o Retention - netsletter, hospitality etc

    Good Luck
  • Posted on 5/23/2006 at 4:33 AM Author
    the way smile has given the answer suits me more..but am not fully satisfied..i want more details on that..
  • Posted by ReadCopy on 5/23/2006 at 4:41 AM Accepted
    Not sure anyone can add more details to smiles answer which is what a salesman should have with him. It covers all the aspects. But please do not forget the support the sales team needs!
  • Posted on 5/23/2006 at 5:05 AM Author
    Thanx Andrew..will surely keep in mind the support that a sales team needs.but i had to prepare a sales kit..so wanted my answer that way..any more suggestions will be highly appreciated by me.
  • Posted on 5/23/2006 at 6:09 AM Accepted
    Hi,

    Some samples
    Some solutions
    Some applications
    Your contact details
    Web info
    What is it good for in general

    A kit needs to create interest.
    Proposals and prices can come later
    All this on paper and an interactive CD rom with everything again on there.

    Regards,
    W
  • Posted by ReadCopy on 5/23/2006 at 6:37 AM Accepted
    Business cards - use cardsa little different from the usual (so that they stand out) and make them sell.

    Pens - needn't be expensive, just a pen that the salesman can give out. You need to put something in front of your prospects so when they look at their desk they see your brand.
  • Posted by ReadCopy on 5/23/2006 at 6:38 AM Member
    Samples too :-)
  • Posted by telemoxie on 5/23/2006 at 6:46 AM Member
    Can you tell us more about your sales process? For example, are you calling on herbal/supplement companies, or Doctors, or Pharmaceutical Companies? Will your sales team be selling primarily over the phone, or in person? Will you be providing the Kit to distributors, or manufacturers reps, or employees? Will the sales team be generating their own leads, or following up on leads generated by Marketing?

    Generally speaking, I would suggest that you also provide a list of open ended questions to help your sales folk start conversations, and develop additional info which can be dropped of thru a receptionist (if sales will be in person) or a series of inexpensive and informative mailers (if sales will be by phone, mail, and email). You might also develop some approved emails (I prefer short, friendly emails with links to info on the web).

  • Posted on 7/11/2006 at 10:47 PM Member
    Great to see you around.

    One other important area is the effective use of our email communication. Anything new can be sent as a footer with every mail, also emails should go on the letterhead template. I have circulated the same almost a year ago, but implementation has not happened. Shall send you the same.
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