Paper - Professional Sales Call Plan

2

Carlos Medina

28 July 2022

MAR6930 – Professional Sales Call Plan

· Company.

Valence Cafe ltd is a fast-food company that is involved in preparing fast food for customers in different cities across the world. Valence Cafe ltd operates as a small restaurant within the central business district of Texas. It was founded in 2011 by Dennis and Kennedy, former classmates at the college who decided to venture into the fast-food industry. Currently, the company is involved in selling several products, including French fries, desserts, and hamburgers.

· Product.

Recently, we have been thinking of introducing other lines of the products, and we decided that the new product will be a bakery. The bakery will mainly be involved in products like birthday cakes and cakes for weeding, among other ceremonies which people will be carrying out.

· Target customer (use of the product, needs, decision criteria, etc.)

Valence Cafe ltd company will target different groups of people. Among the people being targeted are the employees who work within the city. As Valence Cafe ltd company offers enough parking space for people, the company's major target customer will be employees working within the town. As these people take a lunch break, they can comfortably drive to the company and take some meal within the company. Valence Cafe ltd company also targets parents. Children prefer products such as French fries, hamburgers, and cakes for birthday celebrations. The company mainly targets parents who have young children as they can easily place an order for the products they require, and delivery for the products can be made available at their doorsteps. Among other groups of people being targeted by the company includes teenagers and those organizing marriage parties.

Valence Cafe ltd company products are primarily products that are used by people day to day. The company products are used as food for the people. Normally it is difficult for the company employees to return to their homes to get food; hence Valence Cafe ltd provides a good opportunity for these people to get food during their lunch hour. Similarly, businesses find it difficult to employ chefs to prepare meals for their employees so that they can spend little time during lunch breaks. Valence Cafe ltd provides alternatives to these companies through contracts so that the company can deliver food to customers during the specified meals time for the company.

People working in the city requires to have meals on time. Breakfast, lunch, and dinner are essential for the good health of people in general. As most people do not have a home around the city and restaurants and food points are scarce, people find it hard to get their meal on time, especially lunch. It is the deficiency of the restaurant that necessitated the founding of Valence Cafe ltd company. Valence Cafe ltd company works to solve the problems of businesses and people within the city by offering a place to get food. Businesses and other institutions also face the problem of getting meals for their employees, especially lunch, as it becomes expensive. It becomes difficult for the company to ensure that all its employees get good. Businesses require to maximize employees' time at the place of work. As a result, outsourcing catering services from Valence Cafe ltd company ensured that the employees spent minimal time for lunch; hence, they could perform their tasks.

Special occasions such as weddings and birthday celebrations must be celebrated especially. Most city people treat these events as the most honorable thing. Parents organize birthday parties for their children, youths organize parties for their loved ones, and wedding parties are very common events. Organizers always want to make each event very special for the people. Because of these, Valence Cafe ltd company has decided to venture into the cake’s businesses. The company has highly skilled chefs with more experience baking for special events. These chefs can carry out customization of cakes to meet the required quality of the customers.

The decision to venture into cake production has mainly been influenced by the increased demand of people who wants to have their parties within the town and in their home. Over the past year, the company has received many inquiries about the availability of cakes. Equally, many requests have been made to the company to prepare cakes that customers will be willing and able to purchase. Initially, a bakery was just proximate to our current business location, which used to serve customers with cakes, but it is no longer operational. This has made it difficult for the people within the city to get an alternative place where they can get services that they used to receive from the now closed bakery.

Pricing of the cake, cake size packaging of the cake, and method of distribution is a major decision that Valence Cafe ltd company has to make. Cake prices influence the decision of the people to purchase a cake from the company. Pricing the cakes produced by the company at a high price makes the cakes not affordable to customers. Consumers would like to have cakes priced at a value that is affordable to customers. High pricing of cakes will also make the company lose customers to the competitors as the company will be considered expensive. Packaging is a very important aspect of the company's products.

Packaging ensures products remain attractive to the customers and makes it convenient for products to move from one place to another. Valence Cafe ltd is considering having specific packaging for the company's products to ensure cakes can reach customers in goods shapes.

During the preparation of the cakes, it will be important to consider the size of the cake. As a company, it is important to make sure that the size of the product is reasonable such that it is not too small or too huge. The company should produce sizable cakes so customers can feel comfortable moving from place to place. On some occasions, the company will prepare the dummy cakes the customer will choose from so that, as the company, we can understand the size shape our customer prefers.

Decision on the distribution of products is very important for the organization. Valence Cafe ltd should decide how it would like the cakes to reach customers. Normally for other products that Valence Cafe ltd produces, there is no specific method that they have been assigned as customers move into its premises and place orders through the mobile application. The company has also been moving products to customers' places, especially in business premises where the company has been contracted. Similarly, doorstep delivery has been made to the customers' homes and offices on time to ensure that customer gets the products they request from the company.

· Write out your purpose statement and 5 questions that you will use to build rapport.

Valence Cafe ltd company will ensure that every customer can access quality products.

What is the quality of the products our company offers to customers? Valence Cafe ltd will ensure that customers get quality products from our company. We will ensure that cakes and other products our company sells to customers are the best in terms of quality. By recruiting qualified personnel, the company will have quality products in terms of product design and brand. Through this, we will ensure that our company remains to brand with offers the best quality of cakes in the market.

How do we price our products for our customers? As the company, we will offer competitive prices for our products. We will ensure that customers can get cakes from our premises at relatively better prices than our competitors. As the company, we will carry out bundle pricing where we can sell combined products offered by the company at a relatively lower price. The company will offer discounts to customers when it is necessary to ensure that there is a better rapport between the company and its customers.

How will products reach customers? This is a very important question which the company needs to answer. There are various means by which the company products can reach customers. Customers are able when the company can deliver products to the place closer to them. Making a delivery to customers to their places according to request will help boost the company's rapport.

Is the company reliable in supplying requested products to customers? Valence Cafe ltd should ensure that it can meet customers' demands. Each order made by the customer should be handled on time. This will create a good rapport between Valence Cafe ltd and the customer; hence customers will make many orders from the company.

How does the organization offer the services? Professionalism is a very key issue in the service delivery of the company. Professional service delivery is achieved by ensuring the company recruits qualified customers who can handle customer issues professionally. Valence Cafe ltd should focus on ensuring all matters pertaining to products are handled carefully and professionally. Professionalism ensures customers' satisfaction with the products offered by the company. Rapport of the company improves when customers' issues are handled with care and professionalism.

· Write out open and closed questions to get the customer to reveal their needs.

1. Where can one get a birthday cake for his friends from the city?

2. Is there any place where one can hold a party of five people within the city?

3. The bakers' corner used to make goods birthday cakes for us, but currently, they have relocated to a place far from the city. Is there any alternative place where I can get a similar product?

· Features and Benefits.

1. Appearance is the key feature of the cake which has to be produced. The color and design of the cake should make it appealing to customers. Customers could choose colors that should be used, but the experts will the role of designing the color within the company. As the company, we will ensure that the cakes produced are beautiful.

2. Our cake will be moist. Moist cake is easily consumable by the customers and is more appealing to customers compared to a dry cake.

3. Divine taste is another great feature. Divine taste ensures that every person enjoys the cake served to them. The cake should be flavored by adding ingredients that make the taste divine in nature.

4. Spongy in nature. Customers prefer cakes that are spongy as they are more appealing to customers.

5. The texture of the cake is a very important feature. Making the cake tender and creamy is an important feature. Customers prefer

· Anticipate Objections.

1. There is likely to be an objection to the pricing of the product. As the company, the pricing response will depend on the size of the cake the customer purchases. Small-sized cakes are likely to cost less than large ones because of the ingredients.

2. Product color objection is expected. The company will produce cakes of different colors that customers have an opportunity to choose from. Customers will also be asked to suggest how products should be labeled.

3. There is likely to be an objection to the shape design of the cake. Some of our customers might not like the shapes of cakes we currently have. The company will provide a variety of shapes of cakes from which customers will be able to make a choice.

4. The ingredients of the cake can form a major objection by the customers. To solve the issue of the ingredients, the company will work together and require customers to specify the ingredients they would like to be part of the cake. During the cake selection, the customers will also be made a way of what ingredients were used in the cake preparation.

5. ustomer might raise objections to the packaging of the cake. Some of them will prefer to have personalized packages for their cakes. The company will be provided standard packaging for all cakes. While placing orders for the cake, customers will have a choice whether they will prefer the standard packaging system or require personalized packaging.

· Write out 2 closing statements.

I. The quality of cakes of Valence Cafe ltd will have to stand out from competitors to ensure that the company can attract many customers.

II. The company should focus on advertising the features of the product of the company to make sure that many customers become interested in the product.