Q1.What should be the role of personal selling for a product such as this? :
Q1.What should be the role of personal selling for a product such as this? He should have coplete knowledge about the product
He should have good communication skills and convincing ability to replace the existing steel pipes with plastic pipes
He ned to explain the over all aspect of the product .such as..
life cycle
Security issues
Easy to install
Cost saving
Q2. What kind or kinds of promotions would probably have been most productive for Plastics Industries? :
Q2. What kind or kinds of promotions would probably have been most productive for Plastics Industries? for industries
Demonstrations(testing,fitting)
Discount
Trade magazine
E commerce
For home construction industry
Tv add(through mass media)
E commerce
Prize for distributers
Coupon for decision influencer
Special discount for buldier
Should the company go after the home construction market? :
Should the company go after the home construction market? YES
Since home construction industry potential is five time larger than present industrial market.
Investment in infra structure is huge (real estate)
High standard of living
Would the job of the sales person be changed if entry is made into the home construction market? :
Would the job of the sales person be changed if entry is made into the home construction market? Yes, the job would change slightly.
Now the sales people will target their focus on general people ,bundlers and channel partners.
Work load will increase due to more calls per day
so company has to recruit more number of people.
Sales person will go to their customers in ordr to know their liking and disliking and gives the feed back to the company.