Our first sale and changing our sales conditions
July 29th, 2010 by adminIn my job at Costa, after visiting different cities throughout Spain, like Zaragoza, Albacete, Bilbao, Santander, I have closed my first sale. It took place in Santander, a big independent supermarket has bought us 6 boxes of 10 briks*, it is a very nice supermarket with exclusive products. I have to point out that our products are positioned in the high quality segment.
Our sales strategy is divided in three steps:
Segmentation: We first segment our possible clients in large chains, small chains and independent supermarkets. In my job our target are independent supermarkets.
Offer: After identifying our target, I visit them and I present our products, as well, I give them a sample. Since ours is a small company, we cannot afford a large promotion campaign, therefore, we know our products are really good and we usually get new customers by giving them samples.
Lead development and sales close: Afterwards, back in the office, I contact them asking for feedback. I have to say that I closed more sales but our sales conditions made them impossible. Otherwise, I managed to change our sales conditions and now we are able to sale less boxes at the first purchase.
* brik: a Tetra Pak packaging for liquids.
