Business, 08.12.2020 03:00 edwrads4044

You have been hired by Paul Henry who is the Sales Director at a market leading Australian Vitamin Wholesaler that sells supplements and vitamins to pharmacies and retailers. Paul has brought you on board as a Business Development Manager because of your strong sales and negotiation skills as well as your experience with other Pharmacy retailers. The company is looking to grow its sales with pharamacies that are currently not purchasing the companys range of supplememts and vitamins. Paul has asked you to prepare a sales plan on how you can grow sales with these customers. He has provided you with a list of over 1,000 customers that have previously purchased from the company. All of these accounts have been idle and have not purchased from the company for over 12 months. Question 1 (30 marks) On the list of customers Paul provided, you have decided to make initial contact with the Top 50 customers (highest sales $ value of lost sales) who have not purchased from the company in the last 12 months. Identify and explain at least 3 separate need discovery questions which would be important for you to re-establish a relationship with the pharmacy you are contacting. Outline how you would manage this phone conversation in order to secure a follow up meeting with the customers you have contacted. Explain how you would plan and prepare for your first sales meeting with these customers.

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