Marketing and Sales Strategy

Topics: Sales, Marketing, Cosmetics Pages: 10 (2866 words) Published: October 1, 2012
1.3 Analyse the role of sales team within marketing strategy of an organization of your choice: Sales team of an organization play a significant role within marketing strategy of this company. A salesperson’s primary objective is to sell, though there are many skills involved and their duties can be quite diverse depending on things like the size of outlet they are involved with. Researchers show that across a range of industries, there is a direct and consistent correlation between the caliber of the sales force and organizational growth.

In the volume of this task, I’ll take Yves Rocher Company which is a company that is famous for the sales team and advertisement as an example to analyze the role of sales team within marketing strategy.

Yves Rocher, which was established in 1959, is a famous international botanical cosmetic brand with a full range of products including skin care, make-up, perfume and body care. The French company, named after its founder, created Botanical Beauty based on the treasures of the botanical world and its infinite potential. Yves Rocher is proud to be a pioneer in its use of organic ingredients in cosmetic concoctions. More than 50 years of experience provide a unique expertise, today Yves Rocher remains the first to offer Botanical Beauty Care, that is even more powerful and respectful of women and nature. To facilitate the access to beauty, the Yves Rocher brand has always distributed its own products by stores, mail order, online, and beauty institutes without any intermediaries, to ensure that you get the best of beauty care at the best possible price. Currently, the company is present in 5 continents and in 88 countries, 1600 stores and beauty institutes with above 30 million customers all around the world. In 2007, Yves Rocher entered into Vietnam market. The company has placed nearly 10 stores in two big cities are Hanoi and Ho Chi Minh with about 25,000 customers. The target customers of Yves Rocher are women between 20 and 60 and teenagers in Vietnam.

People believe that the effectively marketing strategy helps Yves Rocher to become the no.1 beauty care brand in France and also famous in all over the world. Its marketing strategy enables the company to produce high quality, mass priced products that it sells through its own strictly controlled retail network, and its botanical/organic offer is well-positioned in terms of market trends.

To carry out these marketing strategies above, it is undeniable that the sales forces play a significant role. In term of Yves Rocher, they are divided into 3 personal selling tasks as follow: Order-taking, Order-getting and Supporting. Each kind of salespeople has a different role within marketing strategy. A salesperson could be flexible plays each kind of salespeople’s type but still supports for the success of marketing strategy.

A salesperson who is an Order getter must be the one who know thoroughly about the products and ability to convince others. The process of accessing customers by sales team plays a crucial role next to the research and development of products. Order getters are those who actively provide information to prospective customers, persuade them and close the sales. On other word, this type of salesperson increases the firm’s sales revenue by acquiring orders from new customers and more orders from existing customers. Toward Yves Rocher, the order getters are a strong team because they know that identifying a potential customer is a primary task in the road of making a sale. A salesperson will provide customer information about products and also gives some advises in choosing product’s type. The sales specialists of Yves Rocher advise that order getters understand the importance of focusing on benefits, not simply describing features of products.

For example, when a customer comes across Yves Rocher store, the salesperson must be quickly come to customer and gently...
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