Effective Selling-Sales Report - Research Paper Example

Effective Selling – Sales Report Industry and Company Description P&H ARCHITECTS INT’ L Co. Ltd is an international architectural design company that provides custom design to full spectrum of residential homes, commercial spaces and builder models. The company operates as a full- service interior design firm that has hard earned reputation for the extraordinary creative work and attention to detail, excellent service with remarkable customer satisfaction. As such, P &H ARCHITECTS INT’L Co. Ltd is devoted towards offering a design services to MANTELLA Co. Ltd. As an international company, there are extensive experienced designing models that are meant to create a lasting impression to potential clients Conversely, MANTELLA Co. Ltd entails land owners, developers and builders that have expertise in commercial and industrial construction projects. Moreover, the company focuses on building solid, quality relationships with their clients and partners. The company revolves around retails plazas, industrial warehouses to luxury condominiums and custom built homes. Service Knowledge Apparently, the information about the design service is derived from the Company’s research department. The department is mandated to do thorough research on the type of designs that are found in the global market and those that are most preferred and common. Designs such as Florida, Bore, and Luxe are the ancient in the market, although there are other upcoming designs. As such, the company is at a better position to provide customized designs as per clients’ preferences. Designing service revolves around numerous design types to work and the design process. Firstly, the client (MANTELLA Co. Ltd) should come up with the design types that they want P&H ARCHITECTS INT’L Co. Ltd design for them. In case, they do not have their preferences then the company is mandated to give consultation on the various designs in the market and those that are linked with the construction projects that have been carried out. Secondly, the company’s design process involves budget planning, spacing planning, interior detailing, millwork, Furniture & Fabric, window treatments, finishing touches and exterior details (P &H ARCHITECTS INT’L Co. Ltd) The most important part of design process is budget planning where the company encourages the client to give much thought to the process, where discussion is anticipated on how to spend on the whole project. Additionally, the budget planning entails a set fee which has diverse types of design process. This set fee allows the company to be at the service of the client company without having to accrue hourly charges. Consequently, during the design process there is no extra service fees payable except if the project scope changes. Similarly, no extra funds are produced after the payment of design fee until much later in the design process where purchasing of Furnishings, windows treatments and other finishing touches that has been chosen by the clients. However, the Company does not offer a warrant or guarantee for the design services. The maintenance program is not included in the purchase price, and the company has not being in a position to offer any training at the moment, although it gives opportunity to clients to visit the design models in order to view some of the works that have previous been done by the Company. Policies and Procedures Having been in the field for the last few years, the company has adopted a pricing strategy known as building value. Basically, building value revolves around selling services to clients without necessarily having to consider what other competitive companies are charging. Nevertheless, it is important to have an idea of the cost and the potential profit margin that the company expects to gain. Of most important is that the method requires intricate sales process where the client company is taken through presentations that are meant to demonstrate the uniqueness of the services. Negativity about competitors should be avoided since consistency of offering services confirms their effectiveness. For instance, price strategy should be consistence and should only be adjusted if need be. P&H ARCHITECTS INT’L Co. Ltd offer cash discount to its potential clients depending on types of design that they require and the quantity as well. In terms of transportation charges, it is the responsibility of the seller to cater for the transport charges irrespective of the quantity that has been purchased. Shipping is usually done depending on the urgency of the clients purchase request. In most cases, the clients use electronic invoicing that is currently the most effective and efficient. It has a backup of the companies designated email address to confirm that transaction has been carried out. Nevertheless, all types of invoices are present at P&H ARCHITECTS INT’L Co. Ltd since it is an international company and hence diverse groups of clients purchase their services continuously (P &H ARCHITECTS INT’L Co. Ltd). Target Market P&H ARCHITECTS INT’L Co. Ltd target market is clients who require design services for residential homes, commercial spaces and builder models. Since this is an international company, the clients are huge companies who specially deal with construction projects but outsource companies that specifically deal with designs such as MANTELLA Co. Ltd Of importance to note is that, specialization is known as the best marketing strategy since it capitalizes on high quality on one specific product or service. For instance, P&H ARCHITECTS has received numerous awards due its excellent performance in the global market. Conversely, competitors of MANTELLA Co. Ltd are companies who provide both constructions and design services. In most cases, such companies pose a threat to the market since their services are much cheaper as compared to the rest. Potential clients of companies such as MANTELLA Co. Ltd expects that all their needs are met at once at an affordable price and might be compelled to seek alternatives once they realize that the company does outsourcing particularly on the designing. Competition Apparently, P&H ARCHITECTS INT’L Co. Ltd being an international company still receives competition from other similar companies despite having a strong brand across the world. Firstly, these competing companies are capable of coming up with more designs as opposed to P&H ARCHITECTS Co. Ltd that offers three designs namely: Florida, Boca and Luxe and the additional custom made designs as per Client Company’s request. Secondly, similar companies capable of providing guarantees on the design process depending on the design that is being used. Imperatively, these guarantees are meant to give assurance to the client company that the services being provided are of quality. Thirdly, the upcoming architectural companies have incorporated a maintenance program for the design services although it is mostly included in the purchase process. Of importance to note, there is great competition from companies that have adopted training as an after sale service where client companies are taken through some basic practical knowledge that is necessary for giving the client company a general idea of design service. Another issue is that competition is always present when pricing is considered. In business to business marketing, pricing is crucial since the client company requires affordable outsourcing services where they could also in a position to maximize on the profit when dealing with their customers (business to customer marketing). Prospecting Methods Basically, prospecting entails sale representatives looking for potential customers. In such field, various methods could be used to search for customers interested in design service. One of the prospecting methods is the use of referrals. Referral marketing is described as oral communication on products and /or services by use of existing customers as opposed to traditional advertising. This occurs when existing customers decide to talk to their friends about companies that are offering good services to them and further convenience them to try out such service (Rama 91). P&H ARCHITECTS INT’L Co. Ltd has three common strategies for referral marketing namely; asking for referrals, employees training and joint venture referrals. In regard to asking for referrals, the company should come up with a strategy where any business transaction such as newsletters, invoice and marketing materials has information entailing the search for more referrals. This information encourages the existing clients to refer their friends on the services. Moreover, the company could embark on training employees on the effectiveness of using referral programs as a marketing process. Similarly, the company could take joint venture referrals where the partnership between companies is used to cross-promote their products and/or services. In most cases, this strategy entails offering discounts or other incentives to clients in the referral company. Another prospecting method is networking. Rama (91) argues that the most important networking strategy is social networking which entails sharing content such as graphics and animations pertaining to products and/or services being offered. Currently, social networking is the most sort after marketing strategy since most of the clients are found on online bases such as Twitter, Facebook among other internet services. In a general sense, these referrals would make good clients since most of them have information from friends and the internet as well. Works Cited; P &H ARCHITECTS INT’L Co. Ltd . Accessed on 13th October from http://www.pnhinteriors.com/index.php. 2014. Print. Top of Form Rama, Moahana R. K. Services Marketing. New Delhi: Pearson, 2011. Print. Bottom of Form Read More