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About Servicing the Sale and Building the Partnership - Assignment Example

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About Servicing the Sale and Building the Partnership

Body Glove’s success could be traced to a belief in significant brand management, investment in a first class customer service center, and innovations in marketing and sales strategies that enhance sales and distribution. In addition, the philosophy of the company remains mapped on a belief that quality could never be sacrificed. The company officers have made a decision to develop partnerships with a group of distributors who would employ salespeople to call on retailers trading in Body Glove products. In order to ensure that retail customers and retailers receive excellent service, the company would undertake some steps to achieve this objective. The company officers would select on distributors whose strategies would have an immediate effect on all elements of the marketing mix. Thus, steps to be considered would involve an analysis of the products, environment, customers, competitors, company, salespersons, and the desired level by the target market characteristics. In so doing, the company would evaluate alternatives for both distributors and salespersons against adaptive, control and economic factors (Vashisht 184-189). Body Glove salespersons may add value to the company through either full line or cross selling. First, salespersons could add value through an established better partnership between the company and the distributors in a full line selling. In addition, salespersons attain more knowledgeable and aggressive selling because of exclusive distribution grants from the company. Moreover, through exclusive distribution strategies or dealership, salespersons could add value to the company wetsuits product line. On the other hand, salespersons may add value to the company by establishing a better working relationship with the distributors that would give rise to adequate market coverage with less cost but more control. These would consequently add value to the company overall sales margin, and over its competitors (Vashisht 187). Moreover, conducting after sales service to customers on products purchased from the company would be of additional value. One way of servicing sales would be by carrying out practical demonstrations on how the products may be used. Follow through activities and follow up calls remain of significant value in retaining customers. In this regard, Body Glove sales representatives should be prepared to initiate various activities on this line. They should establish contacts with customers that would ease communication on the products purchased through follow-up calls. With the aid of computers, sales representatives would be able to monitor the status of any order at any time from the manufacturer to the customer. Following a review of the company’s website (, the company’s sales representatives could also establish their sales blogs through which they could interact with customers. Customers would post their comments, complaints and recommendation that would be beneficial to improving the company’s products and services. Regular customers could create their accounts on the company’s website and this would enable sales representatives to make follow ups regarding the company’s products. On the contrary, the company may face certain challenges relating to the sale of their products. For instance, Body Glove might fail to deliver products on time to a customer who had intended to take advantage of a major weekend sale. In the case ...Show more


The Course Date Servicing the Sale and Building the Partnership For sixty years now, Body Glove International continues to manufacture quality line of water sports wetsuits and other related products. Some of the wetsuits and products include bikinis, aquatics, and footwear…
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