Business to business
Saxon Plumbing Services London Ltd
Sales promotion
Question 1
Introduction
Sales forces that are supposed to be employed in the Saxon Plumbing Service London Limited in attracting customers are directed to the services it provides. The company has chosen a strategic location that is attractive and related to the services it provides. The SPSL targets other businesses and company and its management has a large room to search for the market of the company. There are several tools that are supposed to be used in the promotion of the services. To begin with is enhancing the company’s publicity in Manchester city. The company is strategically located in the city and north of the city center, it creates chances and great access to the services for the developing business. Plumbing services are widely directed to the buildings that are in construction and at the same time in the repair of the old buildings. In the most developing region, the SPSL has a chance to get more customers.
Sales forces suitable in business promotion
In the publicity, the SPSL has to advertise its services to the people and other business in the region. This helps in attracting their attention toward the services that are provided. The sales campaigns are in a manner that portrays the quality and ability of the company in the plumbing field and how its staffs are qualified. The company has improved in it services as it provides special training to their staffs on the customer services hence their interaction with the company’s customers helps in creating a clean and good image of the company. The next tool in the services promotions strategy is concerned with the awareness creation in the city of Manchester. This helps the business in the region to have a chance to interact with a company that is dedicated in the provision of the quality services.
Media advertisement creates awareness through local radios and television. This makes the business in the region to have an organization they can refer in the plumbing services. The company has to be in a position of meeting the demand as it has more than 40 employees in the region and who are located at the head office. In the maintenance of the publicity, the SPSL has to maintain their response to the client claims within the period of the three hours. These are the qualitative and features that are supposed to be included hence making it the best option to other business in the advertisement.
Other models that are supposed to be used in the advertisement are social medias, internet and publishing in the local newspaper. These are the areas that are visited daily by the potential clients and constructors. This opens up the opportunities for the SPSL as the details are easily identified hence their sales are made with much ease. Social Medias and internet are used by the technological advanced personnel hence the targets are wide as it is viewed by the large number of people. This increases the market scope hence high revenue in return. These modes of advertisement are less costly hence acts as an advantage to the company.
The company visitors are supposed to register themselves and leave their contacts. This provides a chance of conducting a personal selling in case of a new product in the market. The management should keep maintaining the contacts of the potential customers as well as sending them direct mails. This company should also ensure the response to the claims should be conducted in a manner that can satisfy the customers . During the phone calls, the customers are supposed to be given a chance to choose the services to be conducted as they do vary in the payment. This helps in the promotion of the sales of the company’s services and at same time improving the relationship of the customer.
Optional available in organizing the sales force
There are a number of the optional that are available for the SPSL Company in organizing its sales. Creation of a good relationship with the other business is the key for it surviving in the city. This provides and opens its opportunity as they have to trade through provision of the quality services. The company should ensure their services are of high quality making it be referred to other business. The best method of selling the services is ensuring the customers are satisfied with the services that are provided.
In an organization of the sales forces, the company is supposed to identify the business that is in that location. The number o, the targets, is the medium and small sized retailers. Others are the companies such as insurances, distributors and manufacturing. The plumbing services are more essential in the manufacturing firms and the water running is more frequent in their process. These are the companies that the SPSL has to put more efforts in winning their tenders as well as providing the plumbing services.
Geographical region of the business also matters while defining the target of the service provision. This helps in deciding the limit about the returns. The most expensive areas in transportation of plumbing materials hence making the company to make losses should be done away with. The major purpose of the business is to generate profit hence it should be the objective while providing services. The location of the sites of the services also helps in deciding on the rates that are charged. During the advertisement, the company should ensure the target are customer based and is in a position to win their trust. The management has to pay attention the customer's comment and their wants. This makes the relationship of the business with another business customer to improve. This gives the company to be referred to other clients hence creation of the network services.
The most appropriate method in the promotion of the company services sale network marketing in relation with the regional based companies. This helps to define the areas the company is targeting and making maximum revenue generation. It’s also helps in defining the rates as the change in the areas rates has to change. It prevents in making losses in the process as it transports materials out of the city. In connection to this, the SPSL has to put more efforts to the manufacturing industries as the plumbing services are highly demanded. The company’s management has a choice of ensuring the services provided are meeting the customer’s expectation and fulfilling their core value of providing high quality services.
Question 2
Importance of business to business relationship
In every business that is aiming to have high production and revenue in return, has to relate well with other businesses in the same field or regard to their produce. Every production in the market has a target. This calls for a business to build good relation with the consumers of a good or services. The SPSL Company has to relate nicely with the clients in all the fields such as manufacturers, distributors, insurance company, as well as both small and medium retailers. The employment of the strategic measure in ensuring the provision of high quality services makes the relationship of the companies to improve. The cooperation of the business helps in cultivating good atmosphere in the working condition.
The introduction of the IMP literature in the relationship of the business and customers opens opportunities as well as improving on the awareness. This helps in increasing of the area of scope as new customers are introduced to the company. The SPSL Company has to make their relationship with small and medium enterprises as a means of taking the advantage of the growing market. The replacement of the old system of the service provision where the plumbers were working individually, now as a company has a great chance of winning the companies to their attention. This has to make the managers of the SPSL ensure the relationship that has been introduces remains for a long period.
The memorandum of understanding of the businesses also contributes in the relationship maintenance. The companies that have the same interest works together as they boost one another in the marketing. Plumbing services are provided to the manufacturing industries and construction sites; makes the SPSL Company have a competitive advantage as the tendering process is provided to companies that provide high quality services. Their response to the customers concern has also contributed to the company’s relationship maintenance with others in the plumbing sector.
Customer loyalty in the company’s services comes from provided high quality services. The SPSL has wined the loyalty of their customers in the quality of the services they provide. The advantage that the company enjoys is the regular training of the employees on the service delivery and customer relation maintenance. The response to a customer query has provided the company vote in their delivery hence winning the confidence of the business customers.
The communication and record keeping of the customers helps in the reference of the previous cases. The customers get the feelings of being recognized at the time of reporting and while updated with the company’s activities. This increases the level of the relationship and hence business operation.
The customers are the biggest concern and stakeholders of the company hence they are supposed to be given priority. The company should also provide a list of the register that should record the customer’s queries. This helps in the improvement of the relationship as the corrective measures should be responded with the urgency as it requires. In the future, the same query would be avoided hence the gets appreciated.
Question 3
Business to business and business to customer relation
The current status of the SPSL Company is operating at business to business strategy. It has developed significantly in the provision of the Services to other business in the market. The company’s change of the marketing strategy depends with the various factors. A major concern is the delivery of quality service to the customers. Taking the plumbing services to the other business as it is compared to the individual customers has made the company review its process of the service delivery. The value presentation to the business and the same value to the individual customer differ in the pricing and with the relationship created. The business to customer approach makes the company concentrates on the value based delivery than in the other business. This difference makes the customer have high quality and enjoy the services provided.
This is extended to the delivery of high quality and valuable work as the company promised. The business to customer approach makes the company get to the foundation of the attentions of the client as it provides one on one service. The client has a chance to raise his or her concern the acted upon immediately in regard to wish. The business to business has to follow various processes for the project to accepted and approved by the management. This duration of time costs the company time as compared to the individual client who has the final answer at the moment.
The other difference of the business to business approach and business to customer strategy is that the processes are taken direct to the customer. Customers are the center of the operation and the priority are given to the comment he or she has to make. The services that are delivered are easily tracked hence proper record maintenance. This enhances the collaborations of the business and the customers as the interest is served in regard to the quality delivery. The SPSL Company has a chance to deliver to the customer based service in the region.
In the incorporation of the technology, the customer based businesses are in a position to benefit more than in the business to business strategy. The customers have access to the social media and are independent in decision making. According to the SPSL Company features, the customers can go for their services hence their decision can be highly welcomed. The involved processes in the business to business marketing approach are long and time consuming. Concentrating to the individual customer has to raise the revenue taking as the service operation in the lumbering increases in regard to the quality delivery.
Application of the marketing mix as the strategy in the difference of the business to business and business to customer approach also defines the services and quality delivery. The Ps approach in the marketing mix defines the applicability of the pricing, promotion, product and distribution place. In the pricing, the setting depends with the business or the individual clients. The company setting prices for the other companies has to consider a number of the issues. Therefore, there is no defined price that can be imposed in the services delivery. The price setting is common to all clients in response to the nature of the activities.
On the promotion, the business to client has the highest response to the advertisement. The company prefers in dealing with the clients directly other than the businesses. The response of the business has to take time for the valuation of the products that are provided. Taking the SPSL Company, the best customers that are suited for these services are the individual clients. At the point of advertisement and promotion of the company’s product, the target of the services should be the customers with the aim of increasing the productivity. The companies plan to have more branches in a decade can make the services move closer to the clients hence the advertised products can be easily accessible.
The product that is provided by the company helps in defining the difference of the strategy to employ in sales promotion. The business to business approach mostly requires products that are in material form for further processing. This is the raw materials to make the final product for sale. The number of the service provision in the other business is minimal hence increasing the competition to the service provides companies. The change of the strategy of the SPSL Company to get to the direct customer has a huge impact in the provision of the services. This can make the company interact directly to the clients as well as it provides quality service.
The place of the service delivery also matters a lot. In meeting the customers, the SPSL has a strategic move of introducing other company’s branches in a different location to cater for the increased demand. This can happen after the change of the company’s strategy of operating in the company to customer approach. This makes the company move close to the market to meet the high demand. Business to business approach makes the company providing the same services to remain in the urban center and compete in a minimal location. Diversification of the strategy and target large market increases the share hence leaping more as revenue return. This enhances the company growth as the new targets of the audience are captured.
Advantages and disadvantages of business to business and business to customer relation
The advantage of the business to customer approach over the business to business strategy is the awareness creation. In the advertisement, the clients are easily targeted and the knowledge on the service provision is captured with much ease. In comparison to the business and customer approach, business to business approach, do not rely much on the advertisement. The advancement of the technology has made the large number of the people to access internet.
The second advantage of the business to customer approach is that it offers a better interaction of the customers with the service providers. The customer is given a chance to choose the quality of the work as he or she has to contribute toward the operation. The digitalized and integrated communication in the business helps in the improvement of the customer’s relation as they have one on one communication with the service providers. The SPSL company having to ship to the direct customer operation can be an added advantage that can enhance its competitiveness.
The service provision in the business to customer approach is high compared to the business to business mode of operation. The business to customer is based to the quality of the work and service provided. This help in defining the clients as well as the business gets to be assessed. In so doing, the business has to maintain the customers hence it has an obligation to deliver accordingly. This also makes the business assess the amount to be compensated with the objective of making profit. The SPSL Company having the feature of high quality service provision has a chance to do well in the sector other than in the business to business operation.
The disadvantages that are involved in the operation of the business to business activities are more than those of the business to customer approach. To begin with, the processes that are involved in the service operation depend with the mutual benefits of the two companies. Therefore, the operation has to depend with the return hence the market is less in comparison with the business to customer.
In conclusion, the business to business provides less revenue as it is compared the business to customer approach. The level of return is low due to the high competition from other companies producing the same services. More likely, the best suited businesses in the business to business approach are those that deal with different stages of production. The service providers are not much competitive hence the option of business to customer for the SPSL Company.
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