3YUEN ( 3Y) is a famous household product brand in China. The company manufactures cloth washing detergents and bars;

[answerhappygod]

3YUEN ( 3Y) is a famous household product brand in China. The company manufactures cloth

washing detergents and bars; toilet cleaners, floor cleaners, bath soaps, kitchen surface

cleaners, and glass cleaners. The products range from chemical ones to environmentally

friendly products. The company is exploring the international market and Malaysia is chosen

to be the headquarter in for Southeast Asia.

You are hired by 3Y to be responsible for the sales of the 3Y household products in Malaysia.

You have identified hyper/supermarkets ( i.e AEON & AEON BIG, LOTUS, JAYA GROCER,

etc), minimarkets ( 99 SpeedMart, KK marts, 7-11 &, etc), and small grocery stores ( i.e family

stores or single owner grocery stores, etc) are the channels to reach the final consumers.

Upon Analysis you have identified the following:

Segment A: hypermarkets and supermarkets with yearly purchase volume RM1 million to RM

5 million each customer, centralized buying efforts and centralized delivery in Klang Valley,

outlets throughout West Malaysia. Commission to this channel 50%.

Segment B: mini markets with yearly purchase volume RM1 million to RM 2 million each

customer; with centralized buying efforts in Klang Valley, and centralized delivery or directly

to outlets throughout the greater Klang Valley. Commission to this channel 30%.

Segment C: Individual grocery stores or small grocery stores with yearly purchases estimated

at RM1000 to RM 5000 each store. Total stores are about 400. Delivery per store and

throughout West Malaysia with 30% stores in Klang Valley. Each Salesperson will be working

as a delivery seller and will be given a van with all products to serve this segment. Commission

to this channel 10%.

All products have the same end price to consumers across channels.

Based on the above information and assumptions that you have made, address the following:

Answer all questions. ALL discussions must be supported and justified

Section 1

Sales Forecast

i.Based on the given information, estimate sales forecast for the

year 2022. If you have set up the sales team by end of 2021

• An appropriate assumption made (4 marks)

• Correct in calculations under assumption made (6 marks)


Section 2

Sales Force

Organization

i.Address how you plan to organize the sales team. Your answer

should include the type of organization to employ and the

chart should indicate the scope of work/responsibilities ( ie.

Segments serving)

• Appropriate organization chart with scope 50%

• Appropriate explanation and justification, and

demonstrate understanding of the subject (50%)
ii.Based on Section 1(i) and Section 2 (i), discuss how many

delivery sellers you need to address segment C. State all the

assumptions. (15
)
Section 3

Prospecting &

Selling

process

i.Discuss how you help your team to qualify the prospects in

segment C. (5)

ii.You have foreseen price objections your team may face

especially in segments A and B during the selling process.

Define the price objection that your team may be facing and

suggest 2 ways your team can do to handle the objection. (15)

iii.Discuss how CRM can help your sales organization. (10)

Section 4

Performance

Evaluation

Discuss what are the key performance evaluation area for the sales force

in section 2. The key performance must reflect how you organize them. (15)

Section 5

Compensation

for sales Force

Suggest an appropriate compensation mix for your sales team. The

suggestion must reflect how you organize them in section 2. (15)

References

All references must be cited. Creditable & appropriate references and

supporting facts shall be given marks. Sharing online resources that are

not published and lack originality shall be given ZERO marks.