MAR3592CBE Section 01CBE Strategic Sales and Sales Management (11 Weeks) – CBE Online Course – 2024 Winter Quarter Deliverable 2 Sales Plan Deliverable 2 Sales Plan Assignment Content Competency Differentiate between B2B and B2C sales strategies. Student Success Criteria View the grading rubric for this deliverable by selecting the This item is graded with a rubric link, which is located in the Details & Information pane. Scenario You previously worked in B2C sales, but you have made the transition into B2B sales by recently accepting an entry-level B2B dental sales position in which you will sell dental chairs to dentists and orthodontists. There are different price points based on the different features. Basic chairs feature comfort and long-lasting durability with manual back, leg, seat, and height adjustments. The mid-range chairs also offer comfort and durability, but instead of manual adjustments they are electric, and all mid-range chairs have a built-in massage feature to help make patients more comfortable and relaxed. The high-end chairs have all these features, but the leather is a much higher quality, there is a wider variety of colors and features, there are multiple massage options plus a remote that allows patients to control their massage and heating/cooling options, and these chairs are more ergonomically designed to help prevent back pain for the dentist while working on the patients. You are expected to meet with 20 dentists and orthodontists each week to convince them to purchase your dental chairs. Instructions Before you start meeting with dentists and orthodontists, your supervisor has asked you to create a sales plan that she can review. In a Microsoft Word document, write your sales plan and include the following. The differences between B2B sales and B2C sales Three sales goals using the SMART formatting (specific, measurable, achievable, relevant, and time-based) Your personal SWOT analysis Your buyer analysis Your action plan, including how you will reach each of your goals (i.e., your to-do list), who you will be targeting and how, and your lead generation plans NOTE – Be sure the documents contain proper grammar, spelling, punctuation, and sentence structure. Resources Library Databases: Need assistance with research? is available to assist you with proofreading your work. Submission Share on Facebook Tweet Follow us This question has been answered. Get Answer
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