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How to learn making customer strategy through case study.

CASE STUDY

Salesperson- Mrs Mitra Johnson

Product - Hershey’s Chocolates

B2C (Direct Prospect)- Children's, Adults and Mothers

B2B (Company)- Walmart Canada and other Retail Stores


1. Select the company and its product which you are selling.

Hershey’s Chocolate - THE HERSHEY COMPANY 

The Hershey Company is one of the leading chocolate manufacturing companies in the world. There are huge varieties of chocolate manufactured by Hershey's like Hershey's chocolate bar, symphony, extra dark chocolates, almond joy, Mounds, hundred-calorie bar, Bliss, Drops, Kit Kat, Reese’s peanut butter cup, Nuggets, Whoppers and many other varieties. The Hershey's Milk Chocolate Bar (regularly called the Hershey's Bar), is the forerunner chocolate bar of the Hershey Company. Hershey alludes to it as "The Great American Chocolate Bar.".Fresh milk(from local farms) is used in the manufacturing of Hershey's milk chocolate bar.



2. Select the end-user (person and company) whom you are selling to.

To successfully sell Hershey's products, it is necessary to identify the target markets. While Hershey's products are widely available and enjoyed by all age group but if we look closer, the most important segment is the family life cycle it has been found that “Mother” plays an important role and act as a decision-maker of the house and in introducing brand loyalty, especially for their children.

Children are obviously the direct target for the chocolate items yet on the off chance that we focus we see that numerous “Adults” have a sweet tooth also. They consume around 55% of all the chocolates being sold. Hershey’s markets the bite-size chocolates to adults.

Hence the three main Prospects of Hershey's are:-

B2C:-

1) Children

2) Adults

3) Mothers

B2B:-

Hershey’s chocolate is majorly being sold at malls like Walmart Canada and other retail stores

3. Kind of buyers do you sell to? Then based on your answer, Justify the kind of buying situation? Explain.



Type of Buyer:-  STRAIGHT REBUY:-

Hershey's goal is to simplify the buying process with the use of a straight buy plan and for that, we keep on doing innovations maintaining the quality of the product. Likewise, we have started out with many different varieties of chocolates matching our customer’s needs and taste preferences. Recently we have added more bite-size chocolates for those who are health conscious and bored of the regular milk bar chocolates. Prospects of Hershey's trust that the chocolates fabricated by Hershey are delicious, healthy and give an assortment of choices. While getting some information about the experience of the chocolates, hopefuls told that their experience is great and they will buy the chocolates over and over. These little innovations in our product help us maintaining our straight rebuy consumer category.

Type of buying situation:- HABITUAL BUYING DECISIONS:-

Hershey’s product requires very little customer involvement as the prospects are familiar with it. Being straight Rebuy consumers they are habituated with the products they are buying Chocolate is a matter of taste and pleasure so shoppers will look over an extensive variety of assortment accessible. The brand difference internally in Hershey's chocolate is inconsiderable.

4. Describe the procedure involved in the buying process. Join with your definite selling situation, don’t just remark the names of the procedure.


From the Five Buying process, two steps in the buying process are identical

1)   Need Awareness: To know our prospect's needs, I have done several online and individual surveys. Hershey’s endeavour to guarantee to be the initial ones to cross a client's mind when they need a chocolate bar. We also have outside upgrades by being put by the registers at most stores. The bright coloured packaging mainly attracts the customers and also helps them to identify whether it is milk chocolate or dark chocolate. Additionally, through promoting we have attempted to persuade that by picking Hershey chocolate they will have great satisfaction.

2)   Evolutions of solutions:- To satisfy the prospect's objectives is our main motive. Here The major concerns of clients especially mothers are overconsumption of chocolates by children. They are concerned about the ingredients used in any chocolates like access to milk powder, sugar and artificial colours. To this evolutions, The Hershey Co. remains committed to improving food quality, safety and ingredient transparency.

 3) Resolutions of Problems:-Being a trustworthy company we believe in solving our client's problems and adding value as a salesperson is my duty. For example, few clients ask to visit the manufacturing plant to figure out the actual first-hand production process. We make it possible in some instances.

4) Purchase:- we make sure that after the need awareness, evolution and problem solving, Purchase is done hassle-free. As a sales team, we provide supervision to our clients till the delivery of the product by becoming a “customer advocate” for our prospects.

5) Implementation:- The most important step of the procedure is implementation, as without execution you can’t get the outcome.

 --- !!! Happy Reading !!!--- 

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