Dow Chemical Canada Ulc Sales Report

SALES PLAN – REPORT #1

Dow Chemical Canada ULC

CAUSTIC SODA

ELIAS JACOBO MACERO

       MRK430 – MMU        

Pre Call Preparation

Salesperson Name: ELIAS MACERO

What is their Communication Style? Drivers - task oriented, faced paced. (Ingram)

Product being sold: Sodium hydroxide, also known as caustic soda, in the presentation of Caustic Soda Flake and liquid.

Selling Company: Dow Chemical Canada ULC (Dow Chemical Canada ULC)

Company information

• Years in Business: seventy (70) years
• Annual revenue: Two million revenue the last year of operation.
• The overall brand reputation.

 Is a recognized company, with a high scale of business, but with an impeccable reputation for compliance and customer satisfaction for being efficient and providing a high-quality product.

• Reputation for the specific product.

 It has an excellent reputation in terms of: 1. The variety of the product in the different presentations. 2. The quality of the product is premium, 93% pure.

• The market share for the product.
• The domestic demand in Canada, for the different sectors of the product is about 7 Million Dry Metric Tons (7 Millions Tons), which is approximately 200 million dollars in sales, divided into the following sectors:[pic 4]

And the Market share of the company is about the 30% of the canadian sales market.

Pricing Information -

• Price strategy– As a new company in the marketplace, the price strategy used for the company is the Premium Pricing, is a company that dominates the Canadian market and even one of the leaders in the world, so its product is of high quality, defined by market empowerment, marketing capacity, then its price is premium, it does not need to compete with smaller markets.

        The payment immediately and in cash produces liquidity benefits to the company, for which it offers the discount benefit to the client, which simply reduces a small percentage of profits. (Maguire)

• Cash/quantity discount.

 The discounts are directly related to the form and time of payment:

1. If the customer pays in cash, then the sale will have a 5% discount off the initial price.
2. If the customer pays immediately, then the sale will have an extra 5% discount off the initial price.

• Company’s method of invoicing.

Standard Invoice is the method that the company has. basic information that is to be included in any invoice such as the unique invoice number, name of seller, the company’s name, address, contact details, name of the buyer, address, items purchased, total cost.

For special selling situation, like big amount of sale, it is use a Credit Note.

Type of credit available from the company.

There are two types of credits:

1. For loyal customers who maintain a scheme of purchases over six months, they will have a credit of 60 days.

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