GRX Ltd. has marked its presence for its Apple Cider Vinegar on different social media platforms like Facebook, Instagram etc. by demonstrating features and benefits not available with the competitors products without mentioning their names. (a) Identify the type of sales strategy adopted by GRX Ltd. (b) Name and state the other type of sales strategy available with the businesses. (c) List any two points of consideration required for creating an effective sales strategy.

Question

Accepted Answer

(a) GRX Ltd. is using the **Indirect sales strategy**. This approach applies more subtle techniques by demonstrating features and benefits not available with the competitor's products or services without ever mentioning them by name. On social media platforms, GRX showcases the unique benefits of its Apple Cider Vinegar without directly comparing with competitors.

(b) The other type of sales strategy is the **Direct sales strategy**. In this approach, salespeople attack the competition head on when talking to the customer. They talk about each feature of the competitor's product and compare it to theirs. The term "negative selling" refers to this direct sales approach.

(c) Two considerations required for creating an effective sales strategy are:
1. Creating an effective sales strategy requires market knowledge, awareness of competitor activities, and awareness of current trends and detailed business analysis.
2. The strategy should help sales representatives know how their products or services can solve customer's problems and convey this so that the sales force spends time targeting the correct customers at the right time.