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Sales & Business development for Product Range:

Sturdy Mortar Tubs

In order to develop sales and a market in any area, one must firstly identify the Target Marketsegments, both in terms of Geographical Area and Market Segment. To do this a detailed well

thought out plan must be implemented.However in todays pressurized environment one must have the experience, knowledge and know-how to cut to the chase as quickly and as effectively as possible. Thankfully in our quest to do this

we have many useful supports to draw from, including;

Company historical information and past trading

The Internet

Sales & Business Development Executive experience.

In Sturdy Products we can offer a wide range of products covering many markets, and while overall

the Market can give us very lucrative returns from our product range offering, each individualproduct grouping can only offer a portion of the overall return required. Therefore we must operate

in a number of different Market areas at one time, and while in many cases customers needs maycross over a number of different product ranges, we must approach each market segment with its

own individual plan.

In Order to develop the Mortar Tub sector further we need to identify the sectors and a data base of

Perfect Profiled Prospective Customers (PPPC) to achieve this.

Exercise;

This exercise is to establish a plan and a data base required by you to deliver upon this task.In the data base you will be required to compile the relevant information required by you, to allow

you to deliver sales in a number of different formats, including;

Face to face meetings, Telephone Sales

Letter communication

E-mail communication

E-marketing

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Group presentations.

While this sounds like a large task it can be completed efficiently and in a short period of time.

Task,

1. Can you briefly set out for us how you would go about this task2. Can you set up the format for your database in word ; excel or Access

3. Can you start to compile the information for each sector?

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Sectors for Mortar tubs;

Mortar Tubs, while available in a number of different designs, (Certified Crane and Teleporter lift

able ; Forklift able ; and basic) can meet the needs of purchasers in different sectors including;

1. Trowel Ready Mortar Producers e.g. Cemex

2. Brick Laying Contactors3. Hire Companies e.g. Byrne Rental Group

4. Building Merchants e.g. Build Base.5. Dry Mix Silo Mortar Producers e.g. Lafarge6. Large Building Contractors e.g. Whimpey Homes, Al Naboodah Laing ORourke

7. Distributors of building equipment products e.g. Conquip.

Can you please demonstrate to us your skills and ability to undertake this task, for a geographical

area, you can choose; within the Kingdom of Saudi Arabia

The above relates to compiling your data base of Perfect Profiled Prospective Customers.

Plan;Separate to this an overall plan must be complied and should include information as suggested in the

attached document.

It must be noted that in the current modern climate it is not possible for us to Live horse and youlleat grass in that we do not have the luxury of the time to first research all the areas and then to start

attempting to deliver on sales. We must complete the two tasks in tandem and compile our data

bases and plans as we progress through our sales activities in the different sectors.

In this exercise we do not expect you to deliver a complete plan, but rather an outline as to how you

would go about achieving this.

The Company will of course guide and assist the chosen candidates in these tasks once employed.

Thank you, for participating in this, the purpose of which will demonstrate to us your experience inthis area.

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