A Project Report On
“The B2B sales process simulation”
Submitted in partial fulfilment of the requirement for the award of
POST GRADUATE DIPLOMA IN
MANAGEMENT
From
NARAYANA BUSINESS SCHOOL, AHMEDABAD
Subject : Sales & Distribution Management Component
: CEC
Submitted By:
Team Members Name : 0 2 9 MohammadTaukir
003 Amit Parmar
061 Vivek Dalsaniya
060 Vasu kant
Section : Delta
Under The Guidance Of
Name : Shivangi Shukla
Designation : Faculty
Department :Marketing
Step 1: Prospecting
Objective: Identify businesses that can benefit from "IntelliCRM."
Target Industries:
o E-commerce
o Retail
o Financial services
o Logistics
Company Size:
o Medium to large enterprises with 100–1,000 employees.
Location:
o Major business hubs like Mumbai, Bangalore, and Delhi NCR.
Prospect List:
Company Name Industry Size (Employees) Location Contact Details
RetailPro Inc. Retail 500 Mumbai
[email protected] FinGrow Pvt. Ltd. Financial Tech 300 Bangalore
[email protected] E-Shop Solutions E-commerce 800 Delhi NCR
[email protected]Step 2: Ideal Customer Profiling (ICP)
Objective: Define characteristics of the ideal customer.
Company Characteristics:
o Annual revenue of ₹100–500 crore.
o Companies investing in digital transformation.
Challenges:
o Inefficient customer data management.
o Inaccurate sales forecasting.
Decision-Making Authorities:
o Chief Technology Officer (CTO).
o VP of Sales.
o IT Infrastructure Managers.
Step 3: Pre-Approach Preparation
Objective: Understand prospects’ pain points and craft a tailored pitch.
Research Example:
o RetailPro struggles with fragmented customer data across systems.
o E-Shop Solutions needs real-time analytics for customer trends.
Tailored Pitch for RetailPro:
o Highlight how IntelliCRM centralizes customer data and offers real-time insights.
o Showcase potential ROI through enhanced sales team productivity.
Step 4: Approach
Objective: Simulate real-world engagement with decision-makers.
Scenario: Contacting RetailPro’s CTO.
Method: Professional email and follow-up call.
Email Example:
Subject: Transform Your Sales Efficiency with AI-Driven CRM
Hi [CTO's Name],
I hope this email finds you well. I wanted to introduce IntelliCRM, an AI-powered CRM
solution designed to centralize customer data and enhance sales efficiency. Given RetailPro’s
focus on delivering exceptional customer experiences, I believe IntelliCRM can significantly
contribute to achieving your goals.
Can we schedule a quick 15-minute call to discuss this further?
Best regards,
[Your Name]
Step 5: Presentation/Demonstration
Objective: Showcase IntelliCRM’s value proposition.
Features Highlighted:
o Centralized customer data dashboard.
o Predictive analytics for better sales planning.
o Customizable reporting tools.
Customization for RetailPro:
o Focused on streamlining customer segmentation.
o Provided a live demo of the dashboard using RetailPro’s sample data.
Step 6: Handling Objections
Objective: Address client concerns.
Common Objections:
o Pricing: "It seems expensive for our current budget."
Response: "IntelliCRM’s AI features have shown an ROI increase of 20% within
six months for similar clients. We can offer a flexible pricing model."
o Competitor Comparison: "How are you different from XYZ CRM?"
Response: "IntelliCRM’s AI-driven insights are unique, providing actionable
customer trends in real time."
Step 7: Closing the Sale
Objective: Finalize the deal.
Scenario: RetailPro hesitates due to timing concerns.
Closing Technique: Urgency creation: "We’re running a limited-time implementation
offer at no additional cost for sign-ups this month. Let’s schedule the onboarding
process!"
Outcome: Agreement on a one-year subscription with a two-week onboarding period.
Step 8: Follow-Up
Objective: Build long-term client relationships.
Actions Taken:
o Sent a thank-you email post-agreement.
o Scheduled bi-weekly meetings during implementation.
o Shared a product roadmap to introduce upcoming features.
Let me know if you'd like this drafted into a more formal report format or need additional details
for any section!
