You are a Red Letter Day Company, offering one off experiences to

incentivise and reward staff. As the UK’s leading experiences company

you help over 90% of the FTSE 100 companies do just that.

Task

In your group, you must develop a strategy to sell the Red Letter Day concept
to the Blue Chip Plc.

• List all the principle features and benefits of your products

• Make 2 qualification phone calls to Blue Chip
• Book 1 meeting with a maximum of 2 of the decision makers
• Nominate a Sales Director
• Sales Director then nominates 2 people who would complete the task
for the team

This is about your sales strategy not selling a PAINT BALLING DAY!

Why did you make the decision you did? What did you say on the
phone calls? Who and Why did you book the meeting with? Why did
you call those people and in that order? How did you pitch for the
business when you got there? Who in your team did you use and why?
Blue Chip was founded 7 years ago. They have been expanding at an
unprecedented rate. Turnover has increase by 80% year on year. They
provide web development solutions to organisations within all sectors.

Company Profile

• £25 million turnover

• 10 offices in the UK split into 4 regions (1 – Scotland, 2 – Northern
England, 6 – Southern England, 1 – Wales)
• 100 employees (5 – Scotland, 5 – Northern England, 85 – Southern
England, 5 – Wales)

Sales Operation

The bulk of the sales team in based in the Southern England Head Office.
The regional offices operate as small front-end sales teams with no
administrative staff.

1 x Field Sales
2 x Internal Sales

As stated Head Office houses the bulk of the sales team:

10 x Direct Sales
20 x Internal Sales
10 x Graduate Trainees
The company has always rewarded the sales team generously and has had
internal league tables since it formed to monitor the development of the best
sales people within the company.