This independent project analyses the challenges faced by Makmur Berkah Bersama (MBB), an Indonesian B2B distributor of chicken broiler cuts - focusing on the previously mentioned lack of sales growth, brand recognition, and sales skills. The goal of this undertaking is to improve the market awareness of MBB, create sales, and strengthen better and more solid client relationships through the use of proper sales techniques and approaches.
The study used both the quantitative and qualitative research method whereby the number of sales was analyzed and therefore coupled with the ratio of interviews conducted on the customer. Full fledged sales approach of focused sales training, dual or multiple contacts through different social media channels, and a tiered loyalty program were implemented in study.
From the major findings, it can be identified that the following are some of the major factors that are considered by MBB's clients while choosing the right suppliers the major findings made indicate that quality, price and delivery time of the suppliers are critical determinants. Through the focused sales training that was accomplished effectively, the key competencies that were exercised embraced negotiation and persuasive presentations hence a drastic increase in the sales activity. The case of the application of Instagram to reinforce brand familiarity has been driving new consumers to the product and ensuring familiarity with the brand. This has been fueled by the intensified levels of customer patronage occasioned by the highly successful loyalty programmer by which customers are encouraged to buy incremental volumes.
Analyzing customer data and applying targeted sales approach along with efficient use of social media in B2B sales can bring about the improvement in effectiveness of sales in the poultry distribution market. The study offers important implications that can be used by B2B organisations to enhance their sales approaches and relations with clients in highly saturated markets.