Sales Skill

1. Introduction

Infantino are an USA based company, seeking in entry though the UK market. Infantino is the award winning company. As the leading brand in USA, Infantino enjoying a high profile amonget parents and retailers market, for the specialist infant products, the infant accessories, carriers and toys.

Infantino decided to enter the UK market after logical marketing research. In the following report will investigate into the sales and selling opportunities for the product and how can Infantino approaching to the target market.

The definition of baby products market has a very small and clearly defined, consumer base on the babies under 2 years old, which has been shrinking over the past two decades as the birth rate has declined. Infantino choose this period to operate its marketing and sales strategy though the investigate according to the PEST Analysis, form the angle of political, economic, social and technological factors, evaluate the current infant products market situation in UK. Government help parents gain flexible work hour, while lessening financial burdens, in spite of the low rate of birth and the deferred of childbirth. Economic factors analysis, due to the domestic product gross and increase household disposable income, UK families show the strong purchasing power on the infant products.

In the second part, sales strategy is being recommended basic on the SWOT model, with the market position in the UK and competitor analysis, focus on the toy suppliers and specialist toy retailers. Marketing promotion methods are also being recommend in this part.

Sales management task and objects are being identify, in the following third part, than goes into the core theme of personal management adopt by the Infantino management team. Critically evaluate the problems of reward, morivating and control sales people wit combine with those theory. Then justify how to set up the sales territories.

In the last past of the study, how dose the new technology change the way slling is conducted is being evaluated. Understanding and acting on customer buying patterns further more could be the key advantage for Infantino website.

2. Marketing situation overview

2.1. PEST Analysis

PEST analysis stands for "Political, Economic, Social, and Technological analysis" and describes a framework of macroenvironmental factors used in environmental scanning. It is also referred to as the STEP, STEEP or PESTLE analysis (Political, Economic, Socio-cultural, Technological, Legal, Ethical).

It is a part of the external analysis when doing market research and gives a certain overview of the different macroenvironmental factors that the company has to take into consideration.

2.1.1. POLITICAL FACTORS

Face the growing recognition of the need to smooth the pressures of working and bringing up children, UK government enact some policies to help the family improve the situation, to have baby.

2.1.1.1. Government Help Parents Gain Flexible Work

In order to allow parents further freedom to balance work and family life, the UK Labour