STUDENT ASSESSMENT SUBMISSION AND

DECLARATION
When submitting evidence for assessment, each student must sign a declaration confirming
that the work is their own.

Student name: Assessor name:

Millentya Jayasakti (Sakti), Samuel Nelson (Nelson), Ryan Tobing (Tobing) Shandy Hamonangan

Submission date: Submitted on: Term:

Programme: Sales Management in Marketing

Unit: Research Writing Learning Outcome:

LO1: Elaborate thoughts and ideas in an organised
writing
LO2: Conduct research and avoid plagiarism

Assignment number and title: Assignment 2 : Writing a Sales Management Report

Plagiarism

Plagiarism is a particular form of cheating. Plagiarism must be avoided at all costs and students who
break the rules, however innocently, may be penalised. It is your responsibility to ensure that you
understand correct referencing practices. As a university level student, you are expected to use
appropriate references throughout and keep carefully detailed notes of all your sources of materials
for material you have used in your work, including any material downloaded from the Internet.
Please consult the relevant unit lecturer or your course tutor if you need any further advice.
Student Declaration

Student declaration

I certify that the assignment submission is entirely my own work and I fully understand
the consequences of plagiarism. I understand that making a false declaration is a form
of malpractice.

Student signature: Date:

Millentya Jayasakti Ryan Tobing Samuel Nelson

Pearson Education
Higher Education Qualifications
Company Profile

BetawithYou, established in 2022 by M. Jaya Sakti and Samuel, is a modern learning

application that is dedicated to preserving and promoting Indonesia's rich cultural
heritage, especially among the younger generations. The Company’s mission is to
make learning about Indonesia's cultural traditions accessible, interactive, and
engaging. BetawithYou understand that the younger generations are the key to
preserving Indonesia's cultural heritage for future generations. That's why the company
created a learning application that combines traditional educational methods with
modern technology to make learning about Indonesia's cultural traditions fun and
accessible.

BetawithYou’s products and services aim to showcase Indonesia's diverse cultural

traditions and handicrafts. BetawithYou helps preserve traditional techniques and
promote sustainable livelihoods through modern-day technologies by partnering with
local communities and artisans. BetawithYou has partnered with four renowned local
artisans, mainly the brand: Nizar Moslem Wear, Betawi Banget, Manda Pottery and
Satusa Shoewear. BetawithYou learning application features a wide range of content,
from interactive lessons and quizzes to virtual tours and cultural events. The application
content is designed to appeal to learners of all ages and covers everything from
traditional values and music to indigenous handicrafts and cuisine; the addition of
games and a cultural map has also become one of the application’s strong USPs.

BetawithYou is committed to working with local communities and cultural organizations

to ensure that the company’s content accurately represents Indonesia's cultural heritage
and promotes cultural understanding and diversity. Join BetawithYou on a journey of
discovery and learning about the rich cultural heritage of Indonesia in a fun and
interactive way. Help us preserve and promote Indonesia's cultural heritage for future
generations.
BetawithYou Team Structure

Betawithyou team profile (BetawithYou, 2023).

Sakti's vision and concern for Indonesia's cultural fading, particularly among the
younger generations, inspired betawithYou to begin their organizational journey. During
a meeting in their business class. Sakti met Nelson, who shared Sakti's concerns and
goals. Both of them would later form a team with Sakti as the head of operations, team
leader, and CEO, Nelson as the Marketing team leader, and Ryan, a fellow Computing
student who would later be the head mobile app developer and Research development
team of BetawithYou. Their incredible collaboration and teamwork paved the way for
winning an award for best business idea and presentation from their College Uni Sadhu
Guna and HIPMI (Himpunan Pebisnis Muda Indonesia) on February 4th, 2023. Despite
the fact that BetawithYou's journey has only just begun, and the award is only the
beginning of the BetawithYou Corporate Journey.
Betawithyou team was awarded the best business idea award (BetawithYou, 2023).

Betawi Inspired Products

BetawithYou Products Portfolio Background

Preserving Indonesia's rich cultural heritage is important because it helps to maintain

the country's unique identity, promote cultural diversity, and pass down traditions and
knowledge to future generations. In today's fast-paced and increasingly globalized
world, finding new and innovative ways to preserve cultural heritage is important,
especially for the younger generations who are growing up in a technology-driven world.
Younger generations are more susceptible to cultural fading because they may not have
the same exposure to or connection with traditional cultural practices and beliefs as
older generations and may be more influenced by changing cultural norms and values
brought on by globalization and technology (UNFPA, 2008).

Creating a mobile application to support cultural preservation is a strategic move, as it

provides a platform for younger generations to learn about and engage with Indonesia's
cultural traditions in a way that is accessible and interactive. A mobile application allows
learners to access a wealth of information and resources anytime, anywhere (Pundir,
2020). Moreover, incorporating modern technology and innovative teaching methods will
help to make the learning experience more engaging and memorable.

In conclusion, preserving Indonesia's cultural heritage is important, and creating a

mobile application to support cultural preservation is necessary to ensure that
Indonesia's cultural traditions are passed down to future generations. Indonesia is
viewed as a cultural hotspot by tourists and other countries, and it is imperative that its
rich cultural heritage be preserved, or else this cultural gem may be lost forever to future
generations (Indonesia Design, 2020). The younger generations are the future, and it is
essential that they have the opportunity to learn, appreciate, and preserve the rich
cultural heritage of Indonesia. This concern is what drives the BetawithYou team to
create their application products portfolio, which includes: Integrated learning
applications, an interactive cultural map and games, and a cultural marketplace.
#1 BetawithYou Integrated cultural Learning Application

Betawithyou’s first product line for cultural learning (BetawithYou, 2023).

Learning a cultural language, such as the traditional languages spoken in Indonesia, is

a great opportunity for younger generations as it helps to preserve and promote the
country's cultural heritage, strengthens their connection to their cultural roots, and
enhances their understanding and appreciation of their cultural traditions (Hafecs
Indonesia, 2022).

BetawithYou's first product line included an integrated language learning application in

which users could select the appropriate level of difficulty, each with questions about the
cultural language they wanted to learn. The application currently supports learning the
Betawi language in beta version, with upcoming features to expand upon the Javanese
and Sundanese languages. BetawithYou wanted to provide cultural learning aimed and
catered toward the younger Indonesian generations through this first product line. The
BetawithYou team also provided an in-app currency called BetaCoins, which could be
used to redeem and get special offers, vouchers, and discounts in their in-app
application based on the use and engagement with this cultural learning application.
#2 BetawithYou Cultural Map Support SMMEs

Betawithyou’s second product line cultural map and interactive games (BetawithYou,
2023).
Supporting local SMMEs in Indonesia is important as they play a crucial role in the
country's economic growth and development, providing employment and driving
innovation. According to data from Invest Indonesia, SMMEs contribute up to 60% of
Indonesia's GDP and employ over 100 million people (Invest Indonesia, 2022). Thus,
supporting local SMMEs helps to build a stronger and more sustainable economy for
the country. Adding interactive games and features will also help attract younger
generations to use mobile applications and invest more time in BetawithYou cultural
preservation campaigns.

The company hopes to provide an interactive way to spread cultural knowledge and
support the government's effort to create a more literature-driven society through the
BetawithYou second product line. This feature includes a trackable geolocation API that
tracks the user's walking and physical activities; additionally, the application could send
a notification whenever users pass by a specific cultural hotspot, such as a museum or
BetaSpot (Local Partners). Users can earn BetaCoins by participating in in-game
activities such as posting photos, reviewing locations, and purchasing products in
BetaSpot. This effort is also being made to assist local SMEs that have partnered with
BetawithYou in increasing their engagement and traffic.
#3 BetawithYou BetaBlog, BetaMarket and Harta Karun

Betawithyou’s third product line BetaBlog, BetaMarket and Harta Karun

(BetawithYou, 2023).

BetawithYou believes creating an outlet to help Small and Medium Enterprises

(SMMEs) in Indonesia is important. Firstly, SMMEs play a significant role in the
country's economy by creating jobs, driving innovation, and contributing to the country's
Gross Domestic Product (Invest Indonesia, 2022).

Secondly, by providing SMMEs with a platform to showcase and sell their products and
services, we can help to promote their businesses and provide them with access to new
markets and customers. This can positively impact their revenue and growth and,
ultimately, contribute to the growth and development of the country's economy.
Moreover, supporting SMMEs helps to promote entrepreneurship and create a culture of
innovation in Indonesia. By providing access to resources and support, SMMEs are
more likely to succeed and grow, which can lead to the creation of new businesses and
job opportunities.

In addition to all of that BetawithYou also provide an outlet for cultural-related news
called the BetaBlog; Betablog itself is open source, meaning people could contribute
and could create a thread or blog themselves. Joining as a BetaBlog partner will reward
users with exclusive badges, features and BetaCoins rewards; each month, a
competition will be held to choose the top 10 BetaBlog contributors. Sakti the founder of
BetawithYou, answered in an interview that an open-source blog for cultural news is a
great idea the company plans to implement because it provides a platform for the
sharing of information and ideas about the cultural heritage of Indonesia, promoting
awareness and understanding of the country's rich cultural traditions, and fostering a
sense of community among those interested in preserving and promoting cultural
heritage (BetawithYou, 2023).
BetawithYou Target market and segmentation

Betawithyou’s Target market segmentation (BetawithYou, 2023).

BetawithYou Believes that having a well-defined target market and effective

segmentation strategy is crucial for the success of any business project as it allows for
a more personalized and focused approach to marketing and sales efforts, increases
the likelihood of resonating with potential customers and effectively addressing their
needs, leading to higher customer satisfaction and ultimately, increased revenue and
growth for the business.

BetawithYou Demographics
The BetawithYou demographics segmentation caters to all ages and genders, primarily those
over the age of 13 with access to their own mobile phones and devices; it is also available to
both Indonesian and international users. The application itself, as a free-to-download and-use
application, is accessible to people of all income levels, thanks to the use of smart tools and
mobile software. BetawithYou want to help the government's campaign to make Indonesia more
literary. One of BetawithYou's goals is to make the application easy to use by providing a
user-friendly interface.

BetawithYou Psychographics
The BetawithYou psychographics segmentation targets creative, eager-to-learn,
physically
active, open to new experiences, and seeking to improve themselves. The application is
open to anyone who wants to try a new and innovative way of learning about and
preserving Indonesia's incredible culture. The application is also intended to make it
easier for international and domestic tourists to plan their trips and learn more about
Indonesia's diverse culture.

BetawithYou Geographics
BetawithYou's current geographic goal is to reach the Greater Jakarta area audience.
BetawithYou believes the area is an excellent place to begin its business journey, as it is
also one of the first languages and locations the company project currently supports.
However, Sakti and Ryan Tobing, the CEO and CTO of BetawithYou revealed in an
interview that they intend to expand their vision and mission to other cities and,
eventually, the entire country of Indonesia.

BetawithYou Behavioural
Targeting those susceptible to influencer promotions, BetawithYou free-to-download
application on Indonesia’s culture provides educational and informative content and
offers a mileage system with tons of rewards to incentivize customer loyalty and
encourage repeat usage.

Sales Management Theory

The administration of the sales process, from the initial planning stages to post-sale
follow-up and evaluation, is referred to as sales management (Pipedrive, 2016). Sales
strategy development, market research and analysis, sales forecasting, sales planning
and budgeting, sales force management and training, sales channel and territory
management, pricing strategy, customer relationship management, and sales
performance evaluation and improvement are all part of the scope of Sales
Management.

Sales management is critical because it ensures that sales efforts are aligned with the
overall business strategy and that resources are effectively allocated and utilized to
achieve sales goals and maximize revenue and profits. Businesses can optimize their
sales performance, improve customer satisfaction, and build long-term customer
relationships by effectively managing the sales process, which can lead to increased
sales, market share, and long-term business success (Talent Edge, 2019).

Sales Management for BetawithYou

Sales Management is crucial for our BetawithYou business in order to boost sales
revenue, increase customer and staff satisfaction, and improve company forecast
reliability. By implementing a structured and systematic approach to sales, we can
ensure that our sales efforts are aligned with our business strategy, that our resources
are effectively utilized, and that our sales goals are achievable. This will help us
maximize revenue and profits while improving our customer satisfaction and building
lasting relationships with our customers. Effective sales management also helps ensure
that our sales team is properly trained and motivated, which can lead to higher sales
performance, increased productivity, and reduced turnover rates. Furthermore, by
regularly evaluating and improving our sales processes, we can enhance our ability to
accurately forecast future sales and revenue, allowing us to better plan for future growth
and development.

In conclusion, by investing in sales management, we can drive growth, increase

customer satisfaction, and improve our overall business performance. This will allow us
to achieve our long-term goals and build a successful and sustainable mobile
application business.
Betawithyou B2B and B2C

The importance of understanding the B2B and B2C market

Understanding the B2B (business-to-business) and B2C (business-to-consumer)
markets is critical for a technology company because these two markets have distinct
characteristics and purchasing behaviours that must be considered when developing
and marketing products. B2B customers prioritize cost-effectiveness, dependability, and
technical support, whereas B2C customers prioritize convenience, ease of use, and
brand recognition. As a result, in order to successfully design, market, and sell their
products, technology companies must first understand the needs and preferences of
their target market. Furthermore, B2B and B2C markets have distinct purchasing
processes and decision-making units, with B2B sales frequently requiring more complex
sales cycles and involving multiple stakeholders, whereas B2C sales are typically more
straightforward and individual-driven. Understanding these distinctions is critical for a
technology company in order to effectively reach and influence its target customers, as
well as develop sales and marketing strategies tailored to the specific needs of each
market (Hardwick, 2016).

Overall, a clear understanding of the B2B and B2C markets are critical for a tech
company like BetawithYou to successfully enter and succeed in these markets and drive
long-term growth and profitability.
Betawithyou’s purchase behaviour process (BetawithYou, 2023).

BetawithYou B2B and B2C market purchase behaviour

BetawithYou’s B2B and B2C purchase behaviour may differ significantly from other businesses,
and it's critical to understand these differences in order to develop effective sales and marketing
strategies. B2B purchases are typically made on behalf of employees by organizations and are
frequently influenced by cost-effectiveness, reliability, and the level of technical support
available. These purchases are frequently the result of extensive research and consideration
involving multiple stakeholders and may necessitate complex negotiations and contracts.

Individual consumers make B2C purchases, which are typically motivated by convenience, ease
of use, and brand recognition. These purchases are frequently made hastily, influenced by
factors such as advertising, personal recommendations, and online reviews. B2C purchases are
typically made on an as-needed basis, and the purchasing process is typically simpler and more
individual-driven.

BetawithYou, as a tech company, analyzes these differences in purchasing behaviour in order to

develop effective sales and marketing strategies. A B2B tech company, for example, may need
to invest in technical support and build strong relationships with stakeholders, whereas a B2C
tech company may need to focus on marketing and branding efforts to drive consumer
recognition and loyalty. Understanding these distinctions can assist a technology company in
effectively reaching and influencing its target customers and driving growth and profitability.
Sales Strategic Management

The importance of having Sales Strategic Management

Having strong sales strategic management is crucial for the success of any business, as
it helps to align sales efforts with the overall goals and objectives of the organization. A
well-designed sales strategy provides a clear direction, focuses on sales teams, and
helps ensure that resources are used effectively and efficiently (Success Insight, 2018).
Additionally, sales strategic management helps to measure and track performance,
allowing organizations to identify areas for improvement and make necessary
adjustments. Furthermore, sales strategic management provides a framework for
decision-making, enabling organizations to make informed decisions about product
offerings, pricing, and target markets. This can lead to increased sales and revenue and
improved customer satisfaction, as the sales team can offer tailored solutions that meet
customers’ specific needs. Additionally, a robust sales strategy can help to mitigate risk
and provide a roadmap for navigating challenges, such as economic downturns or
changes in market conditions.

For BetawithYou, sales strategic management is essential as our business seeks to

achieve and sustain long-term success. By providing a clear framework for sales efforts
and decision-making, sales strategic management can help our organizations to drive
growth, increase efficiency, and improve customer satisfaction.
Betawithyou’s sales revenue projection (BetawithYou, 2023).

BetawithYou sales revenue target

BetawithYou aims to reach a total sales revenue target of IDR 700 million by 2023
through the three product lines of BetawithYou sales, which are in-app advertisement,
premium plan, and partnership program. BetawithYou has developed this as a sales
trajectory, and financial projections target using sales management tools, methodology,
and research. Sakti, the CEO of BetawithYou, is confident that the forecast will be
Specific, Measurable, Attainable, and Relevant within the time frame specified
(BetawithYou, 2023).
BetawithYou product net profit projection

Betawithyou’s Net profit projection for in-app advertisement (BetawithYou, 2023).

The team projected its sales net profit for an in-app advertisement to reach IDR 78 million by the
end of 2023, with the breakdown cost including marketing cost, which is 10% of total sales
revenue, and overhead cost, which includes Cloudflare database maintenance, which costs 5%
of total revenue. Expenses include domain and hosting fees, with the remaining expenses set at
10%. All of the scales and numbers are scalable, which means that the more revenue the
product generates, the higher the expenses. This is also implemented as part of the
BetawithYou team's ongoing effort to improve their Research and Development service.
Betawithyou’s Net profit projection for Premium Plan (BetawithYou, 2023).

The premium plan is expected to be betawithyou's primary source of revenue, with the company
expecting a total net profit of up to IDR 300 million by the end of 2023. The cost and expenses
are largely the same as for in-app advertising, with the addition of salary expenses for a
dedicated customer service team handling the product line and providing the necessary service
to users.
Betawithyou’s Net profit projection for partnership program (BetawithYou, 2023).

The partnership program is a betawithyou effort to assist SMMEs; however, the

estimated net profit projection is lower than the previous two sales lines, which have
projected net profits of up to IDR 42 Million per year. Although some expenses are put
in place to support this campaign, and the company CTO Ryan Tobing stated in an
interview at the Pullman Hotel in early 2023 that the partnership program may improve
and create a better net profit projection than other product lines, the company plan to
subsidize events in this category after a few years as during the first year of launch
(BetawithYou, 2023).
Key Principles of Succesful Selling

Successful selling in a tech company is built on a foundation of key principles and

techniques that aid in developing relationships, establishing trust, and, ultimately,
closing deals (Shallard, 2010). Understanding the customer, identifying their needs and
pain points, and delivering tailored solutions that address those needs are some of the
most important principles and techniques of successful selling (McGill, 2022). Active
listening is one of the most important selling techniques. This entails paying close
attention to what the customer says, asking clarifying questions, and using this
information to craft compelling solutions. Another important technique is establishing
rapport and trust with the customer by being knowledgeable about their business,
genuinely interested in their needs, and following through on promises.

Another important selling principle is the ability to effectively communicate the value of
the company's products and services. This includes understanding the product’s
features and benefits and articulating the value proposition clearly, concisely, and
compellingly. Furthermore, by providing relevant information and demonstrating their
expertise, successful salespeople are able to overcome objections and address
customer concerns. Finally, successful salespeople recognize the value of follow-up and
after-sales service. This includes communicating with customers, responding to their
concerns, and providing ongoing support to ensure customer satisfaction.

To summarize, successful selling in a technology company like BetawithYou

necessitates a thorough understanding of the customer, strong communication skills,
and building relationships and establishing trust. Tech companies can increase sales
and drive long-term success by adhering to these key principles and techniques.
Betawithyou Sales channel strategy

Betawithyou’s Sales Channel (BetawithYou, 2023).

The approach a company takes to reach and sell to its target customers is referred to as
its sales channels strategy. A multichannel sales strategy involves reaching and selling
to customers through multiple channels, such as retail stores, e-commerce platforms,
direct sales, and partnerships with other companies.

Multichannel sales strategies are important because they allow businesses to reach a
larger audience and tap into new customer segments. Companies can reach customers
where they are most likely to engage with their products and services by using a variety
of channels. A company, for example, may decide to sell through retail stores to
customers who prefer a physical shopping experience and through e-commerce
platforms to customers who prefer online shopping. Using third-party sales channels,
such as distributors or resellers, can also be an effective strategy. This enables
companies to expand their reach into new markets by leveraging the existing customer
base and reach of these other companies. Furthermore, collaborating with other
companies can help businesses establish new relationships and generate new revenue
streams.
For BetawithYou, a multichannel sales strategy and partnering with other companies are
important for our businesses because they provide access to new customers and
revenue streams and allow businesses to reach customers where they are most likely to
engage with their products and services. Companies can maximize their sales potential
and drive business growth by utilizing a combination of sales channels.

Betawithyou’s technology usage (BetawithYou, 2023).

There are several technology applications that can be used to support successful sales
channel management. Some of the most common include:

1. Customer Relationship Management (CRM) software:

Betawithyou’s CRM System (BetawithYou, 2023)

This helps BetawithYou manage interactions with customers and sales leads, including
tracking customer interactions and sales data, automating sales processes, and
providing sales teams with insights and data to inform their sales efforts.

2. Sales forecasting tools: These help companies predict future sales and revenue,
and can be used to make data-driven decisions about sales strategy and
resource allocation.
3. Channel management platforms: These platforms help companies manage
relationships with their sales partners, including distributors, resellers, and
retailers, and can be used to track sales performance and make data-driven
decisions about channel strategy.
 4. Marketing automation software: This software automates marketing tasks,
including email campaigns, social media posts, and lead nurturing, and can be
used to support sales efforts by providing sales teams with pre-qualified leads
and sales-ready prospects.
5. E-commerce platforms: For companies that sell products or services online,
e-commerce platforms provide a centralized hub for managing online sales and
customer interactions.

By leveraging these and other technology applications, BetwaithYou can streamline

sales processes, make data-driven decisions about sales strategy and resource
allocation, and increase sales performance and customer satisfaction.
BetawithYou Sales Funnel Process

Betawithyou’s Sales Funnel System (BetawithYou, 2023)

To BetawithYou understanding the sales funnel is important because it provides a clear

roadmap for how potential customers move from awareness to purchase. By mapping
out the steps in the sales process, companies can optimize their sales and marketing
strategies to maximize conversions, reduce customer churn and increase customer
loyalty. The sales funnel also provides valuable insights into customer behaviour and
preferences, enabling companies to identify and address pain points and make
data-driven decisions. This can help to improve customer satisfaction and drive
business growth (Newsroom, 2018).
Moreover, by monitoring and analyzing data at each stage of the funnel, companies can
gain a better understanding of their target market, refine their sales strategies, and
make more accurate forecasting and budgeting decisions. Although Tech companies
typically have a different sales funnel system compared to other industries due to
several factors, such as:

1. Unique products and services: The technology industry offers a wide range of
products and services that can have complex features, functions and benefits.
This requires a different approach to customer engagement, education and
decision-making.
2. Longer sales cycle: Tech products and services often have a longer sales cycle,
with many steps and decision-makers involved in the buying process. This
requires a more personalized and strategic approach to sales and customer
engagement.
3. Focus on ROI and decision-making criteria: Technology products and services
often have a high-value proposition, and customers typically make purchasing
decisions based on a range of factors, including return on investment (ROI), ease
of use, scalability, and data privacy and security.
4. Digital sales and marketing channels: Many tech companies rely on digital
channels such as websites, social media, email and webinars to reach and
engage with potential customers. This requires a different approach to sales and
marketing and a strong understanding of digital marketing strategies and
techniques.

For these reasons, tech companies typically have a different sales funnel system that
requires a more specialized approach to customer engagement and decision-making
(Simpson, 2019).

BetawithYou's sales process differs slightly from traditional sales processes in that BetawithYou
focuses its advertisement and sales process on digital aspects. This is done because
BetawithYou is a tech-based project. As seen in the image above, the BetawithYou sales funnel
process varies slightly from conventional ones. The main focus of BetawithYou’s sales funnel
process is to sell their product or service, mostly digital-based products.
BetawithYou Sales Conversion Process

Betawithyou’s Sales Funnel Conversion (BetawithYou, 2023)

After analyzing BetawithYou's sales funnel process, the team determined the projected
conversion amount for each stage of the funnels, with leads starting at 200.000 visitors to the
company website or social media, into 100.000 views in their social media and website, into the
consideration phase with 20.000 users downloading the application for the first time, and from
those 20.000 users 20% or equivalent to 4.000 users decided to purchase the premium version.

BetawithYou Sales Communication Strategy

The deliberate and consistent approach that a technology company takes to

communicate with potential and existing customers in order to achieve sales goals is
referred to as sales communication strategy. Effective communication is critical for a
technology company because it can build trust, establish credibility, and establish a
relationship with potential customers (Highspot Team, 2018). A well-defined sales
communication strategy can assist BetawithYou in differentiating themselves from the
competition and increasing their chances of closing deals. It also enables businesses to
tailor their messaging and approach to different stages of the sales funnel and target
market segments. Furthermore, a strong sales communication strategy can help to
improve sales productivity and efficiency by outlining how sales teams should
communicate with customers and what information and resources they need to do so
effectively. Overall, a strong sales communication strategy is an essential component of
a successful sales strategy for technology companies looking to maximize sales,
improve customer satisfaction, and drive business growth.
BetawithYou sales discount and programs

Betawithyou’s Subscription Program (BetawithYou, 2023)

Creating sales and discount programs for a tech company like BetawithYou, who sells
digital products, is essential for several reasons. Firstly, these promotions can help
attract new customers and increase brand awareness by offering an incentive to try the
product. Secondly, they can help retain existing customers by incentivizing repeat
purchases and promoting customer loyalty. Additionally, these programs can be an
effective way to boost revenue and drive sales growth, especially during slow periods.
Lastly, they can also help drive customer engagement and increase customer
satisfaction by providing added value and enhancing the overall user experience.
Overall, creating sales and discount programs can be a key aspect of a company's
marketing strategy and help drive business success.

Sales Force Management

According to (Center of Sales Strategy, 2021) there are various types of sales
structures, such as:

1. Functional Structure

This structure is intended to align sales activities with specific functional areas,
such as product, region, or customer segment. Each salesperson in this structure
focuses on a specific aspect of the sales process, such as lead generation,
product demonstration, or deal closing.

2. Geographic Structure

This structure is intended to align sales activities with specific business units,
such as product lines or geographic regions. Each salesperson in this structure is
responsible for sales within a specific business unit and collaborates closely with
other functional areas such as marketing and product development.

3. Customer or Market Oriented

Customer-oriented sales structures are intended to align sales activities with

specific customer segments, such as small businesses, large corporations, or
government agencies. Each salesperson in this structure is responsible for a
specific customer segment and collaborates closely with other functional areas
such as customer service and support.

Through this analysis researchers have deducted that DIY Yogyakarta employs a
functional sales structure, in which each salesperson focuses on a specific aspect of the
sales process, such as lead generation, product demonstration, or deal closing. This
structure helps to streamline the sales process and ensures that each salesperson has
the skills and knowledge required to perform their role effectively. It also contributes to
overall business success by ensuring that each aspect of the sales process is executed
consistently and effectively.

BetawithYou Sales Structure

A functional sales structure, according to the researcher, is appropriate for a new tech
company like BetawithYou because it allows for specialization and expertise in specific
areas of the sales process. This structure also allows for efficient resource allocation
and clear reporting lines (Indeed Editorial, 2021). Furthermore, as the company grows
and evolves, a functional structure can be easily scaled up or down, making it a flexible
option for a new tech company like BetawithYou. Furthermore, a functional structure
clearly separates sales from other business functions, reducing the risk of competing
interests and ensuring that sales receives the attention and resources it requires to
succeed.

BetawithYou Sales Department Structure, Effective Workflow and Remuneration

System

Betawithyou’s Sales structure (BetawithYou, 2023)

For a tech company like BetawithYou, having the right sales department structure is
critical because it ensures efficient and effective use of resources, improved customer
satisfaction, and increased sales revenue. A well-organized sales department allows
sales teams to effectively coordinate their efforts, reducing duplications and increasing
results.
A sequential workflow, in which tasks are completed in a specific order, is an
appropriate structure for a tech company like BetawithYou because it establishes clear
lines of responsibility and accountability, streamlines processes, and improves team
collaboration. Furthermore, sequential workflows assist businesses in identifying areas
for improvement, making it easier to optimize processes and increase efficiency.
BetawithYou will be able to effectively manage their sales processes, delivering better
results and maintaining a competitive edge in the market, by implementing a
well-structured sales department with sequential workflows (Gravity Business, 2017).
BetawithYou Sales Team Skills and Growth

The sales department team of a tech company like BetawithYou needs to have a
combination of technical and interpersonal skills. Technical skills are necessary to
understand the company's products and services, as well as the market they operate in.
Interpersonal skills are crucial to build relationships with clients and persuade them to
buy the company's products. Attributes such as good communication, organization,
negotiation, and relationship-building skills are also essential. Additionally, the sales
team must be adaptable, driven, and results-oriented. A strong work ethic, attention to
detail, and the ability to work well under pressure are also key attributes for the sales
department team in a tech company (BrainShark, 2021).

BetawithYou Sales Team Evaluation

The researcher believes that attaining the required sales skills and attributes is crucial
for building effective customer relationship management in a tech company like
BetawithYou. Sales representatives play a crucial role in engaging with customers and
representing the company in the market. Hence, possessing the right set of skills and
attributes helps in building strong relationships with customers, understanding their
needs, and delivering solutions that meet their expectations. Effective communication,
interpersonal skills, product knowledge, problem-solving skills, and the ability to adapt to
changing customer needs are some of the key skills and attributes required for a
successful sales team (Swain, 2022). These skills and attributes enable sales
representatives to engage with customers in a meaningful way and establish trust,
which is the foundation of a successful and long-lasting customer relationship.

Sales Portfolio Management

Sales Portfolio Management Definition

Sales portfolio management refers to the practice of organizing and managing a

company's sales activities and products or services. Its purpose is to maximize the
value of the sales organization by aligning its efforts with the company's overall strategy
and goals (Integration Consulting, 2019). The benefits of sales portfolio management
include improved resource allocation, better decision-making based on data and
insights, increased efficiency, and the ability to identify new growth opportunities. By
effectively managing the sales portfolio, companies can ensure that they are focusing
on the right activities and offerings, leading to better outcomes and higher levels of
customer satisfaction.

BetawithYou Approach on Innovation and Expansion

A tech company like Betawithyou needs to go for both innovation and expansion sales
portfolio approach because it ensures that the company stays ahead of the competition
by continuously introducing new products and services while expanding their existing
offerings to reach new markets and customers. This approach allows the company to
tap into new revenue streams, increase market share and build a strong brand
reputation. Furthermore, by pursuing both innovation and expansion, Betawithyou can
effectively manage their product portfolio and optimize the allocation of resources to
achieve maximum growth and profitability. With a balanced portfolio of both innovative
and expanded offerings, the company can provide customers with a wider range of
solutions and meet their changing needs and preferences.

BetawithYou Sales Revenue Target

Betawithyou’s Sales Revenue Target (BetawithYou, 2023)

BetawithYou has developed a sales trajectory and financial projections using our sales
management methodology and research. Our team is confident that the forecast will be
Specific, Measurable, Attainable, and Relevant within the time frame specified. All metrics, from
price per click to average price of partnership program, are carefully calculated using the
Google Firebase program to analyze which ads are most appropriate for the application;
additionally, the average price per click for in-app advertisement is benchmarked from other
applications, such as DIY Yogyakarta, as survey guidance.
BetawithYou Sales Opportunity Pipeline

Betawithyou’s Sales Opportunity Pipeline (BetawithYou, 2023)

Creating a sales opportunity pipeline is important for a tech company like BetawithYou
as it helps in identifying, tracking, and forecasting potential sales opportunities. It
provides a clear overview of the sales process, from identifying leads to closing deals,
and helps the sales team prioritize their efforts and allocate resources effectively. The
pipeline also helps the company measure its progress and evaluate the performance of
its sales team, allowing for continuous improvement and optimization. Additionally,
having a well-managed sales opportunity pipeline can increase the predictability and
stability of the company's revenue, which is essential for long-term growth and success.
BetawithYou Sales Payment System

Betawithyou’s Sales Payment System (BetawithYou, 2023)

Having a wide range of payment systems is crucial for a tech company like
BetawithYou, as it provides customers with multiple options for making purchases,
which can increase the likelihood that they will make a purchase. The use of app stores
and play stores for payments is important because these platforms are widely used and
trusted by consumers, and can provide additional security for transactions. Partnering
with payment gateways and local banking and retail payments can also provide
benefits, such as increased convenience for customers, lower transaction fees, and
improved cash flow management for the company. These partnerships can help the
company to expand its reach and offer customers more payment options, which can
increase customer satisfaction and ultimately drive sales revenue.
BetawithYou BCG Matrix

Betawithyou’s BCG Matrix (BetawithYou, 2023)

The BCG Matrix is an important tool for a tech company like BetawithYou as it helps in
identifying the position of different products in the market and their potential for growth.
By analyzing the market position of each product, the company can make informed
decisions on how to allocate resources and prioritize investments. In this matrix, the
premium plan is considered as the star because of its high market growth and high
market share, while in-app advertisement is considered as the cash cow due to its low
growth rate but high market share. The partnership program can be considered as a
question mark as it has high potential for growth, but the market share is low, so the
company may need to invest more resources to grow this product. Understanding the
BCG Matrix is crucial for the company as it helps in making strategic decisions and
maximizing profits.
Conclusion

In conclusion, sales management research is crucial for the success of a tech company
like betawithyou. It involves analyzing the market, understanding the target audience,
creating effective sales strategies and techniques, choosing the right sales structure,
developing a skilled sales team, managing sales portfolios, and ensuring smooth
payment systems. By conducting thorough research and implementing effective sales
management practices, betawithyou can boost its sales revenue, increase customer
satisfaction, and improve its overall business performance. All of the elements
discussed above are essential for a tech company to achieve long-term success and
growth.
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