An Account Plan to pitch the Kmarts product or services to targeted Term Paper

An Account Plan to pitch the Kmarts product or services to targeted clients, and to know how they use the company's service - Term Paper Example The researcher explores six steps to present the Kmart products and services. The first step is to approach the clients in a friendly manner, and introduce the customer to the product and services, and to present the legality of the products. The next step is to demonstrate the products quality and features. After demonstration, the next step is to find solutions acceptable for both the parties to use win-win negotiations strategy. The fifth step is to focus on closing the deal with the clients, using the new method of closing the deal. The last step is concerned with servicing the sales, by regular customer follow-ups. â€Å"Kmart, a wholly owned subsidiary of Sears Holdings Corporation, is a mass merchandising company that offers customers quality products through a portfolio of exclusive brands that include Jaclyn Smith, Joe Boxer, County Living, Route 66 and Smart Sense†. Most of the Kmart stores are single floor units that carry a wide range of products across many mercha ndise categories. It includes consumer electronics, outdoor living, food and consumables, seasonal merchandise, toys, lawn and garden equipment, and apparels, which includes products sold under renowned brands like Jaclyn Smith and Joe Boxer, and some monopolistic products of sears brand such as Kenmore, Craftsman, and Diehard. Kmart has a layaway program that helps the customers finance their purchases in a cost-effective manner. In addition, Kmart expanded their business in such a manner that the customers can receive their purchases, by applying online and collecting them from stores.... Kmart Super Centers started its operation at first with full-service grocery and general merchandise stores and later on with features like full-scale video rental center and a carryout Chinese menu. Now the current locations are featured by in-house bakeries, seafood and fresh meats, and a full set of delicatessen. Kmart Super Centers size varies from 140,000 to 190,000 sq. ft. The world's largest Kmart store is in Guam. a. What are some of the concerns that need to be addressed with the client? Being an Account Executive of Kmart, the first thing I would like to do is to introduce myself to the customers, and then inform them about the company. We are focusing mainly on the upper class and the upper middle class people. Then I will explain about the changes we have made within the company, the new range of products we are introducing, the various discount offers for the products, the changes that have been made by us in customer service and to solve customers’ complaints. b. Is there any legality that needs to be negotiated? Consumer satisfaction is the basic goal of our company. The customers can return and exchange their purchased items within 90 days of the original date of purchase along with an original receipt or email confirmation. â€Å"Refunds will not be given without a receipt /email confirmation. Price adjustments will be given on prior Kmart purchases within 7 days of purchase† (Kmart, 2012). C. What is the approach? At first, we welcome the customer with warm greetings, which is indeed a friendly approach. I ask them what I have to do for them. Up front, let the customer know that customer service is my top priority. Then we use merchandising approach to talk to the customer. Then we can explain about the product, its uses and