Promotional activities: 20 marks Does the strategy contain appropriate promotion campaign for this high involving product

with appropriate message and media plan? (Message must have elaboration of comparative benefits of the stove and which must be send through media which convince institutional buyers) Target customer profile and prospect segmentation: 20 marks Are prospect (customers organizations), the persons who will decide to buy, the reasons for buying and level of lucrative prospects clearly mentioned? (should specify tentative customers organizations, the position or title of the decision maker, the reasons for replacing by the stove, their location and indication of lucrative customers) Sales/ distribution model: 20 marks Does the proposed distribution channel have appropriate provisions for supporting installation of the stove, use of the stoves, and after sales services? (clear provisions on how to support installation, delivery, use and after sales services by the channel members or how direct sales force carry out these activities) Sales process (cycle) definition and sales funnel calculation: 20 marks Does the strategy contain activities and its outcome for prospecting, approaching, presentation, objection handling, negotiations, sales and payments? (Funnel calculation should be included with elaboration of activities for sales process) Customer training and support policy: 20 marks Does the strategy contain activities for customer training and after sales support services to customers?