Smooth Start: Selling Process for Launching GentleGlide Shaving Cream
商品編號：W47350
出版日期：2025/12/03
再版日期：2026/05/26
商品來源：
商品主題：Entrepreneurship; Marketing
商品類型：Case (Field)
涵蓋議題：Sales, Go-to-Market, Product Launch
難易度：4 - Undergraduate/MBA
內容長度：5 頁
地域：Philippines
產業：Retail Trade
事件年度：2025
In August 2025, SBS International prepared its entry into the Philippines shaving category with the launch of GentleGlide shaving cream. Sid Mendoza, president, and Maya Rodriguez, head of marketing and sales, needed to align on a lean, disciplined go-to-market strategy. The team had to decide where to prospect and how strictly to qualify leads to stretch a six-representative sales force, while also determining which buyer persona best captured the sweet spot between users with sensitive skin and value-seeking shoppers. Mendoza wanted a straightforward, rapidly deployed plan, while Rodriguez argued for a more rigorous preparation phase to perfect a truly repeatable selling process. In a crowded category in which precision was critical, their immediate mission became a balancing act: They had to forge a selling process that could satisfy Mendoza’s need for speed while meeting Rodriguez’s nonnegotiable standard for readiness.
教學手冊：Smooth Start: Selling Process for Launching GentleGlide Shaving Cream - Teaching Note
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