Chapter 17- Personal Sales and Sales Management

Throughout the selling process many key proponents are needed to create an effective sales approach. An example of the many important aspects of this process is simply knowing the industry that a salesperson/ sales force is participating in. The industries that fiji water participates in are The Water and Ice industry, The Non-alcoholic beverage industry, and the manufacturing sector. Fiji water has made a great effort to make its product differentiate greatly from its competitors. The company is the only bottled water company that claims its water is untouched and bottled at the source. The  company claims to manufacture its bottles in house at Fiji. However this is misleading because the company actually imports the raw materials for their bottles from China. Eliminating the opportunity to give the outsourced jobs to Fiji Natives. Once the raw materials are shipped in from China, Fiji makes the actual bottle in house- a bottle that is twice the weight of a normal bottle. The bottle is put into the production line which fills the bottles with water from the 17- mile long aquifer that the company almost has exclusive access to. After production the bottles could sit at the plant for months at a time allowing bacteria and high temperatures to spoil the water. The water is then shipped thousands of miles unrefrigerated via vessel, to countries around the world to be distributed to various stores. So we see here a process that outsources its raw materials to cut cost, uses an aquifer that the government cannot even access due to shortage of funds, and uses millions of tons in fossil fuels to import and export materials. However Fiji water is still able to maintain that green image in order to be set apart from its competitors and viewed as a more natural, higher- class water. This marketing of Fiji water’s image portrays the water as a green, and more healthy water as the company claims it is untouched during it’s manufacturing process. As a result of knowing the company's industry Fiji Water was able to focus on a trait that makes it unique. Over time the company has continually emphasized  this trait resulting in a product that. ear

As seen in the Image, Fiji water is the only industrial corporation that dominates the Fijian landscape demonstrating its power over the corrupt country and unrestricted access to the countries resources.  

s superior to its competitors.