Sales
Sales
Task
- This is an individual task.
- Read the information below and answer the questions.
- Answer the question in report format but make sure you answer the questions, and you have clear structure.
Information:
You are the Sales Manager for an organization that sells management software to small/medium-sized businesses. The company treats all accounts in a similar way.
Most of their communication with accounts is done using limited technology (e-mails) with smaller revenues generated through Facebook and Twitter (using a multi-channel approach). You have around 1000 clients you work with. 30% of your clients account for around 40% of your sales revenue. The remaining 70% of your clients represent the remaining 60% of your sales revenue.
The company currently operates on a national level with 3 tele sales operators and 1 media (Facebook) manager. There is one consultant (a technician) that the company works with who is employed to personalize the software for larger clients.
Questions
- How does the current approach to sales fail to generate their true revenue potential and, therefore, hinder their contribution to the organizational and sales strategy?
- What changes could be made to improve their relationship with accounts to ensure improved results and develop a more substantial company position? 3. Describe how a more integrated marketing communications (Sales/Marketing) might be adapted to enable positive performance.
4. Describe how purchasing would work in this organization with emphasis on how value would be delivered to clients?
- Formalities:
- Wordcount: 2000 words
- Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
- Font: Arial 12,5 pts.
- Text alignment: Justified.
- The in-text References and the Bibliography have to be in Harvard’s citation style.
