1.0) Introduction
This report analyses sales management issues that need addressing and makes recommendations for improvements.
2.0) Company Structure
2.1) Problems
There is inconsistency in relation to region sizes and the number of sales representatives serving the customers. Region boundaries are not clearly defined. A geographical structure operates among field sales employees, however no structure operates in the sales office preventing support been provided to field salespeople, customers receive inconsistent and inaccurate information, contributing to loss of orders if quotations are not efficiently handled internally.
Sales need to be increased to increase profits, a more effective structure would enable product knowledge and customer service to be improved, in turn helping improve sales.
Geographical structure requires salespeople to sell a range of products preventing product specialisation. Increased competition in Europe calls for specialist technical selling......
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Approximate Word Count: 3142
Approximate Pages: 13 (260 words per double-spaced page) |