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 expertise, which is not established within current structure.
2.2) Solutions
2.21) Product Structure: allows product specialisation;
Advantages
? In-depth knowledge of product applications making sales easier,
? Increased confidence and ability to sell through knowing how to meet customer needs.
Disadvantages
? Multiple salespeople required to serve customers who purchase multiple products, causing customer frustration.
? Lack of consistency may cause loss of sales especially if the competition can provide the whole package through one salesperson.
2.22) Industry/Customer
An industry/customer struct ...