Sales Management Example Essay

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Sales Management Example
Next month you are going to be hired to the position of sales director (CSO) at IT Company. At the moment you work in telecommunications. Your new company is offering professional solutions for computer and networking systems, business solutions, support and consultancy. You are in B2B environment. Your clients are from Telecommunications, Finance, Manufacturing, Energy suppliers and Retail. You have 50 people in sales throughout the Adriatic region. How are you going to analyze current sales management practice in your new company (which areas will you check, what questions will you ask, list of priorities)?
Please list the main aspects of sales management you are going to check in the first 3 months, priorities
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Competitors
Direct/ indirect
Today/ future
Generally, competition is here to make us better and motivate us for improvements. But the only way to succeed in doing so is knowing our competitors:

Who are our direct and indirect competitors?
Who could be our competitors in the future?
What is their strategy, products, target markets?
What are their prices, how quality are their products?
What is their current performance and market share?
What are their strengths and weaknesses?
What is our and their customer advantage?
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