Successful Sales Management: Identifying and Solving the Problems at Gardnov Ltd

Identify any considerations you will need to employ to build and maintain the brand and customer loyalty.

A detailed report on a proposal for an Information System that will streamline the account set up process for new Key Accounts in an Online Payment Company called PayPal

The order winners and order qualifiers for the business in the early stages of was the same – price/cost. This competitive characteristic is what caused the customers to choose the companies good and services over those of our competitors along with making Galanz a viable competitor

I worked with five sales representatives and trained them in how the sales could be improved by focusing in the customer needs first and then selling additional products. Also, I contacted suppliers to arrange team training sessions to increase knowledge on the most profitable store products. Further, I decided to share the last day sales report with the team and set individual sales goals for the day to help the team to visualize a short objective. In addition, I promoted team collaboration by assisting team mates during sales transactions. Also, I talked to the store manager to reward the week’s top sales representative with two hours of paid time off. As a result, the team was committed to serving customers and to meeting the store manger’s expectations for improving store sales.

Victor Andrew Lopez Week 1 – Case Study MKTG 425 – DeVry University Professor Eckert Statement of the Problem Value-added selling is a way in which the salespersons use to ensure that they add value to their customers hence increasing the experience of the customers. The study brings the ways in which the salespersons use to ensure that their customers have enough experience on their products. The need for the understanding of the ways in which Marcus Smith can create value for his customers and hence get more of them with the experience on the market issues. The value selling is more than a sales course since it takes the initiative of the salespersons to ensure that there is value added selling. It is also not true that people always want to get as much as they give, in the study there is a the detailed discussion of the ways in which value can create although sometimes it may not work for all customers (Albrecht et al., 2005).

They had this problem because they are not familiar with how to launching a completely brand new product line. This is outside of their comfort zone and therefore it has effectively stalled the product line due to lack of interest, conflicting interests, decentralized teams, and engineering issues. Individuals were not working cross-functionally but instead they focused heavily on their specific

Lessons learned: I think Nate’s philosophy is an important one: “If you can change their beliefs you can change their behavior.” This is not only a good philosophy for sales, but it is a good one for life. If I can change my own beliefs I will in effect act according to those beliefs. Then my behavior will change according to the change of my beliefs.

Internal sources come from internal company that conducts the recruitment. Recruitment using these sources is relatively quick and inexpensive. Company does not need any advertisement, head hunter or any other form of recruitment that is costly.

In recent decades, there has been a shift from the traditional selling, that is a transaction based buyer-seller interaction, to a relationship based selling in the business-to business market .it is attentive on embedding with customers and building long-term win-win relationships emerging due to advancements in technology and increased competition. Key account management is an approach to understand those customers who are strategically important to the business and building win –win long term relationships with them to achieve a common goal. Key Account Management is not a simple seller-buyer relationship but also to involve people from all aspects of one’s business and work together with key customers to make complex thing easier to do the business. KAM is similar to the concept relationship management as it is attentive on a long-term, win- win relational approach with customers where KAM is focused on investing time and resources on the customers who are very critical for the growth of the

Product teams didn’t know the limits of their authority - decisions related to sales price, allocation of resources & prioritization of activities

Their current marketing and sales approach are not effective & will need to be changed.

The key to effective sales planning is thinking and preparation. When in the sales planning stage you should have a written plan. Creating a sales plan is not an easy task but you should never avoid it. When creating a sales plan the first question to ask yourself is “Who are your existing customers?” These customers should be prioritized in two groups. First prioritize your existing customers on the amount of their previous sales revenue. Then prioritize your existing customers based on their current sales potential.

Inexperienced sellers generally don’t ask enough. 3. Implication Questions. ~ Take a problem question and explore it’s effects or consequences. Very important. 4. Need-payoff Questions. ~ Get the customer to tell you the benefits that your solution could offer.

It is necessary that the Great American Northern company understand the importance of how people form perceptions and make attributions because customers' opinions are formed through their interaction with the salesperson over the phone. The Joe Salatino case study reveals a boss whose company is highly successful while at the same time maintaining the potential for even more success. The case study certainly suggests that the company is hugely profitable: Salatino sells more than $20 million dollars in office supplies to more than 60,000 companies. Although the office products are largely indispensable for companies, the case study suggests that the main challenge for Salatino's company derives not from selling the product itself so much as doing a better job of selling than the internet competition.

Sales management is the discipline of maximizing the benefits a company and its customers receive from the efforts of its sales force (What is Sales Management?, n.d.). Different software and hardware produce an efficient structure that controls the sales persons and sales activities. Computer hardware refers to all the parts of the computer that you can touch. Such as monitors, keyboards, mouse, computer CPU, wireless routers, printers and etc. (Technology Tip Number 161, 2006). Software is a general term for the various kinds of programs used to operate computers and related devices (Rouse, 2006).