Our furniture store has enjoyed tremendous success as a cash and carry business, but in order for us to expand our market share and increase our revenue; we have decided to create an outside sales force to capture the local business market for office furniture. This sales force will focus on meeting the need of our business community for all-inclusive office furniture packages from lay-out design to product delivery. After researching the market condition in Ocala, we have determined that although there are many companies selling furniture, there are very few local businesses that are offering complete office furniture packages that include design consultation and delivery. Ocala and the surrounding area of fifty miles, is home to over 340,000 people and close to 13,000 businesses according to (http://ocalacep.com). Among those companies are such names as Lockheed Martin, Ocala Regional Health System, University of Florida, and AT&T just to name a few. These companies, which employ thousands of people, have their own individual needs for a fully furnished office space. Through our partnerships with our many great suppliers and with the help of a dedicated sales team, we believe we can capture a dominant market share and expand to other markets with the help of the increased profits of this newest endeavor. The next several pages will detail our hiring and training process for the new sales staff, our sales process and prospecting plans, our tracking and compensation plan, and finally our focus on customer service. We need to hire three competent and dedicated individuals to staff our sales team.
Hiring Our New Sales Force
It’s very important that we hire the right sales staff and train them properly so that they are ab...
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...ed by the sales manager on a regular basis.
• Progress Meeting. A progress meeting will be held each week at a time to be determined later. This time will be used to review ongoing sales opportunities and problems or challenges with our products or services. The sales manager will also take this time to motivate or educate our sales staff and inspire them to increase sales volume.
Sales Force and the Sales Process
Our sales process must be followed closely and all progress will be monitored, tracked, and evaluated on a regular basis by the sales manager. The key to our sales process will begin with our sales people becoming experts on all the products and services that we offer. Once that has been accomplished, our sales people will concentrate on prospecting and developing leads which will eventually lead to the selling of goods. Once a salesperson has become
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
They must provide a quality product. The Ben Pearce book reminds us that all employees must be dedicated to delivering a quality product.
...bjections. Once the customer is reassured and agrees to the sale, initiate the sale process immediately and shift the attention to paying and completing the sale. Keep away at all costs from cell phones, TV, and god forbid at his phony wife calling him into the other room (red flag). That should be the bones of the operation and the basis of our model. The guys will learn how to adapt to objections and learn effective sale patterns and routines with practice. The successful salesmen get promoted and manage their team in ways they know to be effective and growth will become exponentially with us at the top of the pyramid.
This situation seemed interesting to Vanguard because of the exponential increase in the number of potential clients, whom Vanguard doesn’t have to directly advise and serve about their products and services, combined with the high potential for profitability. The development of this broad qualified sales force could also be done at relatively low development cost. The positive aspects of this alternative are somehow strongly counterbalanced by the fact that huge efforts of mass advertising would be required in order to inform the potential customers about Vanguard’s brand, and over whom Vanguard would have no control in the sale process. Vanguard would also have to face some strong competition in its relationship with the intermediaries, who are not always the most loyal sales representatives.
Throughout the years, our qualified and dedicated team has successfully completed projects for various individual and business clients. Our extensively trained, skilled, and experienced professionals ca...
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
All companies must have established processes which aid in developing and supporting sales. In manufacturing companies, the sales management process is one which the company monitors and measures each staff member's ability to support sales and to sell to customers.
Zig Ziglar wrote the best-selling novel Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional. In his book, Ziglar describes and lists the “tools” necessary for becoming an “effective sales professional” (Ziglar 1991, xi-343). It should also be noted that “All Bible references in this paper come from the” New “King James Version of the Bible, except where clearly noted by the student” (Skorupa 2010). Beginning with the introduction and leading up to the sixteenth chapter, Ziglar gives an in-depth discussion on the elements necessary for successful conversion of “prospects” to “sales” (Ziglar 1991, xi-343). For that reason, this paper will “summarize, analyze” (e.g., explain what was “learned”), and “evaluate” the material
... look out for high profile contacts and good image building activities especially due to the on going outsourcing concern. As community theatre boards include executive level staff these consulting companies could get high visibility and a sophisticated image by pairing up with something as ?cultured? as theatre. These companies can be requested by the boards of community theaters to sponsor the building and maintenance of the theatre websites in exchange for good PR and contacts.
...to a large hotel and in a tourist destination. Associate behaviors and tenure impacts sales as well. The selling of intimate apparel is more involved than the average person realizes. A good understanding of what will work best for each client is key and new associates have not committed to memory all that is necessary for success. However, a tenured associate will know how and what the client needs and ensure that she leaves happy.
The next part of Audit process is to understand the business environmental aspects of the company. As part of the marketing audit project the author is going to analyze and provide detailed information on the following key environmental aspects
The prime target market for candles is women with families. "As one of life's little luxuries, candles are purchased at about the same rate across all income levels, among all ethnicities, and at all educational levels. Now, don’t be fooled because men love candles as much as women, however key demographic factors distinguish the candle buyers to women, aged 45 years and under, many that head families with children. There is also an increasing number of different cultural couples and families making candle purchases. This proves that with these findings come new elements with baby boomers creating a predictable pattern of home and family spending. These lifestyle changes can only mean increased growth in the candle industry.
Personal selling will be measured in both qualitative and quantitative terms. Salespersons will have to fill reports regarding the interlocutors behaviour and product knowledge.
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...
Too often, a marketing function is misunderstood, because many people do not understand what is meant by ‘Marketing’.