Exam 2 Assignment Example | Topics and Well Written Essays - 1250 words

Exam 2 - Assignment Example The Q1 here is 90%, followed by territory 1 and 8. Strategies for selling in new markets Here the real challenge would be to maintain projected business decisions to percolate in territory 5; equally spaced with 25% across four quarters. These territories need more marketing and publicity. Staffing requirements: Aim of the Sales Force: Aggressive selling/orders for market penetration especially in the Q1 and concentrate more on demographic locations of A. Since the sales departments across industries work under extreme pressure to deliver their targets, we are also going to follow the same structure. The basic idea here is to formulate a task force of a small team capable of undertaking substantial work and deliver goods as targeted and their goals are more aligned with the organizational goals. Further after a year, depending upon the nature of the business the team may be expanded on need basis. The staffing requirements are a combination for existing as well as new markets. The en tire sales team will be headed by the general sales manager [GSM], reporting to the CMO. Further the team would comprise of fields sales manager, the accounts group and the admin staff. Four telemarketers are to be hired since the company expects high returns in mostly all sectors. Offcourse downsizing would be looked at based on the need of the hour. All the staff will be trained hands on before putting them on field operations. Here the motivation for employees should be handsome incentives quarterly, based on achieving targets. For the first year the team should be paid incentives at 5 – 10 % of their base pay. This will be steered up the following financial year. Unique Selling Proposition (USP) for Sales: Consumer loyalty is based on the use of our machines for the first time and coming back to use the same machine over a period. This needs to be combined with the value proposition of the product and the best in class machine longevity [7 – 10 years] against compe titors having say 4 – 5 years. This is one of the keys to build loyal consumer base. Basic design for Effective Sales: The sales task force should â€Å"think consumer to be big†. The sales strategies should be consumer centric, i.e. more focused on delivering goods to the buyers. All these concepts are designed to achieve targets â€Å"first time right†. This also ensures customer satisfaction. The key points that the sales team should look into is delivering targets for the company and machines to the consumer. These commitments should help the sales team to achieve organizational goals for the financial year 2012 -2013. Sales focus should be on more mature territories like 10, 8 and 1. Here the scope of ROI is high and the market share for capture is also high. In this sector it is very logical to sell only premium models of routers for the first year. It is also apparent that due to the presence of fewer companies in sector ‘A’ as compared †˜B’ and ‘C’, the net profits would also be high since our premium routers would compensate for the volumes required. Hence, the need to maintain the customer base here is critical. The accounts team will have to play a major role here in retention of clientele. They will also have to coordinate with the telemarketers to get the job done. And here the sales rigor has to be maintained over a substantial period of 8 months for ‘A’. Once the Q1 targets are achieved then the team can also