Explore BrainMass

Sales Force Management and Customer Relations

This content was STOLEN from BrainMass.com - View the original, and get the already-completed solution here!

Respond to the following:

Companies today have many choices for developing relationships with customers. Companies can choose to utilize direct sales, independent representatives, catalogs, or e-commerce to present their offerings to the target market prospects. Discuss the variety of sales responsibilities and sales jobs (sales force operations) that exist. Provide an analysis of how your own organization (or another organization with which you have familiarity) utilizes sales force operations in reaching their target market prospects and customers

© BrainMass Inc. brainmass.com October 17, 2018, 1:02 pm ad1c9bdddf

Solution Preview

Step 1
The organization that I work for has three types of sales responsibilities. First, there are sales persons who identify large buyers, and distributors. Second, there are customer service personnel who apart from providing online support generate important leads. Third, there are sales teams whose representatives actually approach customers/potential customers and book orders. The organization I work for is a company that makes and sells machine tools. My company sells its products both to distributors and direct to large customers.

Step 2
The sales staff responsible for identifying large customers and active distributors mainly uses computers to identify potential customers, phone them and discuss their needs, and develop leads for the sales force. Their primary task is to generate strong leads for the sales persons. In my company, different sales teams are assigned different territories and it is the responsibility of the sales staff to provide leads in all territories. The leads must be strong, recent, and ...

Solution Summary

This solution explains sales force management discussion. The sources used are also included in the solution.

Similar Posting

Project Cost and Time Management

You are working with your team leads to create the project schedule. You are very concerned about the intersections between the teams, so you all are starting with the major milestones, working backward from the new product launch.

Sales of the new product are going to start in nine months and the new CRM system needs to be in place six weeks prior to that so the sales force can get their customer and prospect information entered in time for the big marketing mailing going out three weeks prior to the product being available. You have one team working on the marketing program (and the mailing is just one of their deliverables); this team is being led by Jennifer from marketing. You also have another team working on the CRM implementation, being led by Ben from IT. The two teams will intersect at the sales force trainingâ?"training on the new system, the new product, and the new marketing program. After talking with the sponsor and customers, it was determined that the training approach would be holistic; the marketing process would be taught using the new systemâ?"not two separate classes, but one integrated class. Instructors will come from both the IT and the marketing teams. You are unsure which team leader should be responsible for trainingâ?"it will depend upon the resources and dependencies.

Using the list of tasks below as a starting point, create a schedule by adding tasks, dependencies, efforts, and descriptions of the skills required to complete each task. Also determine the start and end dates based on the dependencies and effort. (Assume your resources have 50% availability to the project). The schedule should contain between thirty and sixty tasks/sub-tasks. Use Microsoft Project, Excel, Word, or any other appropriate tool to document your schedule. You will also need to define the team members you will need. For each team member you will need, create a bulleted list of skills/expertise he/she must have to complete the assigned tasks. For the effort, describe your rationale for your estimate.

Determine training objectives.
Create training outline (objectives, phases, topics, and content).
Define activities.
Create instructor guide.
Create participant materials.
Create activity guide.
Review training materials.
Conduct pilot training class/test training materials.
Deliver training to all of sales force.

Objective: Create a project plan which includes cost, scheduling and risk assessment
Describe methods for activity defining, activity sequencing, activity duration estimating, schedule development, and schedule control.
Develop and apply Gantt Charts, CPM and PERT techniques to project management.

View Full Posting Details