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Short- and Long-Term Sales Plans

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You recently received a promotion to district sales manager. You are eager to show your leadership ability and ready to implement a strategy to make your company successful. Your boss has come to you to explain a new selling strategy that he would like to see you implement. It involves having your salespeople be a little more aggressive with their customers. Essentially, he would like them to oversell their customers.

For instance, a salesperson should attempt to convince a customer that he needs an $8000 copier, even if a $4000 copier would satisfy his needs. Your boss explains that customers will still be receiving what they need. Albeit perhaps a little more, and the company will reap greater profits, resulting in larger bonuses for your salespeople. What would your do and why? What are the advantages and disadvantages of such a strategy? Is this good for long-term growth?

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Solution Summary

This solution discusses different strategies for sales, in particular the advantages and disadvantages of overselling customers. Examples are included.

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I would work with my manager to convince him that this strategy was not in the best interest of our long-term business. I would point out that although we may initially gain greater profits, and thus larger bonuses, in the long run, ...

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Sally Baldwin, Ed.D
Education
  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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