sales management
Read the 3 case studys carefully and answer each case in no more than 500 words.
Case 1
The South Africa-based company specializes in networking and infrastructure, and networking communications. They were looking for a candidate with a proven track record in networking and selling directly to East Africa. The role was based in South Africa, but included extensive travel to East Africa.
Reporting to the business development manager and focusing on driving sales in and around countries in East Africa, the candidate had to have:
Over five years of sales experience in Africa
Technical knowledge in networking and infrastructure solutions
A strong sales drive
Answer the following question:
As a senior external consultant for this company prepare a detailed recruit development plan and the evaluation process, including the interview questions in order to choose the final candidate.
Case 2
Chip Dipston, VP of Sales for Docuscan, a small independently owned regional document imaging company, is under pressure from company owner Sharon Cooper to increase company sales. Chip initially wanted to hire a couple more salespeople, but given that Sharon was lukewarm to the idea he proposed that the company initiate formal sales training instead. Sharon liked the idea and asked Chip to make it happen. Chip goes about designing a less than optimal training program as he makes some mistakes in properly executing the sales training process. In particular, he does a poor job of assessing sales training needs, setting training objectives, evaluating training alternatives, performing sales training and conducting follow-up and evaluation.
Answer the following questions:
If you were in charge of the training for this salesforce, explain how you would have gone about designing a training program.
Do you believe that the training program outlined in this case will achieve its objectives? Explain.
What kind of reactions might Chip expect from his salespeople after implementing this training program?
Case 3
Gain market share by implementing an effective CRM. In other words, make CRM work for your company, fast and with ease, even if you dont have deep pockets! CRM can benefit any company or business that has customers, and contrary to popular belief, is not just for call centers or large companies.
For most companies, simply offering better products than their competitors is not enough. You need to provide a better quality of service to customers to ensure that they do not take their business elsewhere. Any size company can implement a successful CRM system without breaking the bank to do so.
Answer the following questions:
What is a CRM system?
Why do we need a CRM system in Sales Management?
Why do we hear so much about failed CRM projects?
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