ASSIGNMENT ON INTERNATIONAL SALES MANAGEMENT.

Running head: INTERNATIONAL SALES MANAGEMENT
INTERNATIONAL SALES MANAGEMENT
Name of the student
Name of the university
Author note

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Table of Contents
Toyota background..........................................................................................................................2
Appraisal of the sales force of the organization..............................................................................2
Sales forecasting of Toyota.............................................................................................................9
Sales program of Toyota................................................................................................................10
Recruitment and selection of skilled employees.......................................................................10
Motivation of salespeople..........................................................................................................12
Rewards and incentives.............................................................................................................14
Sales training approach..............................................................................................................15
KPI.............................................................................................................................................17
Conclusion.....................................................................................................................................18
References......................................................................................................................................20

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Toyota background
The concerned organization, Toyota Motor Corporation, is a Japanese multinational
organization, which aimed at manufacturing automotive vehicles (TOYOTA CORPORATION.,
2019). The business is headquartered in Toyota, Aichi and is considered as one of the sixth
largest company in the world by revenue (TOYOTA CORPORATION., 2019). The different
changes that are planned by the organization enabled the same in retaining the operational safety
and security of the operations as per the needs of the venture. The major aim of the organization
is to provide cost effective propositions as per the needs of the customers.
The concerned venture considers both B2B and B2C sales with the objective of gaining a
competitive edge in the different markets. The frequent innovations that are made by the
business in the organizational processes encouraged the growth and expansion of the same. The
continuous innovations in the propositions also encouraged the growth of the hybrid vehicles in
relatively affordable costs, which again permitted the venture in gaining the attention of the
prospective customers (TOYOTA CORPORATION., 2019). Royer (2019) stated that the
continuous innovations in an organization enables the same in improving the market position of
the same. The different strategic discourses that are employed by Toyota enabled the same in
retaining the trust and loyalty of the primary and secondary customers. Therefore, the research
will consider the sales force and the resources that Toyota incorporates with the objective of
improving the B2B operations.
Appraisal of the sales force of the organization
The organized sales force of an organization is reliant on the knowledge of the
propositions and the manner in which the customers might be made aware of the different

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changes as per the needs of the venture. In this relation, the sales resource of the concerned
organization is managed through interconnectedness of the stakeholders. The concerned
organization took the initiative of creating dedicated portals for reinforcing interconnectedness
among the employees. Möller and Parvinen (2015) stated that the sales resource and sales force
are greatly dependent on the knowledge of the propositions and improved customer
relationships. In this relation, communication with the stakeholders play an important role for the
organization in empowering the knowledge of the processes.
The trust and confidence of the customers on the organization plays an important role in
improving the position of the venture. In this relation, the continuous innovations that are made
by the business while implementing concepts relating to Kaizen and Lean production enabled the
same in improving the propositions that are being made by the venture (TOYOTA
CORPORATION., 2019). The different changes in the organizational operations are based on
the effective functioning of the different systems as per the needs of the venture. It has been
noted that the application of the lean principles in the manufacturing process enabled the venture
in gaining significant grounds on the different changes as per the needs of the venture. The
concerned organization is infested with the responsibility of developing the performance of the
production processes through the induction of different techniques like the Kaizen.
Toyota formed dedicated portals for the stakeholders and the sales executives for making
the same aware of the diverse new propositions that are being created by the organization (Li,
2018). The extensive knowledge on the propositions would allow the sales executives of the
organization in negotiating with the B2B customers while making the same aware of the new
opportunities that the propositions would create for their brands (Bothe & Grab, 2018). It has
been noted that Toyota has brought different improvements in the Hybrid models, which is

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largely demanded by the organizations. On the other hand, the environmental concerns has
greatly influenced the growth of electronic vehicles in the automotive sectors (Reinartz &
Berkmann, 2018).
Most of the companies like Ford and GM (General Motors) have bought designs of the
hybrid technology that was developed by the concerned venture (TOYOTA CORPORATION.,
2019). The knowledge of the sale executives and the customer care executives relating to the
propositions aimed at influencing and assisting the businesses while making the same aware of
the benefits of the technologies. Lüke et al., (2019) stated that the key modifications in the
organizational operations are based on the transmission of knowledge and the active participation
of the employees in the different processes. In this relation, Toyota took the initiative of
providing the employees with live presentations and open discussions for making the same aware
of the technological developments. Therefore, efficient knowledge transmissions permitted the
operations as per the needs of the venture while operating in the different markets as per the
needs of the venture.
On the other hand, the customer relationships of the organization are induced through the
utilization of meetings and negotiation with the chief businesses to which the concerned venture
is planning to develop the resources. Royer (2019) stated that the efficient communication with
the customers and the other stakeholders of the business allows an organization in retaining the
trust and loyalty of the customers while operating in the different markets. Therefore, the
concerned venture focused more on developing efficient communication with the different
business level stakeholders for improving relations. It has been noted that the concerned venture
made use of the B2B sales through the utilization of the online auctioning of the propositions.

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The online auctioning platforms was utilized by Toyota for establishing efficient contacts with
the business customers for making the B2B sales (Gammoh et al., 2018).
The concerned venture aimed at inducing the values of monozukuri (manufacturing)
which responds to the changing needs of the customers (Rouziès & Onyemah, 2018). The
concept of monozukuri is influenced by the improvements in the product, marketing and
management quality in the organizational portfolio. It has been noted that Toyota specialize in
continuous improvements in the processes while training the employees with the objective of
enhancing the skills for providing increased assistance to the business corporations. The
continuous innovations that are made by the organization in the field of hybrid vehicles
permitted the venture in gaining over the trust and confidence of the businesses. Moreover, the
customer- first approach of the venture critically enabled the same in retaining the trust and
loyalty of the customers while operating in the diverse markets (Nguyen et al., 2019). It has been
noted that the emergence of the need of electronic vehicles brought about significant changes in
the propositions that are to be made by the businesses. In this relation, the concerned venture
supported the growth of the electronic vehicles through selling their hybrid technologies to
different other brands.
The attempts of continuous development in the line of technologies and the quality
improvement related objectives permitted the venture in empowering their sales through
improved negotiation. Negotiations and effective communication with the customers through the
events and promotions along with assistance in the time of auctions permitted Toyota in gaining
over the trust of the business customers (TOYOTA CORPORATION., 2019). Therefore, the
policies and procedures that are initiated by the organization through the improved knowledge of