Sales Force Management System : Assignment
8 Pages2017 Words210 Views
Added on 2021-01-03
Sales Force Management System : Assignment
Added on 2021-01-03
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Sales Force/SalesProcess/Relationship sellingtechnique for Scholfield Honda
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1MAIN BODY...................................................................................................................................11. Sales force management and its significance.....................................................................12. Sales process.......................................................................................................................23. Relationship selling techniques used by Scholfield Honda................................................24. Dangers car dealerships encounter because of their heavy reliance on sales promotions..35. Suggestion of ways to overcome possible obstacles that a car dealership may encounter4CONCLUSION................................................................................................................................4REFERENCES................................................................................................................................6
INTRODUCTION Sales force management is an information management system and tools that are used bycompany to track and manage its sales force production activity. Presented project report is abrief study material based on sales force management in which Scholfield Honda which deals inHonda vehicles and is the largest dealer in state. This paper creates understanding of sales forcemanagement with its importance in the organization accompanied by sales process and consumerdecision process. Further, relationship selling techniques which are used by Scholfield Honda areelaborated with examples from the given case study. Moreover, emphasis is also given todangers and challenges that car dealership encounter due to heavy reliance on sales promotionwith their ways and suggestion to overcome them. MAIN BODY1. Sales force management and its significanceSales force management is an information management system and tools that are used bycompany to track and manage its sales force production activity. Basically, Scholfield Hondamake use of CRM software. Its significance is as follows:Improves Product Development: It includes keeping sales staff in touch with customersto watch competition and to determine that product line is relevant or not. Regularreviews are taken to assure the optimal product or service in order to generate high sales,volumes and profit margins.Optimizes Distribution: Sales management program provides company withinformation related to products sold as well as place of making sales. It also evaluates thedistribution methods and maximises their use (Andzulis, Panagopoulos and Rapp, 2012).In order to improve retail sales, it is also possible that better retailer training is needed tobe provided, more store promotions and change in product packaging are also required. Better Financial Decisions: Lowest profit margins from best selling products can causea burden on company's production and administration departments. As, sales forcemanagement provide detailed sales report with information related to overhead andproduction costs which can lead to better financial decisions. It also gives emphasis to theprofit contribution, impact of carrying each product on operations and opportunity cost. Improves Staff Quality: Recruiting, training and managing sales staff is the main job ofsales force management program. This includes, their personal development with skills1
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