Sales Management of a2 Milk Company (New Zealand) Report

This report provides a comprehensive analysis of the sales management practices of a2 Milk Company, focusing on its operations in Australia. The report begins with an introduction outlining the scope of the paper, which includes prospecting, territory management, and territory analysis. The discussion section delves into the company's background, vision, and values, along with its product range and competitive environment. A detailed FAB (Features, Advantages, Benefits) analysis compares a2 Milk Company's products with competitors to create a buying guide. Furthermore, the report constructs an ideal customer profile and identifies five businesses that align with this profile, providing justifications for their selection. The paper also covers territory and personal annual sales goal design, 4-Quadrant Opportunity Matrix design, portfolio analysis, territory routing maps, organizational structure of the sales team, and individual activity plans to meet the set goals. The report concludes with a summary of the key findings and a bibliography of the sources used.