This Individual Integrated Assignment (IIA) examines the "Art of Management" within the context of an effective sales organization, focusing on Fonterra Brands Sri Lanka. The project begins by analyzing how an effective sales organization aids sales managers in conducting sales forecasts, highlighting the benefits such as streamlined communication, accurate data collection, and performance evaluation. The assignment then proposes changes to Fonterra's sales organization design to anticipate digitalization, discussing the pros and cons of these changes. Finally, it designs a strategic sales plan for Fonterra, incorporating business goals, SWOT analysis, sales objectives, tactics, and an implementation plan. The methodology involves gathering both primary and secondary data to provide a comprehensive overview of Fonterra's sales strategies and organizational structure. The project emphasizes the importance of an efficient sales organization in driving the company towards achieving its objectives and goals effectively, especially in a large-scale operation like Fonterra, which serves a global market.
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