BMA609 Assignment 1: Sales Management and Marketing Strategies Report

This report provides a comprehensive analysis of the sales management and marketing strategies of TransSprech, A.G., a cellular phone service provider. The report begins with an introduction, followed by an examination of the company's marketing mix, including product, price, place, and promotion. It then delves into the methods of promoting the product, discussing the use of advertising and personal selling. The report identifies key sales issues, such as the lack of physical customer service locations and a focus on corporate consumers, and provides detailed recommendations to address these challenges. These recommendations include adopting promotional methods, offering discounts, opening physical stores, and expanding the customer base to include individual consumers. The report concludes by summarizing the findings and emphasizing the need for TransSprech to implement effective strategies to compete in the market.

Running Head: Sales Management and Personal Selling 0
Sales Management and Personal
Selling
(Student Name)

Sales Management and Personal Selling 1
Table of Contents
Introduction......................................................................................................................................2
Marketing Mix Analysis..................................................................................................................2
Manner of Promoting Product.........................................................................................................2
Sales Issues......................................................................................................................................3
Recommendations............................................................................................................................3
Conclusion.......................................................................................................................................4
References........................................................................................................................................5

Sales Management and Personal Selling 2
Introduction
Marketing play a vital role to attract maximum number of consumers in an effective manner.
TransSprech, A.G., is one of the newly formed cellular phone service that has expended its
business in the country United State as well as Europe with other countries. The company wants
to enhance its sales for which it is required for them to adopt effective marketing strategies to
attract maximum consumers in the competitive market (Datta, Ailawadiand Van Heerde, 2017).
In the following part there will be detailed analysis of the services that the company is provided
in the market as well as the strategies that has been adopted by the company. The issues of sales
will also be analyzed in the report according to which proper recommendation will be provided
to the company to cope up from the challenge that the company is facing.
Marketing Mix Analysis
In order to analyze the current strategies the company has covered the following part as they are
explained in below points:
Product: the company offer cellular phone services to its consumers. The phones are similar to
the competitor. However, the company provides the satellite network more advanced that made
them competitive in the market.
Price: the company offers its services at high prices. It offers individual consumers four different
cost plans and also five different options for phones as well. The corporate consumers provided a
facility to negotiate the variation within the existing option as they are the more valuable
consumers due to the reason they provide great business to the company (Bahadir, Bharadwaj
and Srivastava, 2015).
Place or Distribution: the company expanded its business in the international market it
maintains the corporate office in most of the developed countries around the globe. The
consumers’ services store as well as retail sales are manages through the website of the
organization and through licensed electronic retailers.

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Promotion: the company is connected with public relation agency as well as Berlin based
advertising agency to design advertisement campaign in the international market. The company
already targeted its European consumers through Print and TV advertisement and it will be
shown in the market of US as well (Zhang et al., 2016).
Manner of Promoting Product
Advertising as well as personal selling are the two major elements of the promotion mix that is
employed by the company to reach the objective of communication in an effective manner. The
company has two options whether it can promote its product through personal training or through
advertisement. Therefore, according to the analysis, the company should adopt personal selling
when it target small market for its product. The company can select small segment for personal
selling to target its consumers. It can adopt such method when the company will target corporate
forms in the market. Through direct international it can enhance its sales in an effective manner
(Khandelwal, 2016)
The company can adopt advertising method when it is planning for the company to target large
segment through spreading awareness bot the product. The company can use such method to
target large number of consumers in the international market. As the company enter in the
international market therefore, it is feasible for the company to target its consumers through the
method of advertisement. Te focus of the company should be on advertising as it is one of the
cheapest methods to reach out maximum number of consumers in limited period of time (Snyder
and Garcia-Garcia, 2016)
Sales Issues
The main issues that occur while analyzing the case of the company are explained in below
points:
 It does not maintain its own consumer service o retail location. It generates the issue of
lack of trust among the new consumers. The company fails in creating healthy bond with
its consumers due to connecting with them in the form of indirect.

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 The sales force has still not been established by the company to target its consumers. It
creates the issue of lack of creating strong bond in between the consumers and the
company to the certain extent.
 The company mainly focuses over the corporate consumers rather than individual
consumers. Therefore, the company left the large number of population to the certain
extent and target small segment for its product. It bound the company to target particular
consumers rather than cover market as a whole.
 The company offer non discounted product at premium prices that create issue for the
company to compete its competitor to the certain extent.
 The company faces some technical issues in the early stage of the development.
Recommendations
In order to analyze the sales issues of the company there are certain recommendation that is
provided to the company to cope up from the issue that the company is currently facing as they
are explained in the below points:
 The company should adopted promotion method to target is consumers. the company
should offers discounts to its existing consumers to retain them as well as should provide
add on services to the new consumers to attract them in an effective manner.
 The company should open its own stores in the main market to enhance the level of trust
among the new consumers
 The company should enhance its range of o=consumers from corporate consumers to the
individual consumers as it is one of the basic need that individual is also using.
 The company should maintain healthy technical team with great expertise to resolve the
issues in more efficient manner (Ramanathan, Subramanian and Parrott, 2017).
Conclusion
From the above analysis it can be concluded that TransSprech, A.G., should focus over its
operation to compete its competitor in an efficient manner. The company is providing cellular
services to the consumers. The main target segment consumer for the company is corporate
consumers. The company has adopted different marketing strategies to target its consumers.

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Therefore, it is required for the company to adopt advertising method to target large segment of
consumers and should adopt personal selling method to promote its product among corporate
consumers. However, the company faces various challenges such as it face issue in enhancing
and retaining its existing consumers and attracting new consumers. Some technical issues is
faced by the company and many more. Thus, it is required for the company to adopt effective
strategies to compete its competitor in an effective manner.

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References
Bahadir, S.C., Bharadwaj, S.G. and Srivastava, R.K. (2015) Marketing mix and brand sales in
global markets: Examining the contingent role of country-market characteristics. Journal of
International Business Studies, 46(5), pp.596-619.
Datta, H., Ailawadi, K.L. and Van Heerde, H.J. (2017) How well does consumer-based brand
equity align with sales-based brand equity and marketing-mix response?. Journal of
Marketing, 81(3), pp.1-20.
Khandelwal, A. (2016) 'It is Not the Advertising'Alternative Strategies More Effective in Selling
a Product. Available at SSRN 2859588.
Ramanathan, U., Subramanian, N. and Parrott, G. (2017) Role of social media in retail network
operations and marketing to enhance customer satisfaction. International Journal of Operations
& Production Management, 37(1), pp.105-123.
Snyder, J. and Garcia-Garcia, M. (2016) Advertising across platforms: Conditions for
multimedia campaigns: A method for determining optimal media investment and creative
strategies across platforms. Journal of Advertising Research, 56(4), pp.352-367.
Zhang, J.Z., Watson Iv, G.F., Palmatier, R.W. and Dant, R.P. (2016) Dynamic relationship
marketing. Journal of Marketing, 80(5), pp.53-75.