TransSprech Case Study: Sales & Marketing Analysis

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SALES AND MANAGEMENT
STRATEGIES
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Table of Contents
INTRODUCTION........................................................................................................................3
BACKGROUND..........................................................................................................................4
EVALUATION OF CASE..............................................................................................................5
SUGGESTED CHANGES..............................................................................................................6
RECOMMENDATIONS...............................................................................................................7
CONCLUSION............................................................................................................................8
REFERENCES............................................................................................................................. 9
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INTRODUCTION
The success of an organization has been defined by the accurate management of sales and
personal selling techniques being applied over the business development plan of an
organization. Sales management has been defined as the critical term in the development of
compensation and wages along with determining the motivation and training programs as
per the requirement of an organization (Ingram et al., 2015).
As the consultant of an international management strategy firm, there are the various set of
strategies which are being implemented according to the need and growth of an
organization. In the report, one of the firms which have been consulted with our
organization is named as TransSprech. The strategies for this firm has been approached by
the CEO named as Mr. Hans Wursching. The current strategies and recommendations over
the implementation of the best strategy have been discussed in the report (Ingram et al.,
2015).
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BACKGROUND
On evaluating the entire case study, It has been found that the company named TransSpech
is recognized as the newly formed company in the sector of the cellular phone services. The
company has its headquarters in Stuttgart, Germany. As the company has achieved its
existence in Europe and US, it aims to expand its market over the various other parties of
the world. It has established the management and marketing strategy which helps the
company to achieve the next level of growth and development (Albers et al., 2015).
The corporate offices of the company have been maintained in various cities and locations
defined all over the world. The set of retail sales and customer service outlets are conducted
over the website of the company. On analyzing and evaluating the overall background of the
company in terms of evaluating its sales and marketing strategies, it has been found that no
sales force has been defined by the company (Albers et al., 2015). On critically analyzing the
background and functions of the company, it has been found that the development of
products at the early stage has resulted in the new problems related to the technical issues.
To overcome the discussed problem, Mr. Wursching aims to establish an effective
management plan defining the customer relationship by enhancing customer retention and
loyalty. This has been achieved by having the group of the well-trained operators in place
(Laudon and Laudon, 2016).
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EVALUATION OF CASE
As a consultant, it has been evaluated that the major areas which need to be focused are
the marketing strategy of the company including the four basic elements product, price,
promotion, and distribution. Another aspect of the study which is focused on is strategies
being defined to make healthy customer and management strategies (Laudon and Laudon,
2016).
As per the analysis, the target of the company is companies and individuals which aims to
have the best cellular services worldwide. It includes the customers who wills to pay the
premium for achieving the defined services. The company needs to establish a customer
base to establish a stable business environment (Gallino et al., 2016).
The marketing strategy of the company is evaluated as:
Product: It provides the set of services according to the aim of fulfilling the demands and
needs of the customers. The company provides complete coverage in countries like the US
and Europe by implementing the network-based over the satellite GSM with the complete
coverage.
Place: The Company has its headquarters in Stuttgart, Germany. As the company has
achieved its existence in Europe and US, it aims to expand its market over the various other
parties of the world. It has established the management and marketing strategy which helps
the company to achieve the next level of growth and development (Gallino et al., 2016).
Price: To attract the majority of the customers towards the company, it will charge lower
prices for delivering its products and services. It majorly focuses on the low pricing strategy.
This offers discounts on services to enhance the customer’s loyalty.
Promotion: It includes a set of all communication channels enhancing the awareness and
popularity of services and phones. In terms of developing a high level of the profit
generation, the company has retained the Berlin-based public relations and advertising
agency to develop the all over campaign of advertising the unique features of the company
(Holloway, 2016).
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SUGGESTED CHANGES
To enhance the huge part of the market, the company must focus on the promotion of its
services and phones. To increase the sales of the company, two different options are
suggested which are defined as personal selling and advertising. By defining personal selling,
the sales of mobile phones can be improved by creating a healthy relationship with
customers. On analyzing the entire case study, advertising is defined as the best option for
the company to enhance the sales of phones. It will help in saving the time of the company
(Holloway, 2016).
As per the marketing strategy advertising is the best option for the company. As it serves as
the way of attracting the national as well as the international customers towards the
company, along with this the proper training must be provided to the salespeople increasing
the promotional level and customers over the company (Holloway, 2016).
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RECOMMENDATIONS
As a consultant of international management strategy firm, the questions which can be
asked by me to Mr.Wursching is what type of the services will TransSprech provide to our
company in case if our company takes the services from TransSprech. Another question
which can be asked is the services and products delivered by the company are reliable?
I will recommend Mr. Wursching to deliver the set of services over an organization after
analyzing the culture of the company. The company must follow the policies and procedures
of an organizational firm. It is recommended for the company to maintain a strong
relationship with our company and offer high quality of services (Guenzi et al., 2016). In
terms of having proper management, the company must provide proper training which
enhances the sales team to determine higher qualities of the phone to the people. The high
amount of incentives can be also provided by the company to the sales team which will
increase the performance and motivation level of employees working in the company and
helps in achieving overall growth and success of the company (Guenzi et al., 2016).
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CONCLUSION
As the consultant of an international management strategy firm, there are the various set of
strategies which are being implemented according to the need and growth of an
organization. In the report, one of the firms which have been consulted with our
organization is named as TransSprech. The strategies for this firm has been approached by
the CEO named as Mr. Hans Wursching. The current strategies and recommendations over
the implementation of the best strategy have been discussed in the report (Ingram et al.,
2015).
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REFERENCES
Albers, S., Raman, K. and Lee, N., 2015. Trends in optimization models of sales force
management. Journal of Personal Selling & Sales Management, 35(4), pp.275-291.
Gallino, S., Moreno, A. and Stamatopoulos, I., 2016. Channel integration, sales dispersion,
and inventory management. Management Science, 63(9), pp.2813-2831.
Guenzi, P., Sajtos, L. and Troilo, G., 2016. The dual mechanism of sales capabilities in
influencing organizational performance. Journal of Business Research, 69(9), pp.3707-3713.
Holloway, J., 2016. Stakeholder management should learn from sales and marketing. Further
Advances in Project Management: Guided Exploration in Unfamiliar Landscapes (1st. Ed).
New York: Gower Book, p.236.
Ingram, T.N., LaForge, R.W., Williams, M.R. and Schwepker Jr, C.H., 2015. Sales
management: Analysis and decision making. Routledge
Laudon, K.C., and Laudon, J.P., 2016. Management information system. Pearson Education
India.
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