Sales Management Strategies Analysis: Tremonti Spa Case Study

This case study examines the sales management practices of Tremonti Spa, a small Italian company specializing in machines for assembling electronic components. The analysis focuses on the challenges faced by the export manager, Mr. Lesca, including delivery delays, customer communication, and the complexities of international negotiations, particularly with Japanese clients. The paper reviews scenarios highlighting the need for improved communication, proactive problem-solving, and cultural sensitivity in sales management. It also underscores the importance of building trust and understanding cultural nuances in international business ventures, as demonstrated by Lesca's interactions and perceptions. The study references the impact of subcontracting on production schedules and the need for strategic improvements to maintain customer satisfaction and foster business growth, providing insights into effective sales management strategies within a small to medium-sized enterprise.

RUNNING HEAD: SALES MANAGEMENT 0
SALES MANAGEMENT
This paper reviews the case study of Tremonti spa showing the
adoption of various methods and strategies of sales management in
order to solve the problems or issues arising within the organization. 2019

SALES MANAGEMENT 1
Scenario I
1. As an export manager, Lesca should have informed the American customer about the
delay in delivery of the second machine, during the next visit of the American
customer for the third machine. As the American client was enthusiastic to order the
third machine since the first one has been working pleasingly from the last six
months.
2. This is in regard of your order, which you placed in our company Trimonti Spa. We
genuinely make an apology to you for the suspension in the delivery of the product
you ordered from us. Due to irregular working in the manufacturing department, this
problem has been caused to you. We are flooded with a bulky number of orders this
month and all this has led to this delay.
We are trying our level best to diminish this delay in service as much as possible to
decrease the problem faced by you. We have fortified our departments with additional
number of personnel.
You are a helpful and a devoted client of our company since years, and we appreciative
your obligations towards us. To certify that this predicament does not take place in the
future again, we have taken all safety steps. Formerly again, we apologize to you for all
the difficulties caused because of us. We would escalate you support on this matter.
Scenario II
After flying back from United States, Leska should have acted towards the people in a
gentle way and must reply them in a proper manner, keeping aside different nationalities
or cultures of the people.
Scenario III
As an export manager of Trimonti spa, Mr. Lesca should allocate hios efforts spending
some more time in the organization and improve the disfunctioning in the delivery dates.
By doing so, chances for further upcoming issues regarding delivery will be reduced
which will help to gain trust of the customers again.( Mullins & Panagopoulos, 2019)
Proper information should be provided about the product and should communicate in
case any changes to be made.

SALES MANAGEMENT 2
Scenario IV
1. For preparing a negotiation of marketing joint venture, Leska could gather the
information about the Japanese people and culture through visiting the business trip to
japan, where he learned about the potential of the Japanese market for selling or
servicing their machines in Japanese market.
Through the business trip, Leska came to know that Japanese are not easy to deal with, as
they are very polite, gentle and courteous which makes him letting know the behavior
and nature of the people of japan.
2. “Frankly, I do not trust them” said by Leska ensures that he did not have any trust on
Japanese people. However, for such joint venture, trust is necessary to build between
the parties where they can have a mutual decision making regarding any deal.
References
Mullins, R. R., & Panagopoulos, N. G. (2019). Understanding the theory and practice of
team selling: An introduction to the special section and recommendations on advancing sales
team research. Industrial Marketing Management, 77, 1-3.