Sales efforts - Buying Situations - Problems with bad sales teams

Outline what you believe to be wrong with the sales efforts at Gardnov Ltd.

1.

The respective(a) nature of the buying situation means that there ar many different types and functions of change. In the case of Gardnov Ltd., the sales efforts and practises do not seem to be in place and surgical operation effectively.

The problems seem to begin with the advertising of the businesses products and the distri moreoverion of its catalogues. The present organization involves mailing the catalogue out to garden centres and retail outlets passim the UK regardless of whether or not they are lively customers(1). This whitethorn well cause problems with customers; new customers should be receiving the catalogue and existing customers should perhaps be receiving a courtesy phone-c only or anticipate to take any orders. Sending out catalogues to existing customers is an additional unnecessary expense and reflects badly on the business. The sales oriented firm focuses all its efforts on not how to produce the product, but how to ensure that the product is sold in a focal point that revolves around the customer. This is achieved by the sales police squad up in Gardnov travelling to customers and promoting Gardnov.



Jobber and Lancaster define the type of selling that the sales police squad adopt: Order getters (these are the front-line salespeople), New business salespeople (the selling task is to win new business) and finally Organisational salespeople (they have the personal credit line of maintaining close links with existing customers). It appears that the task of each sales representative is so varied that perhaps a system where the team are separated into one of the three ways would mark the sales function more effective. Furthermore, the team are all male. For a customer, perhaps an all male team may seem slightly imposing and daunting - a female presence should be experimented with.

The...

If you want to get a full essay, order it on our website: Orderessay



If you want to get a full essay, wisit our page: write my essay .