Importance of Sales Force to Strategic Development of a Company
EXECUTIVE SUMMARY The report has discussed the ‘Importance of Sales force to Strategic development of a company’. The case of Auckland Engineering Plc. has been examined and the various problems like higher price and over expenditure on advertising have been discussed. The role that a sales team can play in solving these problems like defending their price by focussing on the quality of the product has been observed.
Sales team play a vital role in gathering up-to date information about the market and help the management of the company in forming growth strategies.” Salespeople operate at the boundaries of their firms with buyer and are in the best position to not only adapt to initial on going changes in the customer needs but also to anticipate customer’s future desires” (Flint 2002) The report also states the much required co-ordination between the advertising and the sales department of Auckland Engineering Plc. and how the transfer of information from the sales department to the advertising department can help in forming effective advertising strategies.
The report also examines the SWOT analysis of Auckland Engineering Plc. and the ways in which it is of relevance to the sales force of the Company. The report suggests the use of TOWS matrix by the sales force to capture Opportunities using Strength and correct weakness to eliminate threats. The report finally discusses the use of Ansoff Matrix by the company and how the sales team plays a crucial role in these development strategies,
CONTENTS
INTRODUCTION 3
ISSUES AND PROBLEM RELEVANT TO THE SALES FORCE 4-5
PROMOTIONAL MIX OF AUCKLAND ENGINEERING PLC. 6-8
RELEVANCE OF SWOT ANALYSIS 9-11
ANSOFF’S MATRIX 12-13
CONCLUSION 14
REFLECTION 15
REFRENCES 16
Appendix 1
Appendix 2
Appendix 3
INTRODUCTION
This report aims to discuss ‘the value and contribution of a sales team to the strategic development of a company’. The case of Auckland Engineering
Sales team play a vital role in gathering up-to date information about the market and help the management of the company in forming growth strategies.” Salespeople operate at the boundaries of their firms with buyer and are in the best position to not only adapt to initial on going changes in the customer needs but also to anticipate customer’s future desires” (Flint 2002) The report also states the much required co-ordination between the advertising and the sales department of Auckland Engineering Plc. and how the transfer of information from the sales department to the advertising department can help in forming effective advertising strategies.
The report also examines the SWOT analysis of Auckland Engineering Plc. and the ways in which it is of relevance to the sales force of the Company. The report suggests the use of TOWS matrix by the sales force to capture Opportunities using Strength and correct weakness to eliminate threats. The report finally discusses the use of Ansoff Matrix by the company and how the sales team plays a crucial role in these development strategies,
CONTENTS
INTRODUCTION 3
ISSUES AND PROBLEM RELEVANT TO THE SALES FORCE 4-5
PROMOTIONAL MIX OF AUCKLAND ENGINEERING PLC. 6-8
RELEVANCE OF SWOT ANALYSIS 9-11
ANSOFF’S MATRIX 12-13
CONCLUSION 14
REFLECTION 15
REFRENCES 16
Appendix 1
Appendix 2
Appendix 3
INTRODUCTION
This report aims to discuss ‘the value and contribution of a sales team to the strategic development of a company’. The case of Auckland Engineering