Major Assignment Questions For Options A By Xiaowei Sun 
Sales Management (Romano Pitesti Case)
A Comparison of the Sales Cultures between Tickford Flexible Products and Samuel Jones Ltd
A sales culture within any organization is defined based on the predetermined strategic objectives. A good sales culture will promote customer-company relationship hence creating brand loyalty effective for business growth. An organization that lacks an effective sales culture will always have increased customer complaints and lower sales performance. A company's sales culture is directed at driving the thinking efforts towards customer success. It calls for the instigation of an effective sales force that would improve the communication and at the same time ensure the company meets its goals and objectives of profit maximization. Drawing a comparison between the two companies, Tickford Flexible Products and Samuel Jones Ltd before acquisition, the two sales cultures tend to show clear lines of differences (Baldauf et al, 2002).
To have a comparative analysis, the stepping-stone is to gain a better understanding of what makes up a sales culture. The introduction began by giving a definition while the second part will seek to outline the qualities of an effective sales culture. An organization seeking to have an effective sales culture should put both the sales force and the customer at the center of its activities. The sales force is always in constant communication with the customers while customers look for maximum satisfaction. Having the right sales force calls for an analysis of the employee's personality and level of agreeableness. Sales managers stand in between as intermediaries in order to gain a better understanding of their employees for an effective working atmosphere (Donaldson, 2007).
The difference in culture of the two companies is depicted in the behavior of Romano Pitesti. A closer analysis of the conversation ensuing between him and his boss David is a depiction of two diverse cultures in existence.
A Comparison of the Sales Cultures between Tickford Flexible Products and Samuel Jones Ltd
A sales culture within any organization is defined based on the predetermined strategic objectives. A good sales culture will promote customer-company relationship hence creating brand loyalty effective for business growth. An organization that lacks an effective sales culture will always have increased customer complaints and lower sales performance. A company's sales culture is directed at driving the thinking efforts towards customer success. It calls for the instigation of an effective sales force that would improve the communication and at the same time ensure the company meets its goals and objectives of profit maximization. Drawing a comparison between the two companies, Tickford Flexible Products and Samuel Jones Ltd before acquisition, the two sales cultures tend to show clear lines of differences (Baldauf et al, 2002).
To have a comparative analysis, the stepping-stone is to gain a better understanding of what makes up a sales culture. The introduction began by giving a definition while the second part will seek to outline the qualities of an effective sales culture. An organization seeking to have an effective sales culture should put both the sales force and the customer at the center of its activities. The sales force is always in constant communication with the customers while customers look for maximum satisfaction. Having the right sales force calls for an analysis of the employee's personality and level of agreeableness. Sales managers stand in between as intermediaries in order to gain a better understanding of their employees for an effective working atmosphere (Donaldson, 2007).
The difference in culture of the two companies is depicted in the behavior of Romano Pitesti. A closer analysis of the conversation ensuing between him and his boss David is a depiction of two diverse cultures in existence.