The type of sales force is chosen based on the geographic location of the custom
ID: 373834 • Letter: T
Question
The type of sales force is chosen based on the geographic location of the customers, product-based or client-based. Personally speaking, I would prefer geographic location for the sales force structuring because the geographic locations helps the sales team to have an in-depth knowledge on the target market and the customers. This is very important for sales professionals to maximize their sales. In order to shorten the sales cycle, the below mentioned factors need to be considered: Is the lead is genuine? Determine if the sales process is effect or not. How much of the product information is shared to the customers? Is the right Unique Selling Propositions (USP) highlighted to induce the interest in the customers? Is the sales professional able to guide the customers to take the decision? Does he have control over the sales presentation? If the sales deal is a success, then the sales professional needs to retain the customers. Otherwise, the sales professional needs to understand ‘why’ the customer did not buy the product/service. In an organization where marketing and sales does not get along very well, I would analyze the reasons behind the loss of sales. The reason can be either be marketing or the sales force. Marketing does not yield results when the right message about the product or service does not reach the targeted audience. The quality leads are not converted into sales because of inadequate training to the sales professional. Once these issues are addressed, the organization will reap success in maximizing the sales which in turn results in profits for the company.Explanation / Answer
1. What type of sales force would you utilize and why?
2. What marketing activities could help you shorten the sales cycle and how?
3. In many organizations, marketing and sales do not get along very well. Describe what you would expect to be the results in an organization such as this.
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