selling and sales management
ASSIGNMENT TOPIC
Select one company in your country or region that has a sales force. The company and/or the sales force can be real or a composite of several situations that you have heard or read about, or experienced. Apply principles that you have learnt in this subject to that company’s sales function to judge its effectiveness about:
- How well it fits into marketing and other parts of an organization; intelligence gathering is included within this function.
- How well it knows how consumers and organizations behave when buying goods and services.
- How well it knows and develops skills for two sales techniques such personal selling, key account management, relationship selling, direct marketing and Internet and IT applications in selling and sales management; negotiation could be one of those techniques.
EXECUTIVE SUMMARY
The purpose of this paper is to outline the selling and sales management that occurs at Rentokil Trinidad. The paper first explains the difference between selling and sales management. It then looks at how the sales department fits into the organization by integrating with other departments such as the marketing department. It further identifies how well the salespeople can establish consumer and organizational buying behaviors and the strategies the sales manager in collaboration with other managers take to meet the company objectives and the techniques the salespeople use when attempting to make a sale. The paper would then conclude that Rentokil sales department is a very integrated and important part of the company and will finally set some recommendations that the firm can consider to its sales force to help in sales, such as a different sales technique.
Table of Contents
1. INTRODUCTION 7
2. COMPANY’S OVERVIEW 8
2.1 WHO IS RENTOKIL? 8
2.2 COMPANY BACKGROUND 8
3. CONSUMER AND ORGANISATIONAL BUYING BEHAVIOR 10
3.1 CONSUMER BUYER 10
3.2 ORGANISATION BUYER 11
Select one company in your country or region that has a sales force. The company and/or the sales force can be real or a composite of several situations that you have heard or read about, or experienced. Apply principles that you have learnt in this subject to that company’s sales function to judge its effectiveness about:
- How well it fits into marketing and other parts of an organization; intelligence gathering is included within this function.
- How well it knows how consumers and organizations behave when buying goods and services.
- How well it knows and develops skills for two sales techniques such personal selling, key account management, relationship selling, direct marketing and Internet and IT applications in selling and sales management; negotiation could be one of those techniques.
EXECUTIVE SUMMARY
The purpose of this paper is to outline the selling and sales management that occurs at Rentokil Trinidad. The paper first explains the difference between selling and sales management. It then looks at how the sales department fits into the organization by integrating with other departments such as the marketing department. It further identifies how well the salespeople can establish consumer and organizational buying behaviors and the strategies the sales manager in collaboration with other managers take to meet the company objectives and the techniques the salespeople use when attempting to make a sale. The paper would then conclude that Rentokil sales department is a very integrated and important part of the company and will finally set some recommendations that the firm can consider to its sales force to help in sales, such as a different sales technique.
Table of Contents
1. INTRODUCTION 7
2. COMPANY’S OVERVIEW 8
2.1 WHO IS RENTOKIL? 8
2.2 COMPANY BACKGROUND 8
3. CONSUMER AND ORGANISATIONAL BUYING BEHAVIOR 10
3.1 CONSUMER BUYER 10
3.2 ORGANISATION BUYER 11