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Team E Michael Spychalski , Mia Millevoi, James Kishbaugh , Jenna Germeroth , & Yuan-Yu Cheng

Team E Michael Spychalski , Mia Millevoi, James Kishbaugh , Jenna Germeroth , & Yuan-Yu Cheng. Dr. George Chressanthis , Sales and Sales Management – MKTG 3504. Table of Contents. The Company and It’s P roducts Research and Analysis Recommendations Implementation References.

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Team E Michael Spychalski , Mia Millevoi, James Kishbaugh , Jenna Germeroth , & Yuan-Yu Cheng

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  1. Team E Michael Spychalski, Mia Millevoi, James Kishbaugh, Jenna Germeroth, & Yuan-Yu Cheng Dr. George Chressanthis, Sales and Sales Management – MKTG 3504

  2. Table of Contents • The Company and It’s Products • Research and Analysis • Recommendations • Implementation • References

  3. Clean the Air • Non-toxic, eco-friendly, fragrance free, extremely effective air purifier that absorbs odors, bacteria, harmful pollutants and allergens • Use anywhere like your car, gym bag, diaper bag, etc. • 100% Moso bamboo charcoal • Alternative to standard air fresheners

  4. The Products • Residential and commercial use • Three different sizes- 50g Mini Moso Bag- 200g Moso Bag- 500g Moso Bag • The charcoal that is inside of Moso Bags is made out of timber bamboo from China

  5. Company Structure Our Sales Contact

  6. Sales by Channel Hypothesis: The sales force needs to be more focused and targeted to drive consistent sales Based on info from 2012 financial statements

  7. The Client/Revenue Retention Results are Inconsistent

  8. Tradeshow Sales Results & Their Effect on the 80/20 Rule • The 80/20 Rule showed that 80% of their business came from .9% of their customers. These customers came from the Chicago Trade Show. • This makes the company itself very volatile. • Our suggestion is to strengthen their other sales channels and create a more consistent sales force.

  9. Sales Effectiveness Drivers(Currently Lacking or Non-Existent) Current Sales Manager is an excellent Salesperson… Great Sales Reps do not make Great Sales Managers!

  10. Option 2: Hire New Recommendations • Option 1: Train Current

  11. Option 1: Train The Current Sales ManagerFormal Training Programs: Online & Classroom Setting • Sales and Sales Management training • Management and Leadership training for business owners and senior executive • Negotiations training • Customer Service training • Inside Sales and Support training • Coaching and Mentoring • Sandler Training • 12 Week Course • $1800 • 40 years in Business • 220 Locations • CRM System

  12. Learning & Development: The Key to Delivering Sales Results • Efficient and effective sales training will provide the necessary skill set to help better manage the sales team • Currently no training in place as well as no formal training for the CEO • CEO should take sales management training class in hopes of bettering the sales team which is lacking in consistency • According to The Journal of Personal selling & sales management, “a significantly higher percentage of small companies than large reported that marketing managers served as instructors in the sales management training programs.” • There should be a manager with some background to help build selling skills and be more of a coach

  13. Option 2: Hire an Experienced Sales Manager • Changes company structure to alleviate pressure on current employees • Allocates workload in a more focused approach • Implements Sales Effectiveness Drivers Uninterrupted by Operations • Starts the in-house sales team recruitment process • More expensive but better long term results

  14. Plan to Implement New System in Order to Train Sales Reps for New & Existing Accounts • Rotate reps during trade shows to ensure a more uniform sales force and enforce L&D through company culture • Track and monitor sales reps using a new CRM system to ensure they’re hitting goals • Use new knowledge to help build the sales forces’ grasp on selling B2B • Daily updates for salespeople to show what sales are being made on a day to day basis along with monthly, quarterly and annual goals

  15. References • http://www.marketingprofs.com/5/syrett10.asp

  16. Contact Info • Julie Bosak (sales rep) • Email: julie@mosonatural.com • Phone: 877-322-6911 • (Just ask for Julie) • Web: mosonatural.com

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