MKT352: Developing a New Sales Strategy for a Company of Your Choice: Sales Management Report, SUSS, Singapore

Assignment Title: Developing a New Sales Strategy for a Company of Your Choice.

Learning Outcomes

1. Critically assess the main approaches to strategic sales management.
2. Assess the global sales environment and critically evaluate its impact on sales strategy formulation for a given global organization.
3. Evaluate the current strategic sales management practices in an organization and identity and critically evaluate suggestions for improvement of these practices.
4. Construct and apply models for sales strategy implementation.
5. Synthesise and critically evaluate a strategic sales analysis and plan for a global organization.

Your Task: ‘In the same way that selling has become more professional, so too has the nature and role of sales management. The emphasis is on the word management. Increasingly, those involved in management are being called upon to exercise in a professional way the key duties of all managers, namely: planning, organizing, and controlling.

You have recently been appointed as the European regional sales director for a global B2B company of your choice. The company is headquartered in The UK and the sales force is organized in such a way that each national sales director is directly reporting to you. Most sales directors have been with the company for many years, and the selling approach can best be defined as product-oriented. However, due to increased competitive price pressure, the company needs to adopt a more marketing-oriented approach.

Your task is to write a report for top management that indicates how this change in orientation can be achieved. Your report should address the following tasks:

1) Critically review the differences between product, sales, and marketing orientation and the importance of seamless alignment between the strategic marketing plan and the strategic sales plan. LO1, LO2
2) Critically evaluate the current sales strategy of the company and indicate how this strategy should be changed in order to become more marketing-oriented. Specifically, highlight the role of sales force automation in modern selling. LO3, LO5
3) Based on the new sales strategy, develop an improved motivation and training plan and a sales force evaluation process. LO4