1 / 16

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.

etan
Télécharger la présentation

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

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  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

More Related