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Work based assignment: Sales force management - Case study of a medium sized company operating in the German market
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Work based assignment: Sales force management - Case study of a medium sized company operating in the German market - (Word-count: 10143 words) Author : Matthias Schneider Program : Diploma in Management Studies Year of Program : 2003/2004 Table of Contents 1 Summary 4 1.1 Terms of reference 4 1.2 Summary 4 2 Introduction 5 2.1 Objectives, scope and structure of the report 5 2.2 Background of Studies 6 3 Relevant information and academic theories 6 3.1 Management 6 3.1.1 Definition of management and leadership 6 3.1.2 Human resource management 8 3.1.3 Management by objectives, Performance management and motivational theories 8 3.2 Marketing 10 3.2.1 Definition and development 10 3.2.2 Channels of distribution 12 3.3 Primary Research - The telephone interview 13 3.3.1 Objective and Method 13 3.3.2 Covering Letter (email) and questionnaire 15 3.3.3 Results and Summary 15 4 Analysis of the current situation of the company under review 17 4.1 Sales strategy, sales organisation and economic situation 17 4.1.1 The sales strategy 17 4.1.2 The organisation and structure of the sales force 18 4.1.3 The economic situation of the relevant market 19 4.2 Planning of the Sales organisation 22 4.2.1 The Planning Process 22 4.2.2 Planning of sales figures and activities 24 4.2.3 Budgeting of the sales organisation 24 4.3 Organisation 26 4.3.1 Recruitment and Training 26 4.3.2 Management and organisation of the selling process 27 4.3.3 IT-support of the selling process 29 4.4 Controlling, Monitoring and perfomance management 30 5 Conclusions and Recommendations 32 5.1 Internal and external strategic issues 32 5.1.1 Internal issues, business ethic and corporate responsibility 32 5.1.2 Environmental issues and...
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