Suggested scenario for the question: Your company, a Real Estate agency (SUNNYHOMES) with 3 existing offices in the Costa and 1new opening in the forecast, is struggling with its existing sales and sales staff and, as a result, the competition is gaining market share atyour expense. You, as a Sales Director assistant, after a face-to-face meeting with your Director, gather the following information regarding the current sales situation: The company is struggling with the low income of the business in the coast of Spain (Costa del Sol, Spain) The company has 3 offices (Marbella, Puerto Banús and Estepona) with 1 sales director per office plus at least 6 salespeople per office (3 for asset acquisition and 3 for sales) plus a secretary. The new marketing manager is generating leads but the salespeople at the offices are not managing the leads correctly The staff is always complaining about the low quality of the leads provided by the Marketing department The staff is struggling to handle clients’ objections The staff is struggling with managing their client portfolio The staff members do not get on well. One of them is a natural seller but his careless image and absence of protocol and indications does not contribute positively to the sales environment. The others know a lot of theories about sales but they have often found themselves in embarrassing situations because of misunderstandings with customers during the selling process. All members of the staff are demotivated because of the low incentives There are other competitors in the coast with a higher success rate. The sales team does not see a value of sales training. They think they are "natural born salespeople" The sales team is not able to follow appropriate negotiation guidelines perfectly due to their lack of confidence in themselves and their products The sales team does not see the value of the loyalty aspects because they think everybody is in transit in the coast. The customers’ profiles have been never analysed and they have no idea about how to relate the unknown profiles with the sales process for every phase of selling. Many clients often do not know what they really want and the sales people think that their effort is wasted since they do not know how to approach customers and present the product. The CRM is not properly updated and they are struggling with customer services and giving their clients the proper follow ups. According to the case study give above answer : Determining the key factors that affect the sales effectiveness in the given scenario

Suggested scenario for the question: Your company, a Real Estate agency (SUNNYHOMES) with 3 existing offices in the Costa and 1new opening in the forecast, is struggling with its existing sales and sales staff and, as a result, the competition is gaining market share atyour expense. You, as a Sales Director assistant, after a face-to-face meeting with your Director, gather the following information regarding the current sales situation: The company is struggling with the low income of the business in the coast of Spain (Costa del Sol, Spain) The company has 3 offices (Marbella, Puerto Banús and Estepona) with 1 sales director per office plus at least 6 salespeople per office (3 for asset acquisition and 3 for sales) plus a secretary. The new marketing manager is generating leads but the salespeople at the offices are not managing the leads correctly The staff is always complaining about the low quality of the leads provided by the Marketing department The staff is struggling to handle clients’ objections The staff is struggling with managing their client portfolio The staff members do not get on well. One of them is a natural seller but his careless image and absence of protocol and indications does not contribute positively to the sales environment. The others know a lot of theories about sales but they have often found themselves in embarrassing situations because of misunderstandings with customers during the selling process. All members of the staff are demotivated because of the low incentives There are other competitors in the coast with a higher success rate. The sales team does not see a value of sales training. They think they are "natural born salespeople" The sales team is not able to follow appropriate negotiation guidelines perfectly due to their lack of confidence in themselves and their products The sales team does not see the value of the loyalty aspects because they think everybody is in transit in the coast. The customers’ profiles have been never analysed and they have no idea about how to relate the unknown profiles with the sales process for every phase of selling. Many clients often do not know what they really want and the sales people think that their effort is wasted since they do not know how to approach customers and present the product. The CRM is not properly updated and they are struggling with customer services and giving their clients the proper follow ups. According to the case study give above answer : Determining the key factors that affect the sales effectiveness in the given scenario

Purchasing and Supply Chain Management

6th Edition

ISBN:9781285869681

Author:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

Publisher:Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson

ChapterC: Cases

Section: Chapter Questions

Problem 5.3SD: Scenario 4 Sharon Gillespie, a new buyer at Visionex, Inc., was reviewing quotations for a tooling...

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Suggested scenario for the question:

Your company, a Real Estate agency (SUNNYHOMES) with 3 existing offices in the Costa and 1new opening in the forecast, is struggling with its existing sales and sales staff and, as a result, the competition is gaining market share atyour expense.

You, as a Sales Director assistant, after a face-to-face meeting with your Director, gather the following information regarding the current sales situation:

The company is struggling with the low income of the business in the coast of Spain (Costa del Sol, Spain)
The company has 3 offices (Marbella, Puerto Banús and Estepona) with 1 sales director per office plus at least 6 salespeople per office (3 for asset acquisition and 3 for sales) plus a secretary.
The new marketing manager is generating leads but the salespeople at the offices are not managing the leads correctly
The staff is always complaining about the low quality of the leads provided by the Marketing department
The staff is struggling to handle clients’ objections
The staff is struggling with managing their client portfolio
The staff members do not get on well. One of them is a natural seller but his careless image and absence of protocol and indications does not contribute positively to the sales environment. The others know a lot of theories about sales but they have often found themselves in embarrassing situations because of misunderstandings with customers during the selling process.
All members of the staff are demotivated because of the low incentives
There are other competitors in the coast with a higher success rate.
The sales team does not see a value of sales training. They think they are "natural born salespeople"
The sales team is not able to follow appropriate negotiation guidelines perfectly due to their lack of confidence in themselves and their products
The sales team does not see the value of the loyalty aspects because they think everybody is in transit in the coast.
The customers’ profiles have been never analysed and they have no idea about how to relate the unknown profiles with the sales process for every phase of selling.
Many clients often do not know what they really want and the sales people think that their effort is wasted since they do not know how to approach customers and present the product.
The CRM is not properly updated and they are struggling with customer services and giving their clients the proper follow ups.
According to the case study give above answer : Determining the key factors that affect the sales effectiveness in the given scenario

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