Scenario:
You have been appointed as the Sales Manager of a medium-sized technology company that is looking to expand its market share in the highly competitive IT services industry. The company offers a range of IT solutions such as cloud computing, cybersecurity, and software development services. Your task is to develop a sales management strategy that aligns with the company’s goals and objectives, and to evaluate the most suitable sales structure to support the sales team in achieving success.
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Assignment Tasks:
- Principles of Sales Management
- Identify and explain the key principles of sales management that are relevant to the IT services industry.
- Discuss how these principles can be applied to develop an effective sales management strategy for the technology company.
- Evaluation of Sales Structures
- Analyse and evaluate different sales structures that are commonly used in the IT services industry.
- Compare the pros and cons of each sales structure and make recommendations on the most suitable structure for the technology company.
- Importance of ‘Selling through Others’.
- Define the concept of ‘selling through others’ in the context of sales management.
- Explain why leveraging relationships and teamwork is crucial for the success of the sales team in the IT services industry.
- Sales Management Strategy
- Develop a comprehensive sales management strategy for the technology company, outlining key objectives, tactics, and measurements of success.
- Consider how to incorporate the principles of sales management and ‘selling through others’ into your strategy.
- Conclusion
– Summarize the key points from your analysis, emphasizing the importance of understanding sales management principles and the significance of effective sales structures in achieving sales success in the IT services industry.
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