THE EXPERT IN SALES MANAGEMENT EFFICIENCY

Reach a sales positioning in Distributors

1

Problem areas

  • Automotive industry auxiliary company with a Sales Team of some 20 chivvying up a network of Distributors.
  • A lot of sales effort is lost specifically due to the insufficient corrective action plans and weak follow-up when the Distributor do not but the expected quantities which is often the fault of a lack of coordination between the Marketing Department and the Sales Department.
  • Performance is low because each Sales person chooses his own answers to Clients' problems.
2

Challenge

  • Raise the market share and improve the margin.
3

Solution

  • Marketing and sales work together to make diagnostic tools for the sales problems in the distributor.
  • Due to the problem a solution consisting of work processes which the sales team must undertake to implement is adopted.
  • The sales personnel are given training on diagnostic models, solutions packs and how to implement them by means of a practical case presented in a Simulator.
  • The Sales Personnel are also trained in Assertive Sales.
4

Results

  • We are awaiting the results.
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