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Fundamentals of Selling 13th Edition by Charles Futrell
Edition 13ISBN: 978-0077861018Fundamentals of Selling 13th Edition by Charles Futrell
Edition 13ISBN: 978-0077861018 Exercise 7
John Stevens is one of the rising stars of Wallis. First as an account executive and now as a vice president of sales in Southwest, he consistently exceeds the goals the company gives him. Plimpton is impressed by John's ingenuity and willingness to try new ideas.
John's organization consists of 14 account executives and 16 service representatives in six offices. His account executives average 10 years of industry experience and are very knowledgeable about traditional document storage services and the marketplace. John and his organization have been particularly effective in retaining customers, which he believes is the key to his success. John is so committed to this strategy that he established on-site service for his largest customers. His is also the only region that has more service representatives than account executives. John is concerned, however, that his sales organization has sold only five SARS 1000 systems.
John's market is large in comparison with other regions, by both customer numbers and sales revenue. With the addition of the Los Angeles, Orange County, and San Diego territories, John estimated sales of $350 million (versus a goal of $310 million) in 2000 on a base of 253 customers. Many of his customers are government agencies, law firms, and financial services companies. Unlike the other regions, John proactively targets specific industry accounts. Of John's 253 customers, many represent a single site or department. In 2000 his region lost only 21 customers, most of whom generated less than $1 million in revenues.
As John thought about the sales target O'Brien would give him for 2001, he wondered how she would determine the final number. He figured he would be penalized for having a great 2000 and be asked to do more than his fair share in 2001. "I've got to figure out a better way to deploy my people," John thought, "not only to increase their sales productivity but to improve the sales of the new products and services."
Determine the gaps that exist between the current sales process and the desired sales process.
John's organization consists of 14 account executives and 16 service representatives in six offices. His account executives average 10 years of industry experience and are very knowledgeable about traditional document storage services and the marketplace. John and his organization have been particularly effective in retaining customers, which he believes is the key to his success. John is so committed to this strategy that he established on-site service for his largest customers. His is also the only region that has more service representatives than account executives. John is concerned, however, that his sales organization has sold only five SARS 1000 systems.
John's market is large in comparison with other regions, by both customer numbers and sales revenue. With the addition of the Los Angeles, Orange County, and San Diego territories, John estimated sales of $350 million (versus a goal of $310 million) in 2000 on a base of 253 customers. Many of his customers are government agencies, law firms, and financial services companies. Unlike the other regions, John proactively targets specific industry accounts. Of John's 253 customers, many represent a single site or department. In 2000 his region lost only 21 customers, most of whom generated less than $1 million in revenues.
As John thought about the sales target O'Brien would give him for 2001, he wondered how she would determine the final number. He figured he would be penalized for having a great 2000 and be asked to do more than his fair share in 2001. "I've got to figure out a better way to deploy my people," John thought, "not only to increase their sales productivity but to improve the sales of the new products and services."
Determine the gaps that exist between the current sales process and the desired sales process.
Explanation
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Current sales flow of the company would ...
Fundamentals of Selling 13th Edition by Charles Futrell
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