Case Study M Marks: 5

ABC Company was facing sales issues the company was spending huge sums on marketing but not seeing the expected revenue from the generated leads. The situation had become serious as the business was sustaining losses. From early discussion it seemed necessary to change the approach, there was a huge emphasis on results but little understanding of the consistent and systematic activities needed to achieve the sales objectives. The sale people were not aware about sales job description process and specification .There was a desire to achieve revenue targets and a view amongst senior management was that this could be best achieved by training up the frontline sales people.

Answer the following questions.

Q1. Mention what are the informations given in the sales job description. (1 Mark)

Q2. Describe the issues faced by the ABC Company. (2 Marks Minimum 30 words)

Q3. If you are the sales manager in ABC Company what will you do to resolve the sales issues of the company? Give your suggestions. (2 Marks Minimum 30 words)