Have you noticed how Oracle has grown to become the market leader in the data software industry and has doubled its salesforce as a result? It has evolved to include cloud-based product offerings sold by a new cloud salesforce. The training was provided to improve the effectiveness of its salespeople. Ultimately, using new digital cloud-based offerings backed by a well-trained sales force helps them improve the sales of new product offerings. 

 

Consider what has been learned about Oracle from this case study and how it has developed new digitally offered products and paid attention to recruiting and training an effective salesforce to emphasize personal selling and improve sales revenue. What are your thoughts about this?

 

Include a full discussion of at least two possible alternatives. For your response to the fourth and fifth questions, respond as if you are the marketing manager of this company. 

• What is the decision facing Oracle?
• What factors are important in understanding this decision situation?
• What are the possible alternatives? Fully describe at least two.
• Pretend you are the marketing manager at Oracle. What decision(s) do you recommend?
• What are some ways to implement your recommendation?