Sales Force Management
gugaaranha
MKTG341Project.rtfPROJECT FOR MARKETING 341
PUEBLO COMPUTERS INC.
Pueblo Computers Inc., (PCI) is a 10 year old publicly held company with head office in Pueblo, Colorado. The company manufactures and sells personal computers almost everywhere in the U.S. except the states of Maine, New Hampshire, New York, New Jersey, Massachusetts, and Virginia. PCI's executives have decided to start marketing their products in these, so far, neglected states. The company has also decided to use its own sales force, instead of manufacturer's agents.
You, as the sales manager of the company have been asked by the vice president of marketing to prepare a report on how PEI should enter these states. The report is due at the company's annual meeting at the Ritz Hotel in Denver.
Contents of the Report
The VP of marketing has specifically asked you to do a thorough job in researching the computer market in that region. Your report should contain very specific on the following issues :
1. Formulating a strategic sales program
a. Organizing the selling effort
b. Estimating the demand for the region through the different types of forecasting methods, and forecasting demand.
c. Designing territories for salespeople (draw territories)
d. Establishing quotas for salespeople
e. The external environment in the region
2. Implementing the sales program
a. Recruiting and selecting salespeople for the region
b. Training the selected salespeople
c. Motivating these selected salespeople
d. Compensation and incentive programs for the above
3. Evaluating and controlling the sales program
a. The sales and cost analysis you will use
b. Behavior and other performance analysis
- You will have to extensively use the publication like Sales and Marketing Management (or another publication) for forming territories using the B uying P ower I ndex , etc.
You will also have to RESEARCH THE COMPUTER INDUSTRY to find out sales figures for the industry , etc., the salary of salespeople, and other costs associated with selling , and the type of person to be hired, etc.
Please get in touch with me for further clarification.
