Week 4: Course Project Draft 2

Running head: WEEK 2: DRAFT1 1

WEEK 2: DRAFT1 5

Week 2: Draft 1, Sales Plan

Miguel Canales

DeVry University

Week 2: Draft 1, Sales Plan

Working as a sales manager of the Shining Company is a great opportunity of transformation. Shining firm is a new business in the Jewelry industry and lacks a sales plan that makes it difficult for the company to thrive in the competitive market. The company lacks a structure and plan about the sales making it difficult to reach to the customers in order to generate the revenue for growth and expansion.

Sales Organization Structure

The sales organization structure will be a proactive thinking of how the organization would be structured in order to have the best sales team handling well designed tasks to achieve success. I would adopt the product sales force structure for the sales team since this is what it would work for our industry. The jewelry industry is made up of different brand and quality of products but the products are similar. The choice of the organization structure would make sure that the sales team are specialized in the one jewelry industry and understand the needs of the customers. There is need to segment the customers based on the socio-economic status that makes it possible to achieve the required sales (CSS, 2021). In addition, there was a challenge in understanding the right customers for the product and this is solved by offering the sales team with the required research resources that would help in searching for more data about the customers and be able to link the products to the potential customers. The industry will be segmented based on the income and financial status of the customers since the Jewelry products have different value and worth and they should be directed to the right customers. The segmentation would be done in a legal and ethical manner and not to showcase the issue of discrimination by choosing their different location where all products are sold but knowing in the mind the financial status of the customers (Schultz, 2021). Market segmentation based on the needs and the willingness to pay a certain amount is a ethical way to reach to the customers and avoid the issues of deception, manipulation and threats that would damage the company reputation

Code of Ethics

Business ethics is about doing what is right in business operation like offering the legitimate and original jewelry and avoid giving customers fake or counterfeit products (Schultz, 2021). In a personal perspective, business ethics is more about telling the customer the truth about the products in terms of quality and pricing for them to choose what is best for them without manipulation. All stakeholders especially the suppliers are required to provide quality jewelry that is original and any counterfeit product would result to the termination of business relationship and terminating the contract. A supplier that offers counterfeit products would be subjected to law and the company would ensure that their licensure is revoked. All stakeholders have to adhere to the quality standards placed by Shining Company to supply the jewelry products or even reselling our products.

Communication Policy

The sales team under my leadership would be trained and undergo coaching sessions in order to understand the best practices and research techniques that are necessary to analyze the buyer’s behavior within the target market and industry to focus on meeting their needs. The sales team would develop a communication strategy and that is to use the Shining Company website and also develop social media platforms that would help get the feedback of the buyer about our products and use the data in the process of meeting the customer needs resulting to higher sales. The appropriate B2B communication channel is through the email marketing and also the use of the social media is also effective to achieve success. The B2C channels of communication are achieve through the social media platforms and stream media platform to reach to more customers in order to increase sales (Rėklaitis & Pilelienė, 2019). The chosen types of communications are applicable today especially during the Covid-19 pandemic that reduced interactions.

References

CSS. (2021). Different Types of Sales Organizational Structures. Blog.thecenterforsalesstrategy.com. Retrieved from https://blog.thecenterforsalesstrategy.com/a-guide-to-effective-sales-organizational-structures.

Rėklaitis, K., & Pilelienė, L. (2019). Principle Differences between B2B and B2C Marketing Communication Processes. Management Of Organizations: Systematic Research, 81(1), 73-86. https://doi.org/10.1515/mosr-2019-0005

Schultz, M. (2021). 4 Key Components of Your Sales Organization's Structure. Rainsalestraining.com. Retrieved from https://www.rainsalestraining.com/blog/4-key-components-of-your-sales-organizations-structure.