BRM 236 WEEK 5 Start Up: Managing Sales Force

BRM 236 WEEK 5 Start Up: Managing Sales Force

BRM 236 WEEK 5 Start Up: Managing Sales Force

You are the Vice President of Sales for a start-up company specializing in enterprise software (Enterprise Resource Planning) for cloud-based retail and point-of-sale information technology. The company provides elaborate inventory management, point-of-sale, and sales management software that will target small and midsize businesses. 

You have been asked to create a sales preparation plan, sometimes called a “script,” for the CEO to review. During the pre-approach phase, sales people often prepare a script to outline their sales presentation to guide them during the actual presentation. The script allows a sales person to better prepare for meetings with the prospective customer.

Write a 1,050- to 1,400-word sales preparation plan that includes the following:

  • A description of two service features, and the customer benefits of your service that result from those features.
  • A description of a visual aid or demonstration that you will use during the sales presentation.
  • A minimum of three selling activities, and an explanation of how you would do them (e.g. approaching the customer, identifying the customer problem, handling objections, negotiating, generating leads, and closing the sale).
  • An explanation of your chosen sales force organizational structure.
  • An explanation of the compensation plan that you will offer.
  • An explanation of the role of the Retail Manager.
  • An analysis of at least two sales management tools that you will implement to monitor your sales force (such as quotas, targets, call reports, and sales reports).

Format your paper consistent with APA guidelines.

Click the Assignment Files tab to submit your assignment.

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BRM 236 WEEK 5 Start Up: Managing Sales Force