Reference no: EM133085473

Sales management.

Company X specializes in distributing office equipment products under 3 main brand groups, namely A, B and C in Ho Chi Minh City market. The company's entire personnel has 30 people, of which the salesforce is 21 people. The company has an office in District 1, which is both a place to perform management activities, a warehouse, and a place for all sales staff to focus on handling sales records.

1. The Company's business performance in 2021 according to the data reported by the office department is as follows:

- Total sales are estimated at 120 billion, group A for 25%, group B for 35% and group C for 40%.

- Estimated cost of goods sold is 100 billion, the proportion of COGS of group A is 30%, group is 40% and group C is 30%.

- Business expenses are collected as follows: annual salary is 5 billion, advertising expenses are 0.6 billion, office rental costs are 0.5 billion, shipping costs for sales to customers' addresses are: 0.4, the cost of travel sales staff is 0.3 billion, the commission is 0.2 billion, the cost of stationery is 0.2 billion. Determine the business results of company X in 2021.

2. The company's salesforce are organized by geographical area, so the company's sales are not well developed, so why do you think that's the case? The company wants the salesforce to be organized to cover the Ho Chi Minh City market, please outline a plan to organize the sales force to accomplish the above goal? With the selected sales organization plan, would you describe the basic tasks that each salesperson must perform

weekly to ensure the completion of his or her sales tasks?

3. Customers in the field of office equipment according to research are divided into 3 groups: group 1 is agents, retail stores of office equipment; group 2 is companies, organizations, enterprises and group 3 is government customers. The company's sales in 2021 have the following proportions: group 1 accounts for 25%, group 2 accounts for

55%, group 3 accounts for 20%. All business expenses excluding wages are divided into groups as follows: group 1 accounts for 30%, group 2 accounts for 45%, group 3 accounts for 25%. Please evaluate the company's business results according to each customer group, knowing that the company's salary ratio is evenly distributed among customer groups.

4. The company intends to restructure its sales force according to customers, with each group consisting of 7 people, including 1 team leader. Can you describe how to operate sales teams to ensure performance?

5. The sales target set by the Company in 2022 is 30% higher than in 2021, the proportion of needs of customer groups and the proportion of each product group is the same as in 2021. So according to you, in order to realize the target. In this case, what solutions will the company's sales team do?