Sales Management

Paper Summary:

This paper explains the objective of the CEO of the G.W. Pergault company to increase on-line sales as well the main obstacle to the attainment of that objective. The paper explains the reasons that the company's sales manager has not been aggressive in pursuing the CEO's objective and what possible measures the two might undertake that would be compatible with the goals of both individuals. The paper also takes a look at how customer relationship management and technology might be used in order to enhance the company's selling functions.

From the Paper:

"The impact of online sales on incentive structures warrants careful consideration. For example, it might be possible to raise quotes with the expected sales increase generated by the Web, and pay the sales force for all business closed in their territories. Or, salespeople may best be allocated to larger businesses because the Web can service smaller companies more effectively and cost efficiently. This will allow sales people to focus their tme on developing relationships with the larger, more complex and more profitable accounts."

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