Sales Management Case Analysis Analytical Essay by Nicky

An analysis of the sales management strategies most suitable for EDS after its merger with A.T. Kearney.
# 151435 | 1,345 words | 3 sources | APA | 2012 | US
Published on Jun 11, 2012 in Business (Management) , Business (Marketing)

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The paper asserts that the best possible marketing strategy for EDS is to seek out new enterprise-wide transformation initiatives that require both strategic insight and consultancy-based analysis that the combined management consulting services (MCS)/A.T. Kearney can deliver. Next, the paper discusses what MCS/A.T. Kearney needs to focus on in assessing and approaching new accounts that were working on transformational initiatives. Finally, the paper considers the ideal organizational structure for the business and explains why this division should be disengaged from the broader EDS organizational structure.

Executive Summary
Defining the Sales Management Strategy

From the Paper:

"In assessing and approaching new accounts that were working on transformational initiatives, MCS/AT Kearney needs to first focus on the industries they have the greatest expertise in. For AT Kearney these include manufacturing, consumer products, transportation, chemicals and pharmacy. For MCS, communications and electronics industries are the strongest industries. Targeting new opportunities in each of these segments by finding corporations who are seeking transformational initiatives to regain their value chain, supply chain, manufacturing or financial performance, and the combined team of MCS / A.T. Kearney has the depth of expertise to be trusted advisors (Buchen, 2001) to the senior management teams of these organizations. As a result of the depth of expertise and insight by each of these industries, the sales teams of MCS/ A.T. Kearney could quickly earn credibility and also provide immediate value even during the sales process by offering suggestions from their analysis prior to meeting with senior executives. As transformational initiatives are outsourced only to those firms which have innate knowledge and appreciate the nuances of one company in an industry to another, bringing this industry expertise to the forefront is critical. For each individual prospect, the teams from MCS/ A.T. Kearney would do a thorough analysis of their current condition, including the areas where it is clear transformational initiatives are needed."

Sample of Sources Used:

  • Irving H Buchen. (2001). The trusted advisor revealed. Consulting to Management, 12(2), 35-37.
  • Le Meunier-FitzHugh, K., & Piercy, N.. (2008). The importance of organisational structure for collaboration between sales and marketing. Journal of General Management, 34(1), 19.
  • Kaj Storbacka, Lynette Ryals, Iain A. Davies, & Suvi Nenonen. (2009). The changing role of sales: viewing sales as a strategic, cross-functional process. European Journal of Marketing, 43(7/8), 890-906.

Cite this Analytical Essay:

APA Format

Sales Management Case Analysis (2012, June 11) Retrieved June 06, 2023, from

MLA Format

"Sales Management Case Analysis" 11 June 2012. Web. 06 June. 2023. <>