Sales Management

Individual Assignment

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Sales Management

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TABLE OF CONTENTS

1. INTRODUCTION 1

2. COMPANY PROFILE 2

2.1 general information 2

2.2 financial Review 3

2.3 Vision and strategy 3

2.4 The Telemarketing department 3

3. SELECTION 5

3.1 Company Policy 5

3.2 Suggestions. 5

4. TRAINING 7

4.1 Goals & Procedures 7

5. MOTIVATION 8

5.1 Policies 8

5.2 Suggestions 9

6. EVALUATION 10

6.1 Tools and Goals 10

6.2 Suggestions 10

7. COMPENSATION & BENEFITS 12

8. RELATIONSHIP WITH MARKETING DEPARTMENT 13

8.1 Current State 13

8.2 Suggestions 13

9. SALES TECHNIQUES 14

9.1 The Telemarketing Manual 14

9.2 Challenges In The Sales Experience 15

10. EXPANSION 17

11. CONCLUSION 17

12. REFERENCES 18

13. APPENDICES 19

13.1 Internal mobility 19

13.2 fggdd telemarketing report 20

1. INTRODUCTION

In this report, we will try to examine the operations and the organisation in the sales department of gvgvggv S.A. We will focus mostly in the telemarketing department, which is one of the three major sales channels of the company with the other two being the various branches and the Best Direct/Financial Advisors. The scope of this report is to analyse the department, evaluate its organization and identify its strengths and weaknesses.

We will base our evaluation of this department based mostly on the following areas:

 Selection

 Training

 Motivation

 Evaluation

 Compensation

 Integration with marketing

The ultimate goal is to visualize a better future for this company and suggest possible improvements that could optimize its performance.

2. COMPANY PROFILE

2.1 GENERAL INFORMATION

xxxxx is a subsidiary of xxxxx, founded in April 2000. The company has 541 employees, 60 branches and 100 financial advisors. The company is a wholly-owned subsidiary of the xxxxx and offers the Group's financial products and services.

The different units of xxxx are:

1. Sales channels

• Branches

• Telemarketing

• Best Direct/FA’s

2. Service/sales

• Europhone banking

• ATM’s

3. Support Departments

• Marketing

• Operations

• Accounting

• IT

• Insurances

• Human Resources

The products that are sold by the firm are consumer loans, credit cards, insurances, house loans and small business