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    Sales Organization? What Changes, If Any Would You Like To Recommend To The Current Plan?

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    gunaguna1234
    Goklaney should roll out the new "Bettering the Best" program throughout its entire sales organization to provide better training and increase morale. The plan could be improved by basing commissions on factors like cold calls and demos rather than just sales volume. EuroChamps are sales representatives for EFL responsible for tasks like cold calls, demonstrations, presentations, collections, retention, and closing deals. Prior issues included unorganized territories and lack of a customer database. The current compensation approach allows too much competition and turnover. The new program decreases competition and increases customer engagement by encouraging more demonstrations. This boosts sales and morale, leading to lower turnover.

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    Sales Organization? What Changes, If Any Would You Like To Recommend To The Current Plan?

    Uploaded by

    gunaguna1234
    52 views2 pages
    Goklaney should roll out the new "Bettering the Best" program throughout its entire sales organization to provide better training and increase morale. The plan could be improved by basing commissions on factors like cold calls and demos rather than just sales volume. EuroChamps are sales representatives for EFL responsible for tasks like cold calls, demonstrations, presentations, collections, retention, and closing deals. Prior issues included unorganized territories and lack of a customer database. The current compensation approach allows too much competition and turnover. The new program decreases competition and increases customer engagement by encouraging more demonstrations. This boosts sales and morale, leading to lower turnover.

    Original Description:

    Marketing management - Eureka Forbes case solution

    Original Title

    Eureka_Forbes.

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    Goklaney should roll out the new "Bettering the Best" program throughout its entire sales organization to provide better training and increase morale. The plan could be improved by basing commissions on factors like cold calls and demos rather than just sales volume. EuroChamps are sales representatives for EFL responsible for tasks like cold calls, demonstrations, presentations, collections, retention, and closing deals. Prior issues included unorganized territories and lack of a customer database. The current compensation approach allows too much competition and turnover. The new program decreases competition and increases customer engagement by encouraging more demonstrations. This boosts sales and morale, leading to lower turnover.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    52 views2 pages

    Sales Organization? What Changes, If Any Would You Like To Recommend To The Current Plan?

    Uploaded by

    gunaguna1234
    Goklaney should roll out the new "Bettering the Best" program throughout its entire sales organization to provide better training and increase morale. The plan could be improved by basing commissions on factors like cold calls and demos rather than just sales volume. EuroChamps are sales representatives for EFL responsible for tasks like cold calls, demonstrations, presentations, collections, retention, and closing deals. Prior issues included unorganized territories and lack of a customer database. The current compensation approach allows too much competition and turnover. The new program decreases competition and increases customer engagement by encouraging more demonstrations. This boosts sales and morale, leading to lower turnover.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    Question1: Should Goklaney roll out the new 'Bettering the Best' program through entire

    sales organization? What changes, if any would you like to recommend to the current plan?

    Answer: Goklaney should roll out the new “Bettering the Best” program throughout the
    entire sales organization because it allows their sales presentative to get better training,
    initiate a better understanding of the parts of the sales process, and it would also increase
    their overall morale to stay with the company. If I were to change the current plan, would
    change it to where commissions were not solely based on sales volume. Honestly would
    pretty much make it mimic the “Bettering the Best” program. Therefore, I would make
    commission based off of cold calls, door knocks, appointments and demos combined using a
    points system.

    Question 2: Define the role of the EuroChamp? What sales tasks EuroChamps undertake?

    plan?

    Answer: EuroChamp is another name for a sales rep for EFL, who are responsible for making
    cold calls, performing mock demonstrations for new recruits, presenting products to potential
    customers, collecting payments, retaining customers, and closing sales.

    Sales process failures that Goklaney observed in the field was how territories were divided
    among sales presentative and then how they were maintained. Experienced presentative
    would claim and approach areas designated to new presentative. This created conflict among
    the presentative in the company. Another failure was not having a customer contact database.
    This made it harder for managers to monitor the sales and activities made by the
    EuroChamps.

    Question 3: What are your views on the current approach to compensation? Does the new
    program change this approach? How?

    Answer: I do not agree with the firm’s current approach to compensation. It allows for too
    much competition, lower customer involvement, and leads to higher turnover. The new
    program changes this approach by decreasing competition among sales reps and
    increasing/enhancing customer engagement. If the sales reps increase their daily demos in
    order to complete one of the stages of the new selling process, then more customers will get
    the chance to see the product and personally engage with it. This increases their desire to buy.
    It also changes this approach by decreasing turnover. The new program increases the sales

    This study source was downloaded by 100000828708961 from CourseHero.com on 05-25-2022 22:33:22 GMT -05:00

    https://www.coursehero.com/file/45416176/Eureka-Forbesdocx/
    rep’s overall morale by allowing them to get better training and more access to sales
    opportunities. Therefore, leading to lower turnover.

    This study source was downloaded by 100000828708961 from CourseHero.com on 05-25-2022 22:33:22 GMT -05:00

    https://www.coursehero.com/file/45416176/Eureka-Forbesdocx/
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