Practical Approach in Sales Management
Companyand Industry Background:
Choose any Omani company that you are familiar with and briefly describe the company and how its sales force are contributing to the success of the business.
Sales Planning and Forecasting: Describe how they plan their sales forecast, what forecasting tools areused, etc. Identify any weaknesses in their forecasting and how do you think it can be improved?
Recruiting and Selection: Describe the process on how its sales force are being recruited and selected. Identify any weaknesses in recruitment and selection and how do you think it can be improved?
Compensation: What are the existing compensation package the company is providing to its sales force (salary, commission, allowances, bonuses, etc...) How do you think the company can motivate more of its sales force in terms of compensation.
- Show a thorough understanding of the purpose of the activity.
- Display knowledge of the major principles, theories, methodologies, and practices involved and an ability to apply them effectively.
- Provide evidence of wide reading, including academic journals.
- Demonstrate an ability to select critical points, evaluate them and communicate the conclusions effectively.
- Provide approaches that are creative, practicable, and supported.
- Provide a sound, supported critique of your own work.
- Provided sound and supported discussions of further research that may be needed.