The We-Clean Company’s Sales Operations and Plan

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Table of Contents

Sales Strategies
Organising a New Sales Team
American Sales Professionals
Trade Fairs
Works Cited

Sales Strategies

Main types of personal selling that We-Clean would use

The nature of services that We-Clean offers necessitates it to develop innovative sales strategies that would help in improving the competitiveness of the company. Therefore, the company needs to adopt inside and outside sales positions. The inside sales position mainly incorporates order takers. The order takers need to have intricate knowledge of the company’s products and the prices of various products. The company may also use inside sales positions to contact customers who may need the product (Pride, Hughes and Kapoor 343). Telephone sales would help in increasing awareness about the company’s products. The personal touch of telephone sales would help in improving customer satisfaction.

The company would also use outside sales personnel. Outside sales personnel would visit the customers’ establishments and market the products of the company. Therefore, the outside sales person needs to have an intricate knowledge of the company’s products. The company would provide diagrams and videos that would help the outside sales personnel to market the products of the company more effectively. Outside sales personnel would strive to persuade customers to use the company’s products. Therefore, outside salesperson should have excellent persuasion skills. Since outside sales personnel would visit the establishments of the customers, they would be in a better position to determine the needs of the customers. They would be able to match the needs of the customers with various products that the company offers (Pride and Ferrell 519).

The outside sales personnel would also collaborate with the inside sales personnel to fulfil the needs of various customers. Inside sales customers would handle telephone complaints from the customers. They would pass the complaints to the outside sales personnel. This would enable the outside sales personnel to fulfil the needs of the customers.

How sales strategies support the marketing mix

We-Clean strives to personalise its services. Therefore, the outside sales personnel should be present when the customer receives the first cleaning services. This would enable the outside sales personnel to ensure that the services of the company to satisfy the customer. Also, it would enable the outside sales personnel to determine other cleaning services that the customer may need. This may enable them to propose other cleaning services that future customers may need to the management of the company.

Cleaning services usually require personal contact with customers. However, it is very difficult for We-Clean to meet all customers. Therefore, the company would use other means to improve awareness of the products that it offers. Mass media is one of the major methods that the company would use to improve customer awareness. During the advertisements, the company would provide contact details. Contact details would enable customers who need the services of the company to contact inside sales personnel. We-Clean would also use several strategies to improve its image. The company would use the inside and outside sales personnel to improve its image. The company would train the inside and outside sales personnel on how to handle customers. Mass media would also help the company to improve its image. Therefore, the inside and outside marketing strategies would help in supporting the marketing mix of the company.

How the sales strategies align with the corporate objectives

The sales strategies would help in increasing the number of services that the company offers. Increasing the number of cleaning services would help in improving the company’s revenue. Also, supervision of initial cleaning services may help the outside sales personnel to determine cleaning services that the company may not be offering. This would help in the formulation of new products. This is in line with the company’s objective of continuous improvement of its services.

Organising a New Sales Team

How will you organise/structure the sales team and what procedures will the team need to work to?

We-Clean intends to use outside sales personnel in after-sales services. Outside sales personnel would visit the customers from time to time to determine whether they have new orders. Also, they would visit the customer to determine whether the customers have any grievances about the company. Feedback from the customers would help the company to improve its services. We-Clean would subdivide the customers into various regions. The company would allocate a specific outside sales personnel to serve a certain region. This would enable the outside sales personnel to form good relations with the customers. Improved customer relations would help in improving customer loyalty. All outside sales would have a schedule that would help in determining the regions that they should visit on various days. During the visits, they would take more orders and handle customer complaints. However, customers may still call the company to request for new orders.

Explain the importance of selecting sales professionals and how they will be selected and recruited?

It is very difficult for a company to find the right sales force. Also, the search for the right salespeople is usually a time-consuming activity. However, a good sales force is the key to the ultimate success of a business organisation. This is because the sales force is the link between the company and its customers. Therefore, We-Clean would ensure that it searches for salespeople who have strong work ethics. The salesforce would help in improving the performance of the company. We-Clean needs to take all the time necessary to search for the right sales force. Getting the right sales force would guarantee the success of the company. A good sales force would meet and exceed its sales target. Therefore, it would ensure that the company gets consistent profits.

A good sales force would be loyal to We-Clean. This would help in reducing employee turnover. Loyal employees would reduce the resources that the company uses to train new employees. Loyal employees may be able to transmit their loyalty to customers. Therefore, the company needs to ensure that employees have their designated regions. This would ensure that the employee always serves certain customers.

One of the major characteristics of good sales employees is the fact that they are industrious. This enables them to earn the respect of their colleagues. Therefore, a diligent sales force would help in creating an environment that encourages mutual respect of the employees. Also, the hardworking employees would help in improving the morale of employees of the company. This would ultimately help in improving the productivity of the company.

The presence of a good sales force helps in improving the efficiency of the company. The employees view the wages that the company pays them as investments. Therefore, they would strive to make good use of their time. This would help in reducing the costs of running the sales department. Also, it would help in improving the efficiency and productivity of the company.

The presence of high-performance employees would help in improving We-Clean’s reputation. This is because various parties would view the exemplary performance of the employees as a reflection of the talents of the company. This would help in improving the competitiveness of the company.

Data that would help in managing the sales function

Therefore, the company needs to ensure that it has a good sales force. We-Clean would take certain systematic steps to ensure that it has a good sales force. The first step would be determining the number of people that the company should add to the existing sales force. The company would use the number of sales that each salesperson should make to determine the number of people it should add to the existing sales force. Also, the company would use the performance of employees in the previous year to determine the sales target of each employee. The performance of the sales manager would also help in determining the sales target of each employee. Therefore, the performance of the sales force would help in formulating a reasonable sales target. The company would compare this data with the annual profit goals. This would help in determining the number of employees that the company should add to the existing sales force.

We-Clean would ensure that it employs salespeople who know how to handle customers’ questions, complaints and concerns. Therefore, the company would look for people who have prior experience in handling customers. We-Clean would conduct personal interviews to select the right salespeople. Also, the company would conduct background checks to ensure that the employees do not have behaviours that may be detrimental to their performance. Background checks would also ensure that the company hires employees who do not engage in activities that may put it in jeopardy.

How to motivate employees

We-Clean would use several strategies to motivate the employees. The company would conduct several team-building camps that would help in improving the synergy and motivation of the employees. The company would also use performance appraisals to improve the motivation of members of the sales department.

We-Clean would also use various appraisal methods that reward high performing employees. This would help in improving the motivation and productivity of the employees.

How to reward the employees

We-Clean would offer employees remuneration packages that are dependent on their performance. The company would ensure that it rewards high performing employees. This would help in improving their motivation. Also, it would help in reducing the turnover of high performing employees. The company would ensure that it offers various career advancement opportunities to high performing employees.

We-Clean would also use the number of years that an employee has worked in the company to determine the remuneration package. The company would rewards employees who have worked in the company for a long time. This would help in improving employee loyalty.

Training of employees

Before the introduction of the new employees into the company, We-Clean would ensure that it gives them training that would help in improving their efficiency and productivity. The training would focus on the services that the company offers. This would help the employees to handle questions from various customers. Also, We-Clean would ensure that new employees understand the objectives and organisational culture of the company. This would help in integrating them into the existing workforce.

We-Clean would furnish the new employees with information on various customers and regions. This would help in improving their productivity. Also, the company would monitor the sales of the new workforce to determine various areas that need improvement. The sales manager would hold weekly meetings with members of the sales department to inform them about various developments. Also, the sales manager would highlight the areas that the new employees should improve to increase their productivity.

Techniques that the company would use to coordinate and control sales output

The company would use performance contracts to control the performance of employees. Employees would take part in the formulation of their performance contracts. This would help in reducing resistance to performance contracts.

The company would also use a remuneration system that rewards high performing employees. Low performing employees would face disciplinary measures. This would help in improving their productivity.

American Sales Professionals

These sales staff will be working in an international environment (i.e. not their environment). What will be their specific role in the organisation?

The company has operations in various international locations. Therefore, the company needs to send American professional to these regions. The American professions would help international operations to develop organisational cultures that conform to the organisational culture of the American operations. Also, American sales professionals would ensure that the culture of international operations does not hurt the company. However, the company needs to ensure that American sales professionals have a good understanding of international operations. Therefore, We-Clean would ensure that the sales professionals spend at least six months in the international locations before they start taking part in the day-to-day running of the companies.

Trade Fairs

Benefits of trade fairs

Personal contact is one of the major factors that determine the competitiveness of companies that perform cleaning services. Therefore, We-Clean would ensure that it takes part in major trade fairs. The company would take part in local and international trade fairs. Participation in trade fairs would help in improving the competitiveness of the company.

One of the major benefits of engaging in trade fairs is the fact that trade fairs help in increasing the publicity of a company. Trade fairs would provide the company with an opportunity to meet prospective customers and show them the services that it offers. This would help in attracting new customers. Also, the company may use trade fairs to improve its corporate image. Taking part in reputable trade fairs is one of the methods that the company may use to improve its corporate image (Sternkopf 102).

Competitors of the company may take part in the trade fairs. This would enable the company to gather information about its competitors. This information may help the company to conquer competition from its rivals. The company may also trade use fairs to increase its goodwill. Provision of free services during the trade fairs is one of the methods that the company may use to enhance its goodwill. This would help in increasing the image and reputation of the company.

Works Cited

Pride, William M. and O. C. Ferrell. Foundations of marketing. Mason, OH: Cengage Learning, 2012. Print.

Pride, William M., Robert James Hughes and Jack R. Kapoor. Business. Mason, OH: Cengage Learning, 2009. Print.

Sternkopf, Sylva-Michele. English in marketing. Berlin: Frank & Timme GmbH, 2005. Print.

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