Harvard Business School Assignment Help

Harvard Business School Assignment Help

Table of Contents

Assessment 1-The Software Corporation

Role Assigned: Sales Manager, Software Division

In present times managing customer relationships has become has become the single most important element of a firm’s overall strategy and planning (Harvard Business School, “Working Knowledge Publication”). In light of this fact following is the solution to tasks assigned to the recently appointed Sales Manager of The Software Corporation.

Task 1: Review the current objectives and strategic planning

Sales objectives are aimed at directly supporting the marketing strategy and indirectly the overall corporate strategy of an enterprise. Following is an entire review of previous objectives as well as Statement of new objectives in light of this fact:

Following diagram shows briefly the existing objectives which are to be reviewd:

The present sales objective in alignment with the marketing objective is to increase sales and generate more and more prospective customer. However, these objectives can be reformed in order to accelrate the entire sales process and planning.

• Increase the sale of software estimate from current estimation of 7.5% to 12.5% by the end of year 2016.
• Increase the market share in South East Asia from 20% to 30 % by the end of year 2016
• Increase the number of retail outlets by 20% during 2016 covering vital cities in South East Asia.

Strategy:A proactive and robust sales straetegy will be required to meet the above mentioned objectives. Here is a list of key componennets of the newly drafted Strategy to be religiously followed bry the Sales Team:

• Focused Approach:The sales team should first clearly identfity the targeted customer and market segments across locations, both domestic and international. Once this is done all saless efforts like client meetings, writeen or verbal communication for sales promotion should be be dseigned to generate immdeiate sales effect and demand.
• Appropriate Product Selection: The Sales team should be trained thoroughly to educate and enable customesr to choose the best product, meeting all customer requiremenst at best possible prices.The sales personnel should help customers to understand which products are better than others and why.
• Excellent Customer Service: The sales team must attend all customer queries and solve them uprightly with a sincere effort to deliver excllent service and satisfaction. The quality of service should delight the customer and inspire him or her to referr your brand to others.

 Task 2: Commence next year’s sales plan

Following is the email draft as required from the sales manager to the staff:

Dear Team,

Firstly I would like to welcome ll of you on board since I have been recently appointed as your manager!

As you all are aware we have entered into that session of the year where we draft a sales plan and strategy that acts as a guiding path for all of us throughout the year. This plan is intended to constatntly upgrade the performance of the sales department to contribute in the achievement of marketing nad organisational objectives. And ultimately, the plan is aimed to enhance the overall performance of the sales department.

I have been working continously to begin with setting of SMART(specific, mesaeruable, attainable, relevant and timely ) objectives:

• Increase the sale of software estimate from current estimation of 7.5% to 12.5% by the end of year 2016.
• Increase the market share in South East Asia from 20% to 30 % by the end of year 2016
• Increase the number of retail outlets by 20% during 2016 covering vital cities in South East Asia

The purpose of the above listed objectes clearly is to achieve the company’s marketing plan to increase sales and market share and achieve organiztaional growth. I firmly believe that it si through our better and improved performances that organizational growth will accelerate.

I, therefore, desire and invite your active participation to participate in this planning process nad provide each and every input which you feel can help us move towards achievement of the Sales Objectives.

Once we are done with writing our sales plan with your valuable cooperation, we will immensely benfit as explained here. Clarity-because of the plan each of us will have  a clera view of organizational, marketing and sales objective. And, how these objectives are clossely are dependent and linked to each other. Focus on strategy-with the plan before us, every sales personnel will be able to stick to the strategy and avoid interruptions or deviations from the planned course of action. The sales team will be able to make improved and near to accurate guesses regarding sales prospects, factors driving sales nad sales processes.The sales team can easily priortize its work depending on the milestones set basis the sales plan. Last but not the least, the sales plan will forge a proactive attitude.

I also put forward the following points or tactics which we lal need to learn, imbibe and practice religiously for attainment of our objectives.

• Focused Approach towards customer tapping and management.
• Customer empowerment by helping them to select appropriate products.
• High quality and timely customer service
• Effective customer relationship management.

Task assignment

I have put forth all my views and ideas reagrding aour plan of action this year. And I need all of you to come forwrad as a team and furnish your insights on all the baove mentioned points so that we can finalize an effectual Sales plan and strategy.

Thanking you all for your powered performance which has set a strong pace for the company’s growth!

Regards

XYZ

Sales Manager

The Software Corporation.

Task 3: Restructure The Sales Team.

Subject: Action Plan- New Sales Territories

Dear Sir,

With reference to our recent discussion on the revised sales objectives, I have decided to go for establishment of new terrorties so as to proactively progress towards acjhievment of Sales nad Marketing objectives. Below are the key points of the action plan to be adopted for developing and dynamically manging the proposed terroteries.

Achieving 20% increase in number of retail stores both in domestic and international markets through identifying the major cities across selected South East Asian countries, that have experienced sharp rise in the demand for products matching our compnay’s profile.

• Begin the selection of terrotiries through in and out study of demographics and business enviornment factors affecting software sales.
• The major and big cities will be tapped first as these drive demand of both software and hardware due to continous increase in income , increased commercialization, increased use adoption information of technology better living standards in dveloping countries.
• Once the terrotoriesare identified and established, assigning a dedicated sales-force to take further the sales operation nad plans.
• Training of the sales personnel based on different business enviornments to perform effectively and diligently. The sales team will be trained on thorough product knowledge nad unique selling propositions, identyfying customer need and suggesting immediate solution from the vailable product range, customer relationship management etc…
• Assignment of performance milestones to the sales team and establishing a performamnce based reward system to drive increased sales.
• Continous evaluation and review of the perfomance of sales team and terrortory dynamics to understand the improvemnet areas and further course of actions.
• Timely and effective Implementation of all the above steps so as to increase the overall sales, profit margins and overall growth of turnover and market share.

I have hereby tried to be comprehensively present an idea of the sales plan and strategies to adopted throughout the year to accelerate performnace and sales. Plesae let me know if there are any amendments or additions to be made. Your suggestions will stregthen the overall planning and implementation.

Thanks & Regards

XYZ

Sales Manager

The Software Corportaion.

Task 4: Review/develop staff recruitment, induction, training and development activities

1. Sample Job Advertisements-Copies of selected job ads are mentioned in the appendix section. Reasons for selecting these ads are:

• The first two ads tragets the desired candidates, are very pleasing and catchy for a candidateand contain all necessary information in an attractive manner. The last copy is simple and to-thepoint communication which can be alternatively advertised along with the first two ad copies.
• Describes the job concisely and comprehensively.
• Capture’s attention of the reader
• Mentions desired qualifications
• Is simple and has convincing arguments.

1. The Ad designed will be a combination of First and third ad copies. Following are the questions to be asked for candidates walking in for an interview

Ice-breaker- introduction

• Why did you choose sales?
• What are your career aspirations?
• What keeps you motivated in order to get through tough job of sales?
• How strong is your convincing power?
• Convince us on product ‘X’ offered by Software corporation.
• How is your past experience in generating new customers and maintaining the current ones?
• Do you use social media in your selling process?
• What is research methodolgy for identfying prospective customers before approaching them?
• Do you think that some of the prospects can be chalked out of the plan? Why?
• How would you rate yourself on working as a team?
• If we hire you, what would be your action plan for the efirst three months?

2. Induction Program

• Industry Introduction: Giving the new employees an industry overview.
• Company Introduction: Provide complete knowledge of the company.
• Products offered: Current & prospective products and services oferred by the company, and, their features.
• Business, Marketing and Sales objective: Clearly and effectively communicating overall objectives.

The training period and duration can be standard dized. However, some of the new candidates who are new to the industry or are finding it difficult to understand the above mentioned aspects may take longer. In such cases, the manager might take along the newly recruit to client visits or accompany him or her to initial customer visits.Through this step, the manger will also get a chnace to observe the employee. 

Appendix

Advertisements- 3 copies, Source: Retrieved from www.dailyjobboards.com

Advertisement 1 

Advertisement 2 

Advertisement 3

References

1. Washington Business Journal, August 2012, Ian Altman, “How to plan for a successful sales conference or meeting”.
2. Dave Kahle, 2003, “First Steps to Effective Sales Planning”, Excerpted from the book “Take your sales performance Up a Notch”.
3. Wentachee Business Journal, July 2014, Ken Mattson, “A good sales plan helps you hit that pitch out of the park.”
4. Palgrave Journals,Journal of Journal of Database Marketing & Customer Strategy Management, Vol.18, 2011, David Lyus, Beth Rogers,Christopher Simms, “The role of sales and marketing integration in improving strategic responsiveness to market change”
5. Journal of Personal Selling and Management, Sep 2015, Vol.35, Sonke Albers,Kalyan Raman,Nick Lee, “Trends in optimization models of sales force management”
6. Journal of Economics, Finance and Adminstrative Science, Vol. 20, Issue 38, June 2015,Vijay Lakshmi Singh, Ajay K Manrai, Lalita A Manrai, “Sales training: A state of the art and contemporary review”
7. Technology Innovation Managememt Review,October 2011, Ian Gilbert, Stephen Davis, “A Sales Execution Strategy Guide for Technology Startups”, Retrieved from timereview.ca/article491/