Quado Essay

1434 Words6 Pages
Sales Management – Quado Systems Group Strategic Sales Force Decisions - Case Study Analysis Sales Management – Quado Systems Group Strategic Sales Force Decisions - Case Study Analysis EXECUTIVE SUMMARY’S Quado faced an attractive opportunity at Taylor which is looking for a system integrator to design and build an internet infrastructure to connect all of its remote stores to optimize resource usage and provide online access to catalogs and inventory for prospective customers. Thus Quado has to decide if they should take it up. The report gives a brief overview on Quado’s mission, business goals, strategy, current customer’s profile and motivation of sales representatives and consultants. After gathering feedback from employees, Taylor and the market demand, we have decided to take up this challenge. Thus our sales objective of 25 million will be achieved this year. Although we faced a strong competitor Synectics and have certain limitations such as manpower, experience and referrals, we believe that Quado is able to overcome it by recruiting 20 new and experienced consultants to manage Taylor and subsequent similar projects because internet is the fastest growing segment in the market and we want to shift our focus toward it soon. Our proposed sales objectives are to keep our existing sales force to generate new accounts, maintain and grow the key accounts in the energy , telecommunications and financial services industry. The sales force will undergo intensive training on improving their selling skills and product knowledge. Their performance such as number of prospects to see per week, the phone prospecting times etc will be monitored closely by the sales director to ensure that their quarterly sales target are met. Our sales management strategies include the organization structure of the sales force, ways of monitoring sales force and consultants
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