ComputAbility - Sales Goals Essay -- essays research papers

ComputAbility, a mail-order family, began in 1982. Anauthorized reseller of figurer software and hardware,ComputAbility offers their clients over 50,000 products.The guild has built their reputation on a foundation ofcompetitive prices and quality service. In August of 1997,Creative Computers, too a mail-order company, acquiredComputAbility. The acquisition provided a number ofbenefits to the company, primarily a big productselection to offer to customers. Currently, ComputAbility employs 60 + people with plansof adding on 20 to 30 more gross sales representatives andsupport staff during the next year. former to February of1998, all of the sales representatives were in the inbounddivision. This division handles all entranceway sales calls.Majorities of these calls are from individual consumers.Creative Computers had started their company the sameway, further found the growth potential was in the businesssector. In February of 1998, ComputAbility started their corporeal sales division, an area already underway atCreative. This division of the company was created todevelop relationships with business clients, and become theprimary way of increasing company profit. Computabilityadded a dedicated trainer to the staff at the same fourth dimension thecorporate division was started. This individuals primaryresponsibilities were to train in the raw hires in the areas of sales,product knowledge, company policies and procedures andcomputer systems. Although there was a substantialness development program in place,including ongoing new product training from manufacturers,the company was not profiting at an acceptable rate.ComputAbility experienced a minify in sales and profitsduring the first year after the acquisition. The mind-setwas that the acquisition should have provided the toolsnecessary to increase sales. So what could be the bother? Although ComputAbility sales representativesnow had more tools available to them, close tothing was stillmissing. C reative Computers trenchant to test a sales trainingprogram for the corporate sales division. There are anumber of sales training tools available. Tools betray frombooks and seminars to dedicated sales training companyprograms. Management decided to have with a companywho had developed a sales training program. The signstep was for top management to go through the training to follow if it was worth the time and... ...o sales improvement. This relationship result take some time.A longer phone conversation can help to commute better andbuild the trust needed to assist in iterate sales volume.The longer you are on the phone, the greater the chanceyou will have to sell something to the client. The last graph looks at the monthly attention vs adjustedgross profit and one can see superficial relationship on a directbasis. It should be noted that if you do not come to workyou would not make any calls. as yet just being at workwill not indorsement you success. The success of the programis dependent on the attitude of quality not touchstone. In summary, the cadence of expertise developed over timeand the amount of quality conversations developed overtime are the important factors. gross revenue will not improve whenactivity is based on factors of quantity only.Harlan, R., Woolfson, Jr., W., (1991). Telesales ThatWorks. Chicago, Il Probus Publishing Company.Stone, B., (1995). Successful Direct Marketing Methods.Lincolnwood, Il NTC stage business Books.Zajas, J., Church, O., (1997). ApplyingTelecommunications and Technology from a GlobalBusiness Perspective. Binghamton, NY The HaworthPress, Inc.