B2B

Assume you are the only salesperson of a small but rapidly growing B2B company headquartered in the Ontario, CA area. The company produces and sells a computer software system for helping car dealers locate specific used cars their customers want or simply locating inventory to help diversify the dealer?s stock of used cars. Sometimes, the desired cars are nearby?in the same metropolitan area but at other times they may be hundreds of miles away. Assume that up until now, dealers have to make numerous calls to other dealerships or search the internet to solve this dilemma. The company?s software provides a real-time problem solver which saves time, increases customer satisfaction, and increases the dealership?s revenue by boosting sales.
The software company has no formal sales department let alone a sales training program. Now in its third year of operation, the company has experienced rapid growth. In fact, sales doubled just last year. The company?s founder is an entrepreneur and one of four employees two of whom are software engineers. The software is proprietary (i.e. it is patented) but the owner realizes that competitors always figure ways to develop their own versions of patented products that are able to skirt infringement issues. Therefore, the owner wants to ramp-up the selling portion of the business and do so right away.
You are the one employee of the company responsible for sales as well as other promotional activities. As such you have been cold calling dealerships in the Southern California area selling the software. Despite having no one to help you plus the fact that the company is relatively unknown, you have been achieving remarkable success. Both you and the president believe that the sales function needs to be much more formalized if the company is to continue its rapid growth.
Assume that as the company?s sole sales representative you will soon become the sales manager and oversee several sales people who you will shortly be hiring. As an immediate first step, you need to outline what a more formalized sales process will look like. In not more than two type-written pages, and using the material from the Sales Communication course, briefly identify what a sales training program might look like for the company. In other words, what all is needed to bring a new hires up to speed and make them successful in selling this unique product. For example, the process would probably start with prospecting. How might prospecting be more efficient and effective than simply cold calling? Devote a paragraph to this topic before moving on to what you recommend next.

ORDER THIS ESSAY HERE NOW AND GET A DISCOUNT !!!