These are as follows: This strategy uses power bases of legitimacy, rewards and punishments as primary inducements to change.
Sales strategy is very important part for the company to increase their financial situation and improve the relationship with the customers. Some of the company failed to successfully execute the strategy which resulted in low sales.
This paper describes some of the factors that affect the sales strategy. To define what sales strategy is and gather the factors and situations that make the company successfully or fail to execute it.
The knowledge of sales strategy is very importance in marketing. Some business required very strong sales force to make sales Cognition force of strategy essay good strategy can benefit the company.
It also gave me an idea of how to create a good strategy in the modern world. At first, I thought the salesperson era has ended century ago but from the readings and articles I found that there are many businesses that need the power of sales force to be competitive and sales strategy plays a major role to keep company survive through changes.
Business do their best to survive in the world with no border.
The sales force has to face the competition at the global level which is harder for the business to decide the strategy to use.
I am impressed by how the business adapted their strategy through change of time to match need of the customers. Sales representatives need to know how their products or services very well.
A successful sales strategy makes sales force do the right things at the right time and they get a better reaction of the customers than the company without the strategy. The well-planned strategy drives the company to the next level of the business.
The most famous business that successfully used the full potential of the sales strategy is, no doubt, pharmaceutical business.
This business needs strong sales force to make sales in each area since the medical they sells concerns with the image of the doctors, the hospitals, and it also can mean life or death to the users so each client the salesperson needs to meet is looking for the best product with the best price, and has the best quality to the end user which in this case is the patients Nobody wants to be sued by the patient because of bad treatment or ineffective pills.
What is their keys strategy to make the sales force works efficiency? The answer are to know the customers, the product they sell and also the competitors, and keep in touch with the clients to make a good relationship and follow up feedbacks.
Since technology plays more part in the business world, the sales strategy have to adapt and move to the social network base to keep the relationship and track their customers satisfaction.
There are many examples of the company which tried to set a strategy but resulted with failure. From the reading and mining information around, I found that most of the company which failed in sales strategy lack at least one of three knowledge area.
First, The internal knowledge of their own company, business, and product. It is very easy for one company to over force their salespersons to push the product to the customers and ends up with poor sales value and damage the brand image.
The second one is the customers knowledge, Salesperson will close the sale easier if they know the information of the customers so they can match needs with the function of products or services they provided.
The good relationship between seller and buyer also very crucial. Trust between buyer and seller will determine either the deal will close or not. And the last is the world trends. The world changes when each minute passed so the strategy needs to update and catch up with trends.
Since the internet become new channel to connect with consumers in the new world, sale strategy has to adapt and adjust to suite with the modern lifestyle.
In the end, there are many factors that affect and determine the successful of the sales strategy.Objective: To define what sales strategy is and gather the factors and situations that make the company successfully or fail to execute it. Reason: To be able to understand and learn more about ‘Sales Strategy’ Purpose: The knowledge of sales strategy is very importance in marketing.
Some business required very strong sales force to make sales and good strategy can benefit the company.
And explain the cognitive school, which is the focal point of this writing, and hence receives the main attention. As a result, the remaining discussion will include the contributions in order to show how various strategists have dealt with strategic cognition/5(2).
According to Barlett and Ghosal () a company should assess the nature and strength of the forces shaping the industry and competitive environment in which it operates.
Porter’s () five forces framework which refers to potential entrants, buyers, suppliers, substitutes and industry competitors provides a useful means of analysing industrial environments in order to assist companies in choosing effective competitive strategies.
Cognition: Force of Strategy Essay by wrichard, University, Bachelor's, B+, August download word file, 8 pages download word file, 8 pages 10 votes 2 reviews/5(2).
Assignment1: Advantages and Limitations of Porter’s Five-Force Model Chaitanya K Mandyam American Public University System Michael Porter observed and explained the different levels of profitability across firms and industries by his “Porter’s Five - Forces”.