Now days, developing long-term sales relationships with large-scale buyers has become of paramount concern to marketers. A key account management structure is one-way sales organizations approach large scale accounts (Schultz, & Evans, 2002). A sales representative’s effectiveness has been indicated as an outcome related to perspectives of communication, quality, and trust (Schultz, & Evans, 2002). On the other hand, a sales representative needs to base actions on a strategy that has been established for that account (Schultz, & Evans, 2002).
In Essence, The Universal Fleet Service (UFS), is a company that provides maintenance, mechanical repair services, and body repair services to organizations that maintain fleets of large vehicles (Martocchio, 2013). The owner of the company, John Shurtman, is looking for a sales representative to generate new sales leads, call on potential customers, target potential customers; such as commercial trucking companies and utility companies, generate new sales from current customers, by suggestion of add on services or establishing the ongoing maintenance schedule, and provide continuous follow up to those customers who have contracts with other companies (Martocchio, 2013). Hence, a sales representative’s role is to build profitable sales of a company’s products and services to new and existing customers. In this case, the sales objective for the new sales representative is to obtain more customers and contract agreements, build on the company’s reputation with existing and new customers, and develop long standing relationships with potential new customers, who are stuck in current contracts (Martocchio, 2013). Furthermore, the first sales objective of the new sales representative would be to generate new leads through very effective representation of the services that UFS provides. …show more content…
However, the role of personal interaction is one of the key success factors in supporting a business model like UFS. Maintaining customer relationships with existing and new customers is extremely important. Essentially, the plan is to develop better relationships with existing customers, in order to generate more business; and expand the business, by customer referrals (Martocchio, 2012). Nevertheless, selling ad on services to current customers, and establishing ongoing maintenance schedules with them would generate new sales from current customers (Martocchio, 2013). In addition to protecting existing businesses, sales representatives must look for possible opportunities to open new accounts, and follow up on leads by advertising, using marketing strategies, or by asking customers for referrals (Dahling, Taylor, Chau, & Dwight, 2016). Doing this would help John maintain a productive company, although he has established the service deliverables of the UFS very well, and has a remarkable clientele. Keeping this is mind, it is imperative that the second objective of the new sales representative is to build on the company’s reputation. Nonetheless, reputation has always played an important role in business. In order to create a positive reputation, it would be significant for the …show more content…
Nevertheless, the sales representative would need to make sure that the existing customers are getting good service, and are satisfied with the services provided. Understanding customers would help the sales representative sell more. Thus, the more you know about them and their needs, the easier it is to identify opportunities to sell them new products, and target them with appropriate offers (Dahling, Taylor, Chau, & Dwight, 2016). In addition, improving customer service helps deal with customers quickly, adapt to product offerings, and provide personalized treatment. Meanwhile, the right information makes it easier to identify and resolve any
In Essence, The Universal Fleet Service (UFS), is a company that provides maintenance, mechanical repair services, and body repair services to organizations that maintain fleets of large vehicles (Martocchio, 2013). The owner of the company, John Shurtman, is looking for a sales representative to generate new sales leads, call on potential customers, target potential customers; such as commercial trucking companies and utility companies, generate new sales from current customers, by suggestion of add on services or establishing the ongoing maintenance schedule, and provide continuous follow up to those customers who have contracts with other companies (Martocchio, 2013). Hence, a sales representative’s role is to build profitable sales of a company’s products and services to new and existing customers. In this case, the sales objective for the new sales representative is to obtain more customers and contract agreements, build on the company’s reputation with existing and new customers, and develop long standing relationships with potential new customers, who are stuck in current contracts (Martocchio, 2013). Furthermore, the first sales objective of the new sales representative would be to generate new leads through very effective representation of the services that UFS provides. …show more content…
However, the role of personal interaction is one of the key success factors in supporting a business model like UFS. Maintaining customer relationships with existing and new customers is extremely important. Essentially, the plan is to develop better relationships with existing customers, in order to generate more business; and expand the business, by customer referrals (Martocchio, 2012). Nevertheless, selling ad on services to current customers, and establishing ongoing maintenance schedules with them would generate new sales from current customers (Martocchio, 2013). In addition to protecting existing businesses, sales representatives must look for possible opportunities to open new accounts, and follow up on leads by advertising, using marketing strategies, or by asking customers for referrals (Dahling, Taylor, Chau, & Dwight, 2016). Doing this would help John maintain a productive company, although he has established the service deliverables of the UFS very well, and has a remarkable clientele. Keeping this is mind, it is imperative that the second objective of the new sales representative is to build on the company’s reputation. Nonetheless, reputation has always played an important role in business. In order to create a positive reputation, it would be significant for the …show more content…
Nevertheless, the sales representative would need to make sure that the existing customers are getting good service, and are satisfied with the services provided. Understanding customers would help the sales representative sell more. Thus, the more you know about them and their needs, the easier it is to identify opportunities to sell them new products, and target them with appropriate offers (Dahling, Taylor, Chau, & Dwight, 2016). In addition, improving customer service helps deal with customers quickly, adapt to product offerings, and provide personalized treatment. Meanwhile, the right information makes it easier to identify and resolve any