销售管理案例英文详解.docVIP

销售管理案例 4.1 Question 1: What are the implications for Donna Armstrong and Steve Tremaine if the draft plan is implemented? （1）When the draft was implemented, Donna Armstrong and Steve Tremaine will get new accounts from Dave. But, both Donna and Steve questioned the idea of assigning half of Dave’ accounts to Franklin. The decision brought them psychological pressure and the pressure of competition. （2）They worry about that Franklin lack of experience and can not manage large group of accounts and loss them. （3）After one year, sales territories will be redesigned, the future development is uncertainty. Maybe Franklin gain work experience after one year and his ability or competitiveness is growth. That lead some of Dave’s former accounts were got by Franklin, then their sales performance was not well. At last, their commission were not fixed or reduced. Question 2: What are the implications for OTCs customers if the draft plan is implemented? (1). Improve the energy of the firm with the new idea. (2). Decrease the efficiency when in the handing over process. (3). The attention to the Regular consumers and the New consumers. (4). Decrease the loyalty of consumers 中文版：如果这个初步计划得以实施，对OTC的顾客意味着什么？ （1）. 新的想法的注入，增加公司活力。Franklin的优势在于年轻，有着前卫的思想。这会给公司带来新的活力并且也带给两个老员工新的竞争力。对于顾客来说，有些顾客可能会持有固守的思想，而思想先进的顾客会更喜欢公司的改变，与时俱进的公司才能更加长久。 而人事的变动也会使公司丧失一些信任。 （2）. 交接工作时的效率降低。交接工作时顾客会对新的销售人员产生不信赖感，造成客户的流失和销售额的减少。Dave的客户一半转交给Steven和Donna平分，其余的客户分配给Franklin。Steven和Donna对此提出质疑，同样的客户也会提出相同的质疑。交接工作时会产生客户数据的丢失并且会新的销售人员会对客户不熟悉，造成顾客的满意度降低。 （3）. 对新老顾客重视程度。在销售范围重新设计一年后，现有的客户的佣金比例会减少，而过去一年新开发的客户的佣金将会有较高的佣金比例。新顾客会更受到销售人员的重视，老顾客将会被忽视，而且随着时间的增长，3个销售人员将无法负荷增加的客户群，对于顾客来说这样的人员配备降低了工作的效率和对公司的信任以致引起老顾客的流失。 4.顾客忠诚度降低。顾客不能对短时间工作的Franklin产生很快的信任。而维系与顾客之间的联系恰恰需要的就是提升顾客的信任才能使顾客忠诚度提升。顾客可能会与OTC公司无法良好的合作，对公司失去信心。 Question 3: What are the pros and cons of Masons draft plan? From the aspect of the sales staff Disadvantages：1. Customer allocation method unsuitable 2. Influence team interpersonal relationship Advantages：1