CASE STUDY

Case Study: Integrated Interiors Ltd.



Case Study: Integrated Interiors Ltd.

Introduction

The Sales Manager is another key player in the organization chart. There is no point having good manufacturing or selling products or services to provide if not sold or does not know how to sell. The sales manager looks at the client, it looks and is close to it. Customer lives. So what has to care and treat. We must retain. And always, be looking for new customers, opening new fields and horizons that will ensure tomorrow, the future. The Sales Manager must be a dynamic and open. Choose to know their people well, which sent abroad to deal with customers and come back with orders under the arm. But, also, must be a person close to the Management or General Management of the company to follow its guidelines and to keep you informed.

Sales managers are people with education, training, discipline, dedication and decision to make sales and relate to diverse clientele. Managers product are employees of the commercial area whose function is the administration commercial and development of a product group in charge. And, process managers, in turn, are employees of area of operations (production) with the responsibility is to ensure processing (manufacturing) efficient the product group responsible and acting as users of the technological facilities (equipment) where run their products. In practice there is a strong relationship between the three types of managers described as reaching considered as part of the same value chain. The first has to do with the sales effectiveness, the second with the successful promotion of products and innovation therein, and the third, with optimum performance in terms of quality, timeliness and cost of operations related to a product.

Discussion

Basic functions of sales manager are to analyze and develop the methodology of work included in the sales manual. Determine the potential purchase of the different categories of customers. Develop sales forecasts in agreement with the sales promotion department. Plan objectives and strategies of your team. Develop an organizational structure capable of achieving sales targets. Recruiting and selecting sales personnel, or contribute (Dalrymple, 2005; Jobber & Lancaster, 2006; Dalrymple, Cron & DeCarlo, 2004). Train these commercial kits according to knowledge and other skills necessary for the performance of its functions. Motivate and energize to play their best work. Assess and monitor work to ensure that achieve the objectives.

We know that commercial work is a major sales promotion activities. In a high percentage of companies this activity is considered its main function, hence the need of every business manager to know in depth their daily printing to a dynamic and visual sales promotion, necessary in all competitive markets. Work as a team in sync and both departments contribute to positive development of business activity, as areas that require intervention are numerous (Guenzi, 2011; Forsyth, 2002; Donaldson, 2000). But reality shows us that the two departments do not act coordinated everything they should. For example, sellers tend to presume that only they really know the customer and in ...