Sales Management Essay Example | Topics and Well Written Essays - 1000 words - 1

Sales Management - Essay Example In the company worked as brand manager and promoted last year. The position parallel to him is vacant. Keren French sr. manager national sales having 5 years of experience in the company is looking after account management of major clients. Just below her she has appointed Rick fire as national sales manager of Canada operations directly reporting to her for the last one year in the company. Prior to this assignment Rick was working with a small company for the last 6 months. Rick fire as energetic, enthusiastic and young man always trying to look after opportunities to grow has been performed well in last one year with relationship management with the client Zellengers. For that he has been appreciated and offered training and career enhancement prospects. But being an over ambitious person he set his target and seeing the opportunities in alternative channel development he came with a proposal for the product "Freshner" which has the monopoly in the market. He wants to create an alternative channel with sports apparel and sport goods (SASG) chain. Though he has not been assigned the job but on his own he talked with Les about the proposal just without any details. The actual problem starts here. His proposal has not been paid proper response and he feels disheartened. Due to his ambitions he talked to Keren his immediate boss who again sent him to Les. Les again told him to wait for the results from U.S. market. Now he approached to Dave with strong re commendation of Keren. Due to that pressure Les called him but again he was not with complete proposals. After 2 weeks he again met with LES with proposals and researched information and les paid proper attention to him and signaled him to go ahead. But again he has never involved les directly in the project and just provided him the overview of the progress through e-mails. Prior to last meeting before contract has to be executed Les willingly asked for participation. Rick wanted to appraised the complete situation before final meeting but only managed to talk just prior to meeting and the objection raised by Les about pricing which has been an important issue because stores are selling at $4.99 where as SASG has been priced $5.99 and the experience of US has not been good for the company. So it has to be properly answered. So in the last presentation before contract being executed Les objected on the price issue and the client became susceptible to execute the contract and it has opened up the problem that existed in the sales management team at the top level. The main problem which has been told by Les that Rick is not a team player and pursuing his personal agenda to promote himself keeping behind the companies long term goals, objectives and relationship with their clients. While Rick thought that Les has spoiled his efforts due to his rivalry and inherent autocratic behaviour. He was very near to strike a good deal for the company but Les spoiled the whole effort. So it is the problem of two personality types one who willing to perform on any situation not taking the overall view about the deal seriously and trying to implement his own agenda while the other one having more experience in the field like to build long term relationship with client and before considering any contract wants to involve whole team and to discuss all the issues thoroughly. Analysis: Going through the whole case study it has been quite evident that top