Sales Management

Individual Assignment

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Sales Management

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TABLE OF CONTENTS

1. INTRODUCTION 1

2. COMPANY PROFILE 2

2.1 general information 2

2.2 financial Review 3

2.3 Vision and strategy 3

2.4 The Telemarketing department 3

3. SELECTION 5

3.1 Company Policy 5

3.2 Suggestions. 5

4. TRAINING 7

4.1 Goals & Procedures 7

5. MOTIVATION 8

5.1 Policies 8

5.2 Suggestions 9

6. EVALUATION 10

6.1 Tools and Goals 10

6.2 Suggestions 10

7. COMPENSATION & BENEFITS 12

8. RELATIONSHIP WITH MARKETING DEPARTMENT 13

8.1 Current State 13

8.2 Suggestions 13

9. SALES TECHNIQUES 14

9.1 The Telemarketing Manual 14

9.2 Challenges In The Sales Experience 15

10. EXPANSION 17

11. CONCLUSION 17

12. REFERENCES 18

13. APPENDICES 19

13.1 Internal mobility 19

13.2 fggdd telemarketing report 20

1. INTRODUCTION

In this report, we will try to examine the operations and the organisation in the sales department of gvgvggv S.A. We will focus mostly in the telemarketing department, which is one of the three major sales channels of the company with the other two being the various branches and the Best Direct/Financial Advisors. The scope of this report is to analyse the department, evaluate its organization and identify its strengths and weaknesses.

We will base our evaluation of this department based mostly on the following areas:

 Selection

 Training

 Motivation

 Evaluation

 Compensation

 Integration with marketing

The ultimate goal is to visualize a better future for this company and suggest possible improvements that could optimize its performance.

2. COMPANY PROFILE

2.1 GENERAL INFORMATION

xxxxx is a subsidiary of xxxxx, founded in April 2000. The company has 541 employees, 60 branches and 100 financial advisors. The company is a wholly-owned subsidiary of the xxxxx and offers the Group's financial products and services.

The different units of xxxx are:

1. Sales channels

* Branches

* Telemarketing

* Best Direct/FA's

2. Service/sales

* Europhone banking

* ATM's

3. Support Departments

* Marketing

* Operations

* Accounting

* IT

* Insurances

* Human Resources

The products that are sold by the firm are consumer loans, credit cards, insurances, house loans and small business loans (SBL).

2.2 FINANCIAL REVIEW

The company is proving to be quite profitable with its turnover increasing on an average rate of 24.2% yearly while ay the same time. the contribution of xxxx on the group's profitability is 7%. xxxxxs main strength lies in its consumer loans and credit cards as they represent 40% and 23% respectively of the total xxx Group's sales in these products.

2.3 VISION AND STRATEGY

The company's vision: "in Xxxx, we compete for a distinguished position in the Greek and Balkan markets through the rapid development of our unique distribution channels and the targeted promotion of Banking and Insurance products. Our goal is to fully satisfy the evolving needs of our customers by providing pioneer and high quality services".

Their strategy is to benefit from the competitive advantages offered by alternative sales and distribution channels of banking products in order to penetrate the market. The company tries to reach this goal by:

* Flexible working hours

* Meeting the client at his space

* Complete telephone sale

* Satisfy evolving customer needs, through alternative channels

* Commercial focus with an aggressive strategy

2.4 THE TELEMARKETING DEPARTMENT

The telemarketing department focuses in selling consumer loans, credit cards and insurance products. One of the major advantages of this channel is the direct and two-way communication between the company and the customers. Telemarketing is a fast response channel with quick results that allows the creation of a customer database.

The department's goals are:

* Creation