ComputAbility - Sales Goals Essay -- essays research papers

ComputAbility, a mail-order family, began in 1982. Anauthorized reseller of computer packet and hardware,ComputAbility offers their clients over 50,000 wares.The company has built their reputation on a buttocks ofcompetitive prices and persona service. In August of 1997,Creative Computers, also a mail-order company, acquiredComputAbility. The accomplishment provided a number ofbenefits to the company, primarily a larger productselection to offer to customers. Currently, ComputAbility employs 60 + people with plansof adding on 20 to 30 more gross gross gross sales representatives andsupport staff during the next year. Prior to February of1998, either of the sales representatives were in the inbounddivision. This division handles all incoming sales calls.Majorities of these calls are from individual consumers.Creative Computers had started their company the sameway, but found the growth potential was in the businesssector. In February of 1998, ComputAbility started their b odied sales division, an area already underway atCreative. This division of the company was created to machinate kindreds with business clients, and become theprimary way of increasing company profit. Computabilityadded a give trainer to the staff at the same time thecorporate division was started. This individuals primaryresponsibilities were to train new hires in the areas of sales,product knowledge, company policies and procedures andcomputer systems. Although there was a solid procreation program in place,including ongoing new product training from manufacturers,the company was non profiting at an acceptable rate.ComputAbility experienced a decrease in sales and profitsduring the first year after the acquisition. The expectationwas that the acquisition should remove provided the toolsnecessary to increase sales. So what could be theproblem? Although ComputAbility sales representativesnow had more tools available to them, something was stillmissing. Creative Computers decide d to turn out a sales trainingprogram for the corporate sales division. at that place are anumber of sales training tools available. Tools range frombooks and seminars to dedicated sales training companyprograms. Management decided to work with a companywho had developed a sales training program. The initial pure tone was for top management to go through the training tosee if it was deserving the time and... ...o sales improvement. This relationship give take some time.A longer phone conversation can help to qualify bankrupt andbuild the trust needed to assist in repeated sales volume.The longer you are on the phone, the greater the chanceyou will have to sell something to the client. The last graph looks at the monthly attendance vs altergross profit and one can see little relationship on a directbasis. It should be noted that if you do not come to workyou would not make any calls. However ripe being at workwill not guarantee you success. The success of the programis depen dent on the attitude of quality not quantity. In summary, the amount of expertise developed over timeand the amount of quality conversations developed overtime are the important factors. Sales will not improve whenactivity is based on factors of quantity only.Harlan, R., Woolfson, Jr., W., (1991). Telesales ThatWorks. Chicago, Il Probus Publishing Company.Stone, B., (1995). Successful Direct Marketing Methods.Lincolnwood, Il NTC Business Books.Zajas, J., Church, O., (1997). ApplyingTelecommunications and engine room from a GlobalBusiness Perspective. Binghamton, NY The HaworthPress, Inc.