The work has the aim to professionalise the sales force of the Meusburger Company. In the beginning of the work, an introduction to the project is carried out. Followed by the explanation of the "Research approach" which explains the different types of research which are included in the work and how the main part is structured.
The project work itself is arranged around the SOSTAC model including a Situation analysis (S), a detailed situation analysis of the Meusburger Sales force is done, including interviews with members of the sales force. To summarise the situation analysis, the threats and weaknesses are collected. And Objectives (O), the objectives can be seen as the mainly theoretical part of the work, which deals with literature research explaining "what makes a good sales force" and what the important factors for a successful sales force are. At the end of this chapter, a GAP analysis of Meusburger is done to define the main points that are missing in the Meusburger sales force.
Inhaltsverzeichnis (Table of Contents)
- INTRODUCTION
- RESEARCH APPROACH
- SITUATION ANALYSIS
- SOLUTION OF THE PROBLEM
- Primary research
- Internal published documents and general knowledge.
- Expert interviews
- Type of interview.
- Framing the interview
- Interpreting the interview.
- Ethical considerations.........
- SECONDARY RESEARCH
- CONCLUSION - GAP ANALYSIS
- SITUATION ANALYSIS OF THE MEUSBURGER COMPANY
- ABOUT MEUSBURGER
- SECTOR & ENVIRONMENT.
- Arrangement of the industrial sector.
- DEFINITION OF THE SALES PROCESS....
- OVERVIEW OF THE MEUSBURGER SALES FORCE .....
- Hierarchy of the sales force.
- Sales training.
- Sales controlling.....
- Leading the sales force........
- ANALYSIS OF THE WEAKNESSES AND THREATS AS A PART OF A SWOT...
- Weaknesses
- Threats.........
- CONCLUSIONS OF THE ANALYSIS.
- OBJECTIVES.
- WHAT DEFINES A GOOD SALES FORCE.
- Evaluation of a sales force.......
- Management and leadership.....
- Motivation...…………
- Management by Objectives.
- Compensation........
- Training
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This work aims to professionalize the sales force of the Meusburger Company. The project is structured around the SOSTAC model, which examines the situation, objectives, strategy, tactics, action, and control of the sales force. The research combines both primary and secondary data, utilizing interviews and published documents to analyze the existing sales force and identify areas for improvement.
- Developing a comprehensive understanding of the Meusburger Company's sales force, identifying strengths, weaknesses, opportunities, and threats.
- Defining key objectives for a successful and efficient sales force, drawing upon literature research and best practices.
- Formulating a strategic plan for the Meusburger Company's sales force, addressing identified weaknesses and threats.
- Creating a new hierarchy with increased management responsibility within the sales force.
- Developing a training program tailored to the specific needs of the sales team.
Zusammenfassung der Kapitel (Chapter Summaries)
The initial chapter outlines the research approach, employing both primary and secondary research methods. Primary research includes internal documents and expert interviews, while secondary research draws upon relevant literature.
The second chapter provides a detailed situation analysis of the Meusburger Company, including an overview of the company's history, sector, and environment. The chapter analyzes the company's sales process, hierarchy, training, controlling, and leadership. It concludes with an assessment of the company's weaknesses and threats.
The third chapter focuses on defining a good sales force, exploring key factors like evaluation, management and leadership, motivation, management by objectives, compensation, and training.
The remaining chapters delve into the development of a strategic plan for the Meusburger Company's sales force, including the definition of objectives, the development of a strategy, and the outlining of tactics, action, and control measures.
Schlüsselwörter (Keywords)
The central theme of this work is the professionalization of a sales force. This involves key concepts such as sales force leadership, sales management, strategic development, SWOT analysis, GAP analysis, training, motivation, compensation, and the SOSTAC model. The research utilizes both primary and secondary data, including internal company documents, expert interviews, and literature reviews.
- Quote paper
- Mag. (FH) Markus Scheffknecht (Author), 2008, Strategic development of a Sales force leadership model. The Sales force of the Meusburger Company, Munich, GRIN Verlag, https://www.grin.com/document/385870
