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CASE STUDY

CASE STUDY

CASESTUDY

BABA LLC BABA LLC is a window and conservatory company employing over 1500 people in India and now expanding to Middle East countries. In the Past Company used telesales, now implements its sales operations in two separate teams, one a team of canvassers, the other salespeople to generate leads. The role of canvassers is to distribute the company newsletter, a quarterly publication called BABA Homes. Canvassers also follow-up with a personal call to ask house owners their views on the publication and whether any of the products are of interest now or in the future. The objective is to take appointments with genuine leads for the sales force, but it may be hard to practise and even disturbing. Recent research shows that most consumers feels this to the unwelcome telephone calls and find the publication of interest. On other hand canvassers have appointment targets, the work is flexible and hours can be made to suit part-time, mature people. The company is looking for persons with a pleasing manner, experience and a certain maturity who can build understanding with the customers. The canvassing team is a mixture of male and female, age from 20 to 40. The canvassers prefer this approach even those who have been in telesales before. Company’s sales manager reported that splitting sales prospecting from sales generation is innovative and successful. Source:macmillanihe.com

Answer each of the following questions (in 100-150 words):

(10QX5Marks=50Marks):

1. “Company’s sales manager reported that splitting “sales prospecting” from “sales

generation” is innovative and successful. Do you agree with this statement? Give reasons

in support of your answer (5marks)

2. As a sales manager of BABA LLC, how will you motivate team of canvassers and

Salespeople to obtain orders and contracts? Discuss in support of your answer.

(2+3=5marks)

3. Assume that BABA LLC launched its business in Oman, Evaluate how environmental

factors will influence the sales of window and conservatory in Oman. (5marks)

4. Suggest and Draw sales Organization structure suitable to BABA LLC. Give reasons in

support of your suggestion. (3+2=5marks)

5. “The aim is to obtain appointments with genuine leads for the sales force”, evaluate the

statement and give reasons can BABA LLC can achieve its aim through “personal call”

strategy or not? Suggest alternative approaches for BABA LLC to create genuine leads

for its Salesforce. (2+1.5+1.5=5marks)

6. Assume that BABA LLC want to launch a separate division for industrial selling, and

you are being appointed as sales manager for the industrial division, as your

responsibility, prepare a sales task procedure and implementation write-up which your

sales team have to perform. (5marks)

7. Assume that you are the sales manager of BABA LLC, how you will evaluate the Sales

Force performance? (5marks)

8. According to the requirement of BABA LLC, outline the criteria for recruitment of sales

force. Give reasons for each element you select as criteria.(2+3=5marks)

9. As an expansion of business, BABA LLC entered into industrial selling in this context

prepare appropriate basic steps and execution plan to create industrial customer.

(5marks)

10. Discuss the sales presentations methods which are effective for window and conservatory

products when you are dealing with its industrial prospects. Give reasons in support of

your answer. (3+2=5marks

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