| dc.description.abstract | The objective of this study is to improve the effectiveness of the sales operations for Company T, which is a logistics automation service provider. With the fast pace innovations in logistics technologies, the logistics requirements of its clients have been evolving over time, trigging a need to revamp its sales operations. This study proposes to change the sales operations from a product sales orientation, into a key account sales orientation. The would enable Company T to develop a deep rooted relationship throughout the organization of key customers. This would hopefully become the basis for its growth in the next decade.
Under the current business operation, which organizes along the line or products, company T is facing the bottleneck of unhealthy competition among the departments, inconsistent internal opinions, and a lack of common goal. This study proposes the followings. First, integrate the client facing department, strengthen the sales organization by transforming from a product sales mode into key account sales, to better serve key customers, each of which would be served by a single-window contact. Second, establish a new product development department to integrate the resources, and evaluation of all new and old distributed products. Third, employ the analysis of Big Five personality traits as a reference to allocate sales personnel. Forth, adopt an appropriate compensation scheme to ensure motivation for growth. Finally, adopt the sales funnel management mechanism to conduct case tracking and counseling, in addition to predicting future sales opportunities and preparation of back-end engineering workload.
It is expected that through this proposals, the operation of Company T can become more efficient, sales personnel can use their talents in the right place and penetrate into the customers’ overall organization to maximize business development. In addition, the internal competing practice can be transformed into a corporate culture of teamwork. In addition to managing key clients, account sales could also provide solutions, not only to meet customer demands, but exceed customer expectations, through integrated service, to increase customer loyalty. | en_US |