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Business to Business Marketing - Case Study Example

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Business to Business Marketing

From the current organizational structure it can be deduced that SCS is a centralized, line-staff function organization. Keeping this in mind and the growth strategy they choose, it would directly impact their success in the new region. The positive fact us that SCS has a very good word of mouth. However, the question is to maintain the same level of word of mount in the new region, they would have to match the same deliverables that they are in Birmingham.
SCS will soon be completing a decade of operating successfully in the UK market. After establishing its brand name in the commercial cleaning market, now they are seeking to expand their operations to other regions. One resource that SCS has underrated till yet has been the sales force. While expansion is the strategy for SCS for the next five years, the need of having a sales force for the implementation of the expansion strategy is of extreme importance.
Adequate division of work: SCS management should divide work equally; the burden sharing should be fair. However, simultaneously, the burden sharing has to be intelligently allocated for e.g. ...
One resource that SCS has underrated till yet has been the sales force. While expansion is the strategy for SCS for the next five years, the need of having a sales force for the implementation of the expansion strategy is of extreme importance.
After establishing the importance of having a sales force, the next step is to organize the sales force. Organization of sales force is carried out by:

Organizing the sales force:
Applied to SCS
Organizing the objectives
Achieve sales orders from atleast twenty offices in the nearby regions of Norwich
Organizing the individual assignments
Each sales person is responsible for arranging five orders a month.
Organizing the tasks
Each sales representative has to visit two offices a day
Appointing a leader
All the sales representatives will be reporting to the Sales Manager

Effective organization of sales force requires:
Adequate division of work: SCS management should divide work equally; the burden sharing should be fair. However, simultaneously, the burden sharing has to be intelligently allocated for e.g. out of a team of four sales people, the two who possess exceptional selling skills should be kept exclusively for this function and career growth options should be made for them. The two who are not so good at sales can also be utilized for other purposes for example if one of them is good at communication, he can help the rest of them with their letters and proposals.

Span of management: The smaller the number of bosses the better it is. As the saying goes, "too many cooks spoil the broth" likewise too many bosses eventually lead to an authority proving tirade rather than a work team. It is best if the chain of command has only one boss giving clear-cut instructions.
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Summary

This report relates to Spectrum Cleaning Services (SCS) who have been operating successfully in Birmingham, UK and have had over 7.2 M turnover in the year 2006.In vie of their success, they are looking ahead for expansion in the Norwich area.
The objective of this report is to analyze and evaluate the current situation and arrive at possible solutions & recommendations for the above -mentioned issues being faced by the management of SCS…
Author : scot85
Business to Business Marketing Case Study essay example
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