Sales People Feeling Threatened

By Company Website.

By Gautam Donga
 Company Profile
• G.W. Pergault established in 1952.
• G.W. Pergault is a supplier of maintenance,
repair and operations products.
• The company sells pipe fittings, light bulbs,
ladders and hundreds of thousands of other
MRO products.
 Sales Of Company
Customers in Sales In Percentage Medium Of Sales
Percentage
20% 80% Sales Force
80% 20% Paper
Catalog/Websites
Current Ordering Process

3
Days
New Ordering Process

Maximum
2 Days
 Advantages of Selling Through
Website
• Quick order processing.
• Reduces the chance of order entry error.
• Cost efficient.
• Sales people can concentrate on other
activities like creating new accounts.
 Disadvantages
• 80% of the total sales is done by sales force.
By using net selling concept company may
loose those customers.

• Building personal relationship with customer

is difficult.
 Ans. 1
To improve e-commerce plan and make it
successful they should:

• Improve their website.

• Ask customer to give name of sales rep whose

client they are, by this sales rep get their
commission.
 Ans.2
Ken Sutton can make his sales people more
accepting of the new initiative by:

• Promising that they will get commission.

• Tell them advantages of new selling concept.

Thank you