Management Issue:

DECLINING SALES
Presented by: Syed Ahmed Ali 0538

Profile: International Office Products (Pvt.) Ltd was formed in 1984. IOP was the first organization, which was given the opportunity to market IBM products. IOP also introduced Pakistan's first branded PC as MangoPC and become the

Intels first Premier Partner. IOP over the years has now become a
company providing total IT Solutions. Status: Well known IT Company

Industry: Information Technology

Location: I.I. Chundrigar Road

Sales of Karachi office of International Office Products is declining day by day. Their sales staff has not achieved the target for couple of years. Its annual sales for 2010 (Karachi office) was Rs. 67.5 Million and in 2011 it was Rs. 60 Million (which is 15% lower than previous year) and in the year 2012 the situation is too worst companys, till Nov-12, 2012 company has earned only Rs. 30.5 Million which is very bad thing and could be dangerous for organization.

Following are the reasons for sales declining of International Office Products: 1) High profit margin 2) No recognition of sales staff 3) No role of sales staff in decision making

4) Lack of interest in promotional activities

5) Wrong sales visit policy 6) Unable to beat competitors

o Company is not achieving its goal (in the shape of sales) o Loosing the market share and goodwill o Sales staff are highly demotivated o Employee turn over ratio is increasing rapidly o Lost of investment on employee training o Competitors is getting benefit o Company size is getting small

o Merge departments of different products

o Update the infrastructure of the company

o Set the low profit margin to get the orders o Motivate their staff

o Take the sales staff onboard

o Go for different type of promotional activities o Modify the sales visit policy o Hire the skilled employees