B2B Assignment

Step Smart Fitness Analysis

By: Rahul Gondaliya
20630020202

Mr. Cooper Improvement in Sales Team Management:

It can be to increase the overall productivity by providing professional level
training to his sales teams. The training must cover the following areas, Work
ethics, Pitching and generating new leads, Retaining customers, Updated
product knowledge, and Performance measures. A positive effect would be
created by this training session and will help Cooper achieve 100% of his
territory sales target.
Since improvement in these areas would automatically improve overall
performance.
Moreover, cooper need to decide whether to hire new people or not. It could be
seen that Avery was in charge of a large territory which he was unable to
manage. Results may have been different if the same area was divided between
two salespersons. It could have boosted the sales in territory, but again, this too
will have some additional cost. It would be better to do a cost benefit analysis
before taking this step. In fact, it would be even better if the existing salesperson
are trained instead of hiring a new one.
The key responsibility of Cooper is to achieve the regional sales goals that are
made by the upper-level executives by using the respective product quotas. For
this purpose, the responsibility of an individual sales person is to properly do
the following tasks.
 The individual sales representative hasthe responsibility to collaborate
with the marketing team and identify the new client along with the
customization of sales presentation
 Along with it, the responsibility includes the establishment of valuable
contacts with existing and prospective clients
 Furthermore, a sales team member has a responsibility to help in decision
making by providing the customer feedback about the company’s
products or services
 In last, provide efficient and effective sales services to existing customers
of the company to retain them for the future and to increase the customer
lifetime value.