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    RohanMohapatra
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    Worldwide Equipment Inc. is a UK-based HVAC manufacturer with 3 product lines and $2.5 billion in annual revenue. The document discusses Edward Yu, the China country marketing manager, sending a fax noting the poor sales performance of Frank Wang's Beijing regional office in the first half of the year. Frank attributed the decline to hiring one sales engineer, Li Weimin, who was recommended by Edward due to his knowledge of the textile industry and uncle's potential for business. However, Li has not added much value to the organization in sales or other areas. If he were Frank, he would fire Li Weimin due to poor performance and lack of contribution, which would result in additional hiring and training

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    Worldwide Equipment Inc. is a UK-based HVAC manufacturer with 3 product lines and $2.5 billion in annual revenue. The document discusses Edward Yu, the China country marketing manager, sending a fax noting the poor sales performance of Frank Wang's Beijing regional office in the first half of the year. Frank attributed the decline to hiring one sales engineer, Li Weimin, who was recommended by Edward due to his knowledge of the textile industry and uncle's potential for business. However, Li has not added much value to the organization in sales or other areas. If he were Frank, he would fire Li Weimin due to poor performance and lack of contribution, which would result in additional hiring and training

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    8 views5 pages

    Company Customer Context Competit OR

    Uploaded by

    RohanMohapatra
    Worldwide Equipment Inc. is a UK-based HVAC manufacturer with 3 product lines and $2.5 billion in annual revenue. The document discusses Edward Yu, the China country marketing manager, sending a fax noting the poor sales performance of Frank Wang's Beijing regional office in the first half of the year. Frank attributed the decline to hiring one sales engineer, Li Weimin, who was recommended by Edward due to his knowledge of the textile industry and uncle's potential for business. However, Li has not added much value to the organization in sales or other areas. If he were Frank, he would fire Li Weimin due to poor performance and lack of contribution, which would result in additional hiring and training

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 5

    Background

    COMPANY CUSTOMER COMPETIT CONTEXT


    OR
    • Worldwide Equipment Inc. is a • LCR Division - Corporate Offices. • Other Equipment • Edward Yu, country marketing manager for
    UK based multinational in Shopping Malls, Hospitals, Manufacturers China and boss of Frank Wang (regional sales
    heating, ventilation and air Workshops, Restaurants, manager of Beijing), sent a faxt noting sales
    conditioning (HVAC) industry Contractors, original equipment performance of three sales offices in China for
    manufacturers the first half of the year
    • 3 products lines – residential
    air conditioning systems • ICR Division – Industrie such as • Frank’s office had the lowest rankings
    (RAC), light commercial pharmaceutical, textile,
    refrigeration systems (LCR), electronics and petrochemicals • Frank attributed decline in performance due
    and industrial chiller and to hiring of one particular sales engineer Li
    refrigerator systems (ICR) Weimin

    • By 2000, the company COLLABORA • Li Weimin was recommended by Edward Yu


    emerged as the largest due to his high knowledge of textile industry
    TOR & also because his uncle was a large potential
    manufacturer of various types • Existing Customer Referrels
    of chillers & refrigeratios - client for one of other sales offices in China
    $2.5 billioin in revenue • Networking Platform
    • 13,000 staff in 80 countries
    What are the core competencies that a Sales Force must
    develop in order to win in the Textile Industry?

    Better presentation skills

    Information about commercial and legal technicalities

    Building customer relationships


    Is Sales Management System at Worldwide Equipment
    Effective? Is Wang a good manager? If you were Wang
    what would you do?
     Sales Management System at Worldwide is not much  Wang may not be a good manager. The reasons are
    efficient and effective
     Not able to motivate people
     Issues and changes with the current sales
    management system  Not following his instinct – He hired Weimin
    based on recommendation of his superior even
     Recruitment Criteria when Weimin did not have good selling skills

     Tender & Bidding Training  Focus only on sales and not on team building
    Recommendation & Implications
    Recommendation Implication

     Fire Li Wiemen as he hasn’t been able to add much value  Additional hiring and training cost for the new employee
    to the organization, not just in sales but in other areas too
     May result in loss Weimen’s uncle business with the
    company
    Thank You!

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