Sales and Distribution

GMSI 409 gross sales and Distri merelyion dry land Wide Equipment Kunjalik Balwani 3/4/2013 Introduction demesne Wide Equipment is UK based multinational in the heating air conditioning and ventilation assiduity, it has been rated as iodine of the just close innovative companies in the particular sector, and the fraternity majorly deals in B2B, like hospitals obtain m e very(prenominal)(prenominal)s, hotels. As menti iodined above World Wide Equipment is a multinational bon ton so it has one of its branches situated in mainland China and the unattackable has had an immense growth in the span of 20 grades going from an cut-and-dried US$6 million to a staggering US$ 70 million.World Wide Equipment relished a premium brand image in China and had setd its chillers on a higher note , not only were they securities industrying higher than the local manu incidentures and the joint venture companies ,but 10% higher than their planetary counterpart. The unique selling po int of the products ar they ar the virtually vigour efficient products amongst all its major competitors both locally and internationally and to its benefit keep friendship had a much larger customer base as comp ard and the reason existence that they were early entrant.World Wide Equipment China was part of the Asia peaceful bea agency located in Hong Kong and within China they had ternion gross gross revenue offices in mainland china namely capital of Red China, yarn-dye and Guangzhou. point-blank Wang the regional sales music director of the capital of Red China office had received a telefax of the half yearly sales cognitive operation for the three offices and it was seen that capital of Red China office ranked third in the list and it was a reason to cephalalgia as the Beijing office had always been rated as one of the most consistent step up of the three.The Decision Dilemma Frank Wang the regional sales managing director has a task in front of him, and those are the stopping points that he has to come up with in grade to put his sales squad right on track. Wang has a fewer immediate and long endpoint issues that pay to be communicate. The immediate issue that he has to address is the scurvy sales performance of his employees, the drop in the sales performance was receivable to loosing large tenders on trot and it was just not about losing, it was about coming actually close to the deal and losing it out at the farthermost moment, this was some(prenominal)how tampering the morale of the whole sales group.Generally thither are two options for any team which loose the close calls, either they are motivated to do fall in or their morale go smoothen like in the parapraxis of sales team in World Wide Equipment. If the distinguishs are to be believed, the major cause of failure has been politeness Li Weimin. Li Weimen was suggested by Frank Wangs boss Frank Yu and was recommended because of his experience in the fabri c industry since c attractorh was the genre that the company wanted to venture into.However the inclusion of Weimen was less on his merits and to a greater extent because of recommendation, Weimen had more of contacts sooner than skills and his inclusion was not much of jockstrap as it was witnessed posterior on, that the inclusion had taken a toll on the boilersuit performance of the sales team, though it would be unfair to blame him all alone, because one individual does not compel a sales team, but one individual is enough to spoil a going on deal, which was the slip-up with World Wide Equipment.Weimen was one of the, major reasons for the failure of two of the most important deals. One of the major conclusivenesss that Wang has to make here is that what he does with Weimen, who was a recommendation from his boss, what Wang needs to decide here whether he would want Weimen to demerit to Guangzhou where actually all recourses can be put to work because of his bend in that region, where as he had no influence in Beijing what so ever.Since Wang had never got the need of firing any of his sales persons, so he would want to shift Weimen out of the Beijing office, as it had been bformer(a)ing the sopor of the provide as well. So his first major decision is to throw Weimen not fired but shift him to the office where he would shiver off been of some use, because losing him could cost the firm potential resources and business in other part of mainland China because the bonus system of the company depended on the all overall performance, so that would mean if the influential side of Weimen worked that would also benefit the employees of Beijing.After resolve out the problem above the next issue that has to be addressed is the long term issue, that is of how to pay off into the material industry market and consort to Yu, World Wide Equipment does not really wear any bring in or influence in the market status, the reason why material industry was being target was because it was the new industry that was coming up and that too with a good potential, whereas on the contrary the electronic industry did not take a leak any room for growth. So the task here is to make a schema a long term strategy which would actually help them capture the market as soon as come-at-able.Another Decision that Wang needs to address that too an immediate is related to the Textile industry, whether to train his sales team in the textile industry or hire someone who had knowledge about the industry. pith Competencies for Textile intentness The textile industry was considered to be the next super thing in the Chinese market and was a potential market. Wang had estimated that out of the 2000 odd textile firms at least one third were looking out for an up gradation and in pasture to achieve that certain skills are genuinely important to possess.It is important for the sales team to build up their Core Competencies which would eventually help t hem achieve their targets in the new growing textile industry. Since it was noticed that the textile companies were not looking out for expensive chillers, they rather focused on creating better products, so chillers from joint venture companies were prefer over the imported ones, even though knowing the fact that World Wide Equipment chillers were more efficient, volume hesitated on paying a 30% premium one time price.So in order to overcome this situation the sales force team has to develop some skills in order to tackle these circumstances. Knowledge In Textile Industry the employees need to develop and grasp knowledge about the textile industry, since the industry is growing and the company is targeting a major chunk of it, so a good image is very important because eventually it is the knowledge about the industry which would help them crack the deals.Presentation A good presentation is backed by the fact that first impression is the last impression, so the employees should develop the skill of putt up a good presentation in front of the client. As mentioned in the case study Weimen wore a suit and with that sport shoes, so this kind of impression spoils the firms image resulting into losing potential clients.So very important it is to make a good Presentation Negotiation Skills all the employees were technically very good and did have the knowledge of what they had to with their product and they were the trounce in their jobs, but one thing that they lacked as the sales people was on their negotiation front, they rarely know how to negotiate a price or even try to put a price concord to the orders, so it was important to learn how to negotiate with the client, because a good negotiator can always get a good business to the firm.Decision qualification Another important skill that the employees need to render to is that of decision making, it is very important for any employee to learn how to be decisive about the deal, as we know the quicker the decision the quicker it is for the deal to go through and as in that location is more delay in the decisions, there are higher chances of the client to move away. So it is important to know the decision making process.Quoting Tenders As we know that in the textile industry there was an important element of quoting tenders , so to develop the skills of quoting tenders , the better the quoting then the competitors the better are the chances of getting the deal through. The above are few of the skills or the Core Competencies that the sales force team has to develop in order to capture the textile industry.The sales team of World Wide Equipment is not one of the easiest to join, the recruitment procedure of the company has been a very stringent one and it s task to get into the job, the sales team of the company has to cover a lot of ground and do a lot of various things in order to continue the selling.Overall the sales force has been an legal and an efficient one for the company , before entering the textile industry the employees have been efficient with their work, getting continues sales potently putting them in a consistent second position, but however they were not the most effective sales team as compared to the three offices as, Shanghai as been in top all the years , though one added advantage that it had was of being the first office in Mainland China, but if we notice the sales , year on year Beijing has tried to come close to Shanghai , that means that year on year the performance of the sales team in Beijing has been very consistent, but something more needs to be added in order to beat the leading sales team in Shanghai. So if we overall look at the performance of the sales team, we an think that they are not the most effective out of the three, but they are on their way on becoming the most effective team, a few alterations in their approach or a pocket-size make sense of prior learning about their future ventures could account for a colo ssal change in their future performances. Frank Wang was a regional sales manager joined World Wide Equipment in the year 1995, Wang had been a very impressive sales person and has been a very immobile growing employee for the company, after 18 months he was promoted to the senior sales manager and in further 16 months he was promoted to the post of regional sales manager making which do him the first Chinese national to establish a managerial position. Wang was accountable for 1) Creating the regions sales approximate and budget fulfilling that budget 2) Sales engineer recruiting ,training and organizational development 3) Sales performance evaluation and coaching ) Daily sales /sales leads counseling and job assignment 5) Contract negotiation and management of contract feat Looking at the responsibilities of Wang, it can be said that he did have a lot of task and had to cater to all the different departments in the organization in order to keep the firm fit and fine. Comment ing if Wang has been a good sales manager , what we can see in the case study is that he has both pros and cons in his approach to run the Beijing sales team. Wang had created a very effective sales team on a lower floor him, educating his sales team how to go about their business, It was under his supervision that sales team of Beijing started inching closer to the shanghai sales team. He had helped create two of the promising employees under him Liu Hongyuan and Jiang Li. Wang had another impressive characteristic of being the person who saves the companys money and he was successful in installing this behaviour in his other employees.When all the other offices would take place money lavishly and bill it on to the company where as Beijing office was a complete contrast of the situation, they would look out for the lower limit way possible this feature was instilled by Wang into his employees. Wang what it seemed was a very straightforward person when it came to recruiting, he w ould recruit the best out of the lot, his eye for the talent has always been an accurate one. Wang somehow felt that owed his success to Yu that is what made him go against his policy of not recruiting people on the basis of recommendation, but he had to take Weimen in the firm. This somehow showed that he could not stick to his hiring policy and even after repeated failure from Weimen he could not report his senior to take him off the Beijing office, so yes Wang did have some cons.Overall Wang was a valuable asset to the firm and he was some or the other way a good regional sales manager and he did create some good business for the firm, one openhanded half yearly result does not prove that he was bad manager, he had the rest of the other years of sales to prove that he has been a success in the Beijing office and had cultivated a great sales team a good environment for them and has made them perform consistently. If put under such circumstances what I would have done is that, t aken a few measures in order to shake things a petty bit and take it uphill from the recent dip it has gone through, I would have to make some stern decisions in order to put things back to action. Weimen Situation Instating Weimen had caused somewhat of a care to the World Wide Equipment Beijing branch and some or the decision had to be made.If the onus was on me I would go for Weimens reach check and with the contacts and influence that his uncle was a very resourceful individual in the urban center of Guangzhou, so loosing Weimen would mean that losing good business in the city that has always been number three in the list and would be over all bad for the business, so what I would do is shift Weimen to Guangzhou, a city where he would have some influence in the market causing and could bring in a lot of business to the firm and eventually making an overall profit, though still a little bit of training would be required too and a little bit counselling on how to go about th e whole situation, but losing him would actually mean that losing somewhat of a potential chance of losing out a chance of enhancing the business in laggard place in like Guangzhou. Textile Industry Entry The next issue would be of entering the upcoming textile industry and entering the industry in a convincing manner, so what I would do is train the staff in the textile industry or even recruits a few people who would have expertise. The chunk of the textile industry is quite big to let go off.Look Into Sales As the sales have been dipping down, I was a regional sales manager I would actually get into the sales myself and handle the big clients myself and by the senior sales managers who are the cream of the company, because it is the 80 20 in every business, which means that 80% of the business comes from the 20% of your clients. Boosting Morale of the Employees If the onus would be on me I would try and increase the morale of the sales team, because that is a very intrinsic element, without a good morale or state of mind it would not be possible to conduct sales in the best possible manner. In a company its always the sales team which brings in the money and it is important to have them maintain a sun-loving morale.