Individual Assignment
For:
Sales Management
Submitted by:
TABLE OF CONTENTS
1. INTRODUCTION 1
2. COMPANY PROFILE 2
2.1 general information 2
2.2 financial Review 3
2.3 Vision and strategy 3
2.4 The Telemarketing department 3
3. SELECTION 5
3.1 Company Policy 5
3.2 Suggestions. 5
4. TRAINING 7
4.1 Goals & Procedures 7
5. MOTIVATION 8
5.1 Policies 8
5.2 Suggestions 9
6. EVALUATION 10
6.1 Tools and Goals 10
6.2 Suggestions 10
7. COMPENSATION & BENEFITS 12
8. RELATIONSHIP WITH MARKETING DEPARTMENT 13
8.1 Current State 13
8.2 Suggestions 13
9. SALES TECHNIQUES 14
9.1 The Telemarketing Manual 14
9.2 Challenges In The Sales Experience 15
10. EXPANSION 17
11. CONCLUSION 17
12. REFERENCES 18
13. APPENDICES 19
13.1 Internal mobility 19
13.2 fggdd telemarketing report 20
1. INTRODUCTION
In this report, we will try to examine the operations and the organisation in the sales
department of gvgvggv S.A. We will focus mostly in the telemarketing department, which
is one of the three major sales channels of the company with the other two being the
various branches and the Best Direct/Financial Advisors. The scope of this report is to
analyse the department, evaluate its organization and identify its strengths and weaknesses.
We will base our evaluation of this department based mostly on the following areas:
Selection
Training
Motivation
Evaluation
Compensation
Integration with marketing
The ultimate goal is to visualize a better future for this company and suggest possible
improvements that could optimize its performance.
2. COMPANY PROFILE
2.1 GENERAL INFORMATION
xxxxx is a subsidiary of xxxxx, founded in April 2000. The company has 541 employees,
60 branches and 100 financial advisors. The company is a wholly-owned subsidiary of the
xxxxx and offers the Groups financial products and services.
The different units of xxxx are:
1. Sales channels
Branches
Telemarketing
Best Direct/FA
2. Service/sales
Europhone banking
ATM
3. Support Departments
Marketing
Operations
Accounting
IT
Insurances
Human Resources
The products that are sold by the firm are consumer loans, credit cards, insurances, house
loans and small business loans (SBL).
2.2 FINANCIAL REVIEW
The company is proving to be quite profitable with its turnover increasing on an average
rate of 24.2% yearly while ay the same time. the contribution of xxxx on the group
profitability is 7%. xxxxxs main strength lies in its consumer loans and credit cards as they
represent 40% and 23% respectively of the total xxx Group sales in these products.
2.3 VISION AND STRATEGY
The company vision: in Xxxx, we compete for a distinguished position in theGreek and
Balkan markets through the rapid development of our unique distribution channels and the
targeted promotion of Banking and Insurance products. Our goal is to fully satisfy the
evolving needs of our customers by providing pioneer and high quality services.
Their strategy is to benefit from the competitive advantages offered by alternative sales
