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Marilyn Fowler recently became a sales representative for the California Adhesives Corporation and covers the states of Oregon and Washington. After completing a three-week training program, Marilyn was excited about the responsibility of reversing a downward sales trend in her territory, which had been without a salesperson for several months.
The previous salesperson was fired due to poor sales performance and had not left behind any information regarding accounts. After contacting her first 20 or so customers, Marilyn came to a major conclusion: None of these customers had seen a CAC salesperson for six to nine months; they had CAC merchandise, which was not selling, and they had damaged merchandise to return. These customers were hostile toward Marilyn because the previous salesperson had used high-pressure tactics to force them to buy, and as one person said, “Your predecessor killed your sales in my business. You said you would provide service and call on me regularly, but I don’t care about service. In fact, it’s OK with me if I never see anyone from your company again. Your competition’s products are much better than yours, and their salespeople have been calling in this area for years trying to get my business.” Marilyn was wondering if she had gone to work for the right company.
1. If you were Marilyn, what would you do to improve the sales in your territory?
2. How long would your effort take to improve sales, and would you sell it to your sales manager? Why? Please provide detail.
Ans: 1 – As to improve the sales in that area I would have taken the responsibility to my hand and would make the correction by apologizing customer for not attending them and not calling them every month for update. Another way is that I will appoint honest and efficient hard working experienced worker.
Ans: 2 – It would take around 6 to 7 months for improving sales as it would take some effort and time to erase mistake of previous sales person. Yes I would sold it to manager as the senior he could help in this situation
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