Business-to-Business Marketing Report Essay Example | Topics and Well Written Essays - 2750 words

Business-to-Business Marketing Report - Essay Example (Zoltners, Sinha & Lorimer 2009: 3). A motivated sales force will usher higher sales as compared to an unmotivated sales force. A well-coached, well-trained sales force ushers more sales than an untrained sales force. 2.1 â€Å" Sales Force Structure â€Å" If a company markets a single product to one industry with customers spreading over many locations and in such an event, it is ideal to employ a territorial sales force structure. On the other hand, if a company sells different products to many varieties of customers, it may either engage a product sales force structure or a customer sale force structure or a mixture of both. Under the territorial sales force setup, an exclusive geographic province is assigned to each sales person to market the company’s whole range of products to all customers in that geographical area. Under this structure, each sales person role and accountability are clearly defined. Company with diversified products engages different kinds of product s sales forces. For instance, Lear Corporation’s employ outstanding 145-sales force that brings many feats to the company. Lear sales force is good at relationship building and to satisfy customer’s needs. (Kotler 2008:423). American Express ,PepsiCo, and the Hartford Financial Services Group. sales personnel comprise one of the company’s most expensive and productive assets and increasing their figures may increase both revenue and costs to the company. (Kotler 2008:423). 2.2 â€Å" Various Sales Promotional Tools† A company’s sales promotion mix includes a mixture of various types of sales promotional tools employed by it to market its products or services. The chief six sales promotional tools are – advertising, personal...About $ 800 billion is being spent by all American companies each year on sales force, which is about 3 times the quantum of dollars spent on advertising. Many past empirical studies have found communication; commitment, trust, social contracts and co-operation are the variables that influence B2B relationships. As per eMarketer, about 88% of the shoppers prefer to do shopping online instead of traditional shopping as they can shop through online 24 hours a day and 365 days during a year. According to DoubleClick research study, about 73% of interviewees answered that they purchased a product through online due to email marketing. This demonstrates that B2C marketing is gaining momentum nowadays. SPSL should maintain adequate sales force and should launch its own website. SPSL should publish some success stories, offer the visitors some plumbing tips on how to keep their plumbing system hassle-free, and there should be a review section where its customers can post their views and recommendations about the SPSL services. SPSL can also introduce e-mail campaigns, pay-per-click campaign, local SEO programs and other online marketing strategies to attract new customers. SPSL should also publish in their websites positive reviews’, blog entries, and forum discussions section, about its past deals and upcoming ones.