Advantages and Disadvantages of Sales Force Management


Advantages of sales force management VS Disadvantages of sales force management

The following are some of the advantages and disadvantages of the sales force management system:

i. understand the economic structure of an industry

ii. Identify categories within a market

iii. Identify a target market

iv. Identify the best customers in place

v. Conduct marketing research to develop key customer profiles (demographic, psychological, and behavioral)

vi Understanding competitors and their products

vii. New product development

viii Establish environmental scanning mechanisms to identify opportunities and threats

ix. Understanding the strengths and weaknesses of a company

x. Examine customer experience about the brand

xi. Creating marketing strategies for each product using marketing mix variables for the price, product, distribution, and promotion

xii. Coordinating the sales function with other parts of the promotional mix, such as advertising, sales promotion, public relations, and publicity

xiii. Creating a sustainable competitive advantage

xiv. Understanding where brands should be in the future, and providing an empirical basis to write marketing plans regularly to help get there

xv. Providing input into feedback systems to help monitor and adjust the process.

The disadvantages are:

i. Difficulty in adopting the system

ii. Spend too much time on data entry

iii. Losing personal touch in the automation process

iv. The laborious process of continuous maintenance, data update, data cleaning, and system upgrade

v. Costs associated with sales force automation systems and maintenance

vi. Difficulty integrating with other management information systems

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