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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