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QualityKiosk: Drawing up a Sales Strategy
內容大綱
QualityKiosk Technologies Private Limited (QualityKiosk) was an information technology company providing software application testing and quality assurance services to banks and insurance companies in India. In 2015, QualityKiosk had over 70 per cent penetration in the insurance sector in terms of numbers of customers, and only 30 per cent penetration in the banking sector. Anuroop Krishna, head of QualityKiosk’s banking vertical, must put together a coherent sales strategy for 2016–17, and present his recommendations to QualityKiosk's chief executive officer.
學習目標
The case is ideal for courses on professional sales, sales force management, and business-to-business marketing. This case allows the instructor to discuss sales strategy and its connection to sales force design elements, and gives students the opportunity to do the following:<br><ul><li>Understand that a long-term sustainable sales program must be preceded by a well thought-out strategy rooted in reality.</li><li>Understand the importance of aligning organizational goals with the goals of the sales force.</li><li>Discuss the process of systematically drawing up elements of sales force design from sales force goals, which are based on organizational goals.</li><li>Allocate sales resources to either hunting or farming, and understand the strategic implications of the allocation.</li><li>Decide on targets and compensation plans based on the sales force goals and structure.</li></ul>