Nobody downloaded yet

Company Sales Management Plan (Hart Hospital Equipment, Inc) - Term Paper Example

Comments (1) Cite this document
The success of an organization typically depends on the performance of its sales force. Sales forces not only generate sales for a company, but also represent the products of a company towards the customers…
Download full paperFile format: .doc, available for editing
GRAB THE BEST PAPER98.7% of users find it useful
Company Sales Management Plan (Hart Hospital Equipment, Inc)
Read TextPreview

Extract of sample "Company Sales Management Plan (Hart Hospital Equipment, Inc)"

Download file to see previous pages An appropriate sales management plan helps to increase the productivity of sales force as well as raise the performance of an organization in the market. In this competitive market environment, organizations require to develop a strong sales force structure and appropriate strategies which can ensure success in the form of high revenue. The paper will analyze the sales force of Hart Hospital Equipment, Inc. which deals in selling several medical care equipments. On the basis of assessing the sales strategies of Hart Hospital Equipment, Inc by recognizing its territory alignment, customer segmentation, sales force and account strategy, this paper would recommend about the number of sales representatives and effective sales force structure which can be profitable for the company. Analysis of Hart’s “Go-to-Market” strategy Go-to-market strategy outlines the actions and the involvement which relate an organization to the customers and the market opportunities. The go-to-market activities of Hart can be divided into two parts which are: customer attraction activities and channel activities. The customer attraction activities are considered as responsibility of salespersons. However, the salespersons are not involved in the channel activities (Zoltners, Sinha & Zoltners, 2001). The sales strategy of any company can be of two kinds i.e. direct selling and indirect selling. The direct sales force includes those people who are employed by organization on a constant basis for selling products to customers directly. In indirect selling, organizations use salespersons from other companies such as merchants, distributors, agents or hired sales force. There are several substitutes for direct and indirect sales force which comprise of advertising and promotion, exhibitions, direct mail, telesales and e-sales. Hart Hospital Equipment Inc. (HHE) uses the direct sales force for trading their products. It mainly uses the magazine advertisements, direct mail and conventions to reach to the target customer segments. The following diagram will depict the go-to-market activities of HHE: The go-to-market strategy provides a methodology for determining the role of direct sales force for an organization’s business. In case of HHE, their sales force is the major medium for promoting products in the market. Through their sales force, HHE can effectively express the information about products to the customers. The sales force of HHE provides effective service to the customers in order to retain them. Analysis of Hart’s Overall Sales Force The sales force of a company can vary from country to country or industry to industry. The sales force of HHE is divided into three regional areas where it performs the business operations. The following image will describe the overall sales force of HHE: In HHE, there are almost 93 sales representatives and among them almost 87 representatives have geographically determined area which is further divided into three districts. The sales force of HHE serves the pre-hospital market locally. In the medical equipment industry, the sales force of HHE is quite active. Components of HHE’s Sales Force Every organization which deals in selling products can be observed in terms of three basic components which are sales force investment, sales force activity and company results. The sales force investment is regarded as the amount associated with employing salespersons such as expenses for employing, providing training assistance and arranging meeting among others. For HHE, the company spends almost 13% of their total sales revenue for the sales force which is 2% point less compared to industry average. The sales force activ ...Download file to see next pagesRead More
Cite this document
  • APA
  • MLA
(“Company Sales Management Plan (Hart Hospital Equipment, Inc) Term Paper”, n.d.)
Retrieved from
(Company Sales Management Plan (Hart Hospital Equipment, Inc) Term Paper)
“Company Sales Management Plan (Hart Hospital Equipment, Inc) Term Paper”, n.d.
  • Cited: 0 times
Comments (1)
Click to create a comment or rate a document
bonnieondricka added comment 1 year ago
Student rated this paper as
Useful paper! Used it to finish an assignment for a business course. It was easy as ABC, for the first time in my life.

CHECK THESE SAMPLES OF Company Sales Management Plan (Hart Hospital Equipment, Inc)

Sales proposal to Apple Inc

.... As this is only an application, there will be no shipping and other storage costs. We will also take care of the marketing of our application. This proposal will deal with other raw facts about Amazon and how we plan to go about marketing the application. is stationed in the United States. It is a multi-national electronic commerce company. Its headquarters are based in Seattle, Washington. Currently, it is America’s biggest online retailer. Its sales are three times the Internet a sale of Staples, Inc. Amazon was found in 1994 by Jeff Bezos. He launched it online in 1995. The company’s first name was Caracara...
3 Pages(750 words)Essay

Management of medical equipment

...Aids at Low Cost 2005, pr.4). Managers can maintain, repair, operate and offer adequate resources for use in hospitals. Therefore, replacing and disposing medical equipment is the last phase, which is effective for minimizing associated risks in the clinical settings. Utilization Sub-cycle Technology utilization life cycle takes into consideration varied activities, and each of them occur at multiple times. A technology can undergo varied sub-cycles several times until it reaches the retired or replacement stage as indicated in the figure 2 below. Therefore, the decision for removing and replacing a new technology is made from the acquisition phase, but the utilization sub-cycle may...
9 Pages(2250 words)Essay

Risk Management Plan in Hospital

...will be utilised and a risk management plan will be developed according to AS/ANZ 4360:2004 as described in HB436:2004. Different departments, people, equipment, facilities and functions make up an organization. This is also applicable in a hospital. Integration of these diverse components are possible through leadership skills which consists of communication and consultation. Management of healthcare associated risks are best accomplished through teamwork and through basic understanding of the problems. Changes required must be continuously managed, and this should address new risks that are continuously presented in the...
27 Pages(6750 words)Essay

Risk Management Plan in hospital (2)

...for setting health service statement of priorities, quality plan, strategic and business planning Consider government priorities, balance across all dimensions of quality Incorporate information about clinical risks into strategic and business planning Oversight the risk management system and review reports on significant clinical risks and action plans to mitigate risk Oversight risk and quality committees for the functions outlined in the Clinical governance policy framework Evidences of analysis, evaluation of the event and feedback are present Policies and procedures are presented in a hospital wide, uniform manner Absence of...
27 Pages(6750 words)Essay

Business plan for Gym Equipment

...realize that there are always concerns when making a costly purchase over the Internet. Through detailed product information, customer testimonials, third party endorsements and online fitness consultants, we can assure you that you are dealing with the most reliable source for online fitness equipments. 'Beauty Fitness' is not a retail company that 'also' sells fitness equipments online as a side business. The Internet is our primary sales medium. Consequently, the Beauty Fitness business model is geared towards the sale, service and fulfillment of cyber customers. Customers are assured of satisfaction through a solid money-back guarantee. All...
6 Pages(1500 words)Essay

The Analysis of Garys Hart Business Plan new it will take time for customers to familiarize with the place. However, from information presented in the weekly cash budget, Gary should set aside approximately £94,740 as his working cash. This amount will be sufficient to cover day to day expenses of the restaurant for the first month of operation. It is also from this amount plus additions from cash sales that Gary will purchase some of the restaurant’s assets such as furniture and fittings. I arrived to this figure by adding all the negative cash balances at the end of every week for the first month of operation. e. Analysis of the business plan Introduction A business plan gives a road map that provides directions for a...
9 Pages(2250 words)Assignment

Assess and discuss Hospital Equipment Libraries giving consideration to current Medical Equipment Management guidance and policy

...of this equipment in the resources. Policies help in planning, procurement and maintenance of medical equipment. These guidelines help in ensuring that medical equipment are well managed from the time of acquisition to the time of disposal. Reference list Device Bulletin DB2006 (05), 2006, Managing Medical Devices - Guidance for healthcare and social services organisations: MHRA, Nov 2006. MHRA. (2013). Managing Medical Devices-DB 2006(05), Retrieved: National Audit Office Report 1999 NHS Trust (2012)....
11 Pages(2750 words)Essay

Russell Hart about Company Policies

...Russell Hart about Company Policies Russell Hart raises serious concerns about Youssef Said in the Middle East Division. In this report about Youssef Said, Russell Hart should include ethical concerns observed to violate company policies. It is important for Russell to differentiate between Youssef Said’s personality and his organizational behavior. It is evident that there is a cultural clash between U.S and Middle East corporate practices. Given Russell’s position, it would be appropriate to note cultural issues and their effect on ethical corporate behavior while using Youssef Said as an example. The idea is to ensure that every side of the report balances cultural tolerance and ethical organizational practices. Q.2 Disclosing... ...
1 Pages(250 words)Admission/Application Essay

ABC Hospital Risk Management Plan

...of care within the safe environment and protect resources of ABC Hospital. These departments are the Administration, Billing Services, Business Development, Clinical Services, Health Information and Privacy Management, Employee Health, Human Resources, Infection Control, Legal Services, Medical Equipment, Relations with patients, Quality and Improvement of Performance, Safety Management and Environment of Care and Security Management. Resources needed for Risk management plan implementation will include meetings with staff and initiatives directed toward support of team efforts, training and development of skills...
7 Pages(1750 words)Essay

Sales Manager at Omnico, Inc

... Sales Manager in Omnico, Inc Problem The ideological disagreement between Buddy and his subordinates is found to be the main issue at Omnico Inc. The newly appointed sales manager Buddy is of the opinion that continuous follow up and thereby customer retention are the key elements that lead a business to success. In contrast, some salespersons believe that company’s product lines and improved services would benefit the sales volume more. The identified problem is whether or not only continuous follow up would make the business profitable. Summary of the facts Buddy Towers was appointed as...
3 Pages(750 words)Case Study
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.

Let us find you another Term Paper on topic Company Sales Management Plan (Hart Hospital Equipment, Inc) for FREE!

Contact Us