Case Study: Integrated Interiors Ltd. Executive Summary: Part-I of this report presents the personnel specification for the General Sales Manager (GSM) of Integrated Interiors Ltd, illustrating the expected experience, qualifications and skill sets, with specific reference to the issues that this organisation currently faces…
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The key issues that Mary faces as the Managing Director of Integrated Interiors Ltd such as: regarding dissatisfaction of customers, lack of Information, outdated computer based SFA system and irregular and occasional training sessions, have been identified and analysed in the report. Appropriate suggestions, for addressing the issues, have also been endorsed in the report apart from an explanation of the outcomes expected as well as offering a specific plan of action. Part 1: Expected Profile of the Candidate for GSM Experience: The prospective candidate for General Sales Manager (GSM) must have a minimum of three years experience in sales and marketing in a similar organisation. Besides, the candidate should possess experience in making appropriate sales plans and implementing them. He or she must also be conversant with reporting on marketing and sales activities besides organising and coordinating the day to day sales activities. The incumbent also needs to have an understanding of various policies that a company may incorporate in its activities for promoting sales and ensuring customer satisfaction. He or she also needs to be well versed with customer relationship management, public relations and other sales related liaison work. The GSM will have to shoulder “a range of diverse tasks, including managing a sales pipeline, coaching their team, forecasting, hiring new sales representatives, strategic planning, and sales administration” (Sales Coaching for Improvement Performance: Turning Sales Managers into Great Coaches 2010). Besides, it is also desirable that the candidate possesses some background experience in contract management as this will help him independently negotiate and manage the contract and the company. Qualifications: The candidate is expected to possess some knowledge in Interior Designing, engineering, materials, dimensions, color, etc. The position demands a combination of engineering as well as management education and skills. Thus, the ideal candidate will be a B. Tech in Architecture or Interior Designing with an MBA degree in marketing and sales. Additional technical qualifications such as Auto Cad 3D Studio and other designing tools will be desirable qualifications, but not mandatory. Skills Sets: The candidate is expected to possess appropriate skill sets both in engineering as well as management fields. The GSM should have necessary skills to build up a sales strategy and business plan for the market that guarantees accomplishment of company sales objectives and profitability. The candidate should possess excellent consumer service skills and leadership skills. Besides, he or she needs to be a motivated and expert team player, delivering business standards. The incumbent should also possess excellent oral and written communication as well as presentation skills apart from the contract negotiation skills. It will also be desirable if the incumbent has attended a short term course that “incorporates live negotiations and case analyses as an effective way to apply the most recent psychological and economic research on how to sharpen skills in decision making and negotiation” (Negotiation and Decision Making Strategies 2012). Generates Sales and Profits: The incumbent must have relevant skills to generate sales and profits through
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