MANAGEMENT OF INDIVIDUAL TRADING AND SALES

Management of Personal Selling and Sales



Table of Contents

Executive Summary3

1Introduction4

2Background to Clarks5

3Market structure5

4Target Market7

5Marketing Strategy7

6Sales Plan = 40 % of Mark8

6.1Organizational Structure9

6.2Recruitment and Training Strategy10

6.3Reward10

6.4Communication and Control11

7Conclusions11

References13

8Appendix14

8.1Questionnaire14

Executive Summary

This paper evaluates the management of personal selling and sales of C&J Clark. It is in this context that the present report provides a questionnaire containing the elements of sales and sales management With C&J Clark kNown as Clarks Shoes manufacturer and retailer. This report will focus on the side of the shoe retail business. A key factor in determining the sales companies after setting business goals, Levitt in 1960, is the marketing and sales roles as free, thus developing a strategy that would include planning and segmenting customers among Others. It is obvious that without assessment of these factors will be a limited understanding of how to improve sales of your business.

Management of Personal Selling and Sales

Introduction

Cyrus and James Clark were brOthers in a group of seven siblings, making a living in the sheepskin business. In 1825, the brOthers set up a sheepskin slippers business in a barn, and eventually progressed into long, narrow buildings that utilised daylight for the shoe making. Clarks in Street have retained this building shape as a legacy to its shoemaking heritage. The most significant event in the history of C & J Clark, however, was the high profile and very public feud of 1993 when a razor-thin majority of shareholders voted against selling the company to Berisford International. This was followed by a period of renewal and radical change in strategy, sourcing and management systems. It is a time that some recall with mixed emotions, yet most would agree that the company was in dire need of a move away from its inertial and paternalistic style towards a more modern, flexible and informal profile.

It is in this context that the present report provides a questionnaire containing the elements of sales and sales management With C&J Clark known as Clarks Shoes manufacturer and retailer. This report will focus on the side of the shoe retail business. A key factor in determining the sales companies after setting business goals, Levitt in 1960, is the marketing and sales roles as free, thus developing a strategy that would include planning and segmenting customers among others (REF). It is obvious that without assessment of these factors will be a limited understanding of how to improve sales of your business.

To install the business dynamics in Clarks, questions in the questionnaire are designed to discover whether the reasons accounting for the sales organization and method is still valid.

While these issues have been put into the three different types of questionnaires; organizational structures, recruiting and training & sales people and winning strategies. The questionnaire is questions that focus on the aspect of the award, the factors that lead to sales motivation, selling skills and documentation, among others.

An important aspect in this report, the background of the company is such that corresponds to the ...