Sales

Coming out of the first year of the merger, what saucy opportunities should the new Defining Entity pursue in order to grow business? explosive detection system mart Strengths ? Heath c atomic number 18 ? Insurance ? Communications ? Electronics ? Aerospace ? Defense industries A. T. Kearney Market Strengths ? Manufacturing ? Consumer fruits ? Transportation ? Chemical pharmaceuticals Combined Strengths ? Automotive ? Financial services ? heftiness ? RetailWhen companies combine/merge the hearty objective is to mount new opportunities, gain market share, grow the business, to manufacture more innovative and to improve product offerings, utilizing/sharing the existing resources and data. From the eggshell study the companionship has already been winning in proving that their merger was a win, win. Already they build leveraged off to each one other(a) by gaining the Rolls-Royce account which would fall under a collect strength category, they were able to provide unneuro tic more services to Rolls-Royce that singly they previously could not offer.Why these opportunities, and why did I decide this, because each club already possesses and provides services and strengths in individual fields, and has a history of formal relationships within given market segments. It is obvious that by combining the ii companies, both companies have deepened and widened their new node chance base. They washstand directly unite and build off these pre existing strengths and relationships with more to offer and become the one stop shopping entity that they strives to be. They directly also have the opportunity to engage and play in each others sandboxes to say.Not totally can they leverage off each others existing customers they now have the opportunity to gain new and, competitors customers, based on the fact that they now have more to offer because their opposition in both arenas. If I was Brian Harrison, I would immediately put in place a team consisting of members from each companionship that would utilize and pick up existing data to come up with a list of who are our customers are today, who are our top customers, why are they our customers, what services do they obtain from us today, what services can we provide for them tomorrow now that we are one confederation.What customers generate the most revenue, why are they trustworthy to us, does it have to do with price, loyalty, quality of service or maybe our technology. Who is our controversy what services do they provide that we dont and how do they market them. This nurture would provide the follow with a strategic target market. How would you shop into each new opportunity you identified? What gross gross revenue approach or customer inter pillow slip strategy would you use? Based on the supra data collection the gross revenue force could identify which customers to go afterward first.Our sales approach would be one stop shopping, not only can we consult you on better practices, we have a team to implement them. Just think of the time and money your company would save, purchasing would only have to cut one PO, your staff would only have to deal with one company. We could provide services for your company that would abandon you to cut your overhead, bottom line savings would be enormous across the add-in. I would have international sales meetings, combining all sales ad hominem from each company.I would split them up in cross working(a) workshops to strategize and gain an insight of what works in their marketplace with their customers and how, why, where and when. Cross the board nurture would have to be a must, each sales personal would have to learn as much as they could about the others business. gross sales people would have to engage in workshops that promote trust between each other, Only when salespeople trust and respect each other can they successfully work together towards a common goal. (pg 330).Then based on that information th e Marketing team would have to come up with exalted marketing strategies to sell our combined services. Tools would be provided such as websites and manual(a)s to coiffe each industries questions and start building relationships and merging into one company. I would then break them into territories two by two, manager to manager, bringing the other to customer meetings not only selling their original piece but the whole concept of our combined solutions. Utilizing the expertise of the other to gain the customers loyalty and commitment that we are the best company that can offer you more tap for you buck.explosive detection system acquired one of the humannesss largest and most respected global heed consulting firms (pg 524). This is on A. T. Kearneys website A. T. Kearney is a global team of forward-thinking, collaborative partners that delivers immediate, meaning(prenominal) results and a long-term transformational advantage to our clients and colleagues. Since 1926, we hav e been trusted advisors on CEO-agenda issues to the worlds leading organizations across all major industries and sectors. http//www. atkearney. com. It would be an heroical failure for both companies if EDS and A. T. Kearney could not make this merger work.What sales management implications would the new Defining Entity face in getting the sales job done? As with every new merger, comes the combining of what the case referrers to as egos or individual company cultures. EDS has more international business then A. T. Kearney trying to merge on an international level would defiantly create several roadblocks. What maybe bankable in one company, of course may not be pleasant in another. For example what happens if one of those companies goes by a strict mandate of ethics, while the other does not always follow those rules, this will cursorily cause a conflict, especially in the sales world.Would one company want their customers approached in an un-ethical way, what kind of reputati on is this new company supposes to job to their customers? What happens if one company is all commission based while the other company believes in a base salary with a company car, commissions and bonuses? How would management work together to overcome such obstacles, what are the reading levels of one company over another, in this case your bringing a bunch of IT systems personal and mixing them with those selling solutions to management personal.After extensive training the sales people from the other company still can not fully connect on how to sell your services or concepts. formerly culture has their customer service and organization ready up on one set of systems and your company is on another, how do you make them colloquy as one, work as one? Sometimes more manual labor is incurred in trying to integrate these companies. For instance at Carestream health I have to manually give one of our Distributors Quantum invoice information so they can bill their customer, our s ystems do not work together and because of court they probably will not for a long time.What is the cost of training everyone and how. Management styles could be completely different one company uses feeds off approach, while the other is a complete hand on organization. How can they combine two sales forces and make them one, to have the same goals to accept the same compensation plan, that could be lower or higher then they are used to. Management would have to face so umteen internal and external obstacles while trying to devise a smooth transitional merger to the customer. A consistent set of reports and data collection would have to be done to make positive(predicate) the merger is benefiting the companies.Regular monitoring of how a business is performing is also in-chief(postnominal) to determine if goals and objectives are being met. In conclusion if the merger produces the revenue, branch and success that the two companies were striving for, then it was well worth th e many avenues it took to get there. References A. T. Kearneys Retrieved On November 11, 2012 http//www. atkearney. com http//www. albanyhardware. com Spiro, R. L. , Rich, G. A. , & Stanton, W. J. (2012). Management of a sales force. (12th ed. ). McGraw-Hill