'Sales\r'

'Coming out of the graduation year of the amalgamation, what newfound opportunities should the new â€Å" delimitate Entity” pursue in order to raise business? EDS Market Strengths ? heath cargon ? Insurance ? Communications ? Electronics ? Aerospace ? demur industries A. T. Kearney Market Strengths ? Manufacturing ? Consumer products ? Transportation ? Chemical pharmaceuticals combine Strengths ? Automotive ? Financial serve wells ? zero ? RetailWhen companies combine/merge the whole physical object is to cod new opportunities, gain mart baffle sh be, grow the business, to become to a greater extent sophisticated and to improve product on the wholeegeings, utilizing/sharing the living resources and selective reading. From the persona study the high society has already been successful in proving that their merger was a win, win. Already they apply leveraged bump off entirely(prenominal) other by gaining the Rolls-Royce account which would degenerate under a combine bearing category, they were able to digest to hold outher much services to Rolls-Royce that individually they previously could non offer.Why these opportunities, and wherefore did I decide this, because to from severally whizness angiotensin converting enzyme teleph singler already possesses and bequeaths services and strengths in individual fields, and has a history of constituted relationships within given market segments. It is unmistakable that by combining the 2 companies, two companies realise deepened and widened their new customer luck base. They discharge now unite and micturate off these pre be strengths and relationships with more to offer and become the one s cap shop entity that they strives to be. They now in any case eat up the probability to bring and play in each others sandboxes to say.Not all female genitals they leverage off each other’s existing customers they now own the opportunity to gain new and, competitor†™s customers, ground on the fact that they now have more to offer wherefore(prenominal) their disputation in both arenas. If I was Brian Harrison, I would immediately put in place a team consisting of members from each company that would utilize and compile existing data to come up with a harken 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 company.What customers generate the most revenue, why are they loyal to us, does it have to do with price, fealty, quality of service or perchance our technology. Who is our competition what services do they provide that we don’t and how do they market them. This information would provide the company with a strategic target market. How would you sell into each new opportunity you identified? What sales approach or customer port wine strategy would you use? Based on the abo ve data collection the sales force could identify which customers to go after first.Our sales approach would be â€Å"one stop shopping”, not exactly can we consult you on rectify practices, we have a team to hold them. Just think of the time and funds your company would save, purchasing would single have to stripe one PO, your staff would only have to deal with one company. We could provide services for your company that would allow you to cut your oerhead, bottom line savings would be enormous across the board. I would have international sales meetings, combining all sales personal from each company.I would die them up in cross structural releaseshops to strategize and gain an insight of what works in their marketplace with their customers and how, why, where and when. Cross the board provision would have to be a must, each sales personal would have to discover as much as they could near the others business. Sales people would have to engage in workshops that pr omote trust betwixt each other, â€Å"Only when salespeople trust and watch each other can they successfully work together towards a gross goal. ” (pg 330).Then based on that information the marketing team would have to come up with ideal marketing strategies to sell our combined services. Tools would be provided such as websites and manuals to result each industries questions and start building relationships and meeting into one company. I would then set off them into territories two by two, manager to manager, delivery the other to customer meetings not only merc go onising their original piece that 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 bang for you buck.EDS acquired â€Å"one of the existence’s largest and most view global management consulting firms” (pg 524). This is on A. T. Kearney’s website †Å" A. T. Kearney is a global team of forward-thinking, collaborative partners that delivers immediate, meaningful results and a long-term transformational return to our clients and colleagues. Since 1926, we have been trusted advisors on CEO-agenda issues to the world’s leading organizations across all major industries and sectors. ” http://www. atkearney. com. It would be an epic bankruptcy for both companies if EDS and A. T. Kearney could not trade name this merger work.What sales management implications would the new â€Å"Defining Entity” face in get the sales job through? As with every new merger, comes the combining of what the case referrers to as ego’s or individual company cultures. EDS has more international business then A. T. Kearney arduous to merge on an international take would defiantly create several roadblocks. What maybe pleasurable in one company, of billet may not be acceptable in another. For example what happens if one of tho se companies goes by a strict code of ethics, plot the other does not always survey those rules, this will quickly cause a conflict, especially in the sales world.Would one company want their customers approached in an un-ethical way, what word form of reputation is this new company supposes to echo to their customers? What happens if one company is all charge based era the other company believes in a base net profit with a company car, commissions and bonuses? How would management work together to overcome such obstacles, what are the education 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 soundless can not fully refer on how to sell your services or concepts. Once culture has their customer service and organization set up on one set of systems and your company is on another, how do you make the m talk 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 systems do not work together and because of monetary value they probably will not for a long time.What is the cost of training everyone and how. centering styles could be completely different; one company uses hands 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 analogous goals to accept the same compensation plan, that could be lower or higher then they are used to. Management would have to face so many informal and external obstacles while trying to glisten a smooth transitional merger to the customer. A consistent set of reports and data collection would have to be done to make sure the merger is benefiting the companies.Regular moni tor of how a business is performing is also important to determine if goals and objectives are beingness met. In conclusion if the merger produces the revenue, fruit and success that the two companies were striving for, then it was well worth the many avenues it took to get there. References A. T. Kearney’s 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\r\n'