Impact of Technology on Sales Case Study

Summary of the Case StudyG.W. Pergault Inc is an established $4.2 one million million million supplier of maintenance, repair and vocation operations (MRO) products that sells pipe fittings, shine bulbs, ladders and hundreds of thousands of separate MRO products to line of trifle guests throughout newton the States (Rich, G. 2004). The organization was established in 1952 and catch full-grown every tush the years. The go with started out with a mail- bless put that confirm grown to over 4,000 pages (Rich,G. 2004). age down the line the compose was placed online for customers and gave customers the advantage to place enunciates via the web. Although the web is available to customers, the catalogue ranks #1 with how orders are placed. The confederacy has 3 options for a customer to place orders, Sales reps that privy personally subject the order from the client, mail-order catalog and the web. 80% of the conjunction gross revenue are handled personally by sale reps. G. W. brought on Cecilia Fiorni which is an enthusiastic, charismatic leader as the president. Fiorni takes to make changes to the follow, that she feels will take the company in other direction and generate in higher(prenominal) revenue. Fiorni?s use is to move a higher percentage of salees rep to the e-commerce craft to conduct business.

Fiorni believes this will contract the amount of errors, free up some time for the gross revenue rep so they buns complete creative sell activities and cut back speak to and save the organization thousands of dollars. What advice should sales managers Ken Sutton give to his company president, Cecilia Fiorni, in order to ameliorate her e-commerce plan and make it flourishing?Although Cecilia have the experience workings with a technology firm, the crusade firm she worked with was rather depleted compared to G.W. Ken can bring up for Cecilia to take the swear out plan with increasing sales reps... If you want to get a full essay, order it on our website: Orderessay

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