Sales & Marketing Management

Situation #2

This is an example of a typical situation encountered by businesses related to
management:

Management often fails to inform adequately the sales force about changes that
are occurring in the industry. Good salespeople will have their antenna up at all
times and will be quick to pick up on winds of change in the field.

Problem

This problem is two pronged. Salespeople are not aware of changes, nor are
they always aware of the big picture. Second, management has not kept them
informed.

Possible solution

At regularly scheduled staff meetings, management should circulate trade
journals or press releases about changes going on in the industry that could
affect the company.

Discussion of the issues should be encouraged. Getting issues out in the open
gives the company and the employees an opportunity to put rumors to rest and
inform employees about the company's plans to deal with any changes.

For example

There may be governmental or international pressures that

can influence the way the business does business.