Assume that you have recently been promoted to an upper-level sales management position. The new North America Director of B2B sales has informed you that the U.S. regional department is being restructured to support the recent company expansion. Your sales management department has the added responsibilities of hiring additional staff and will require training for new and current employees. The CEO’s mission is to create more customer value, increase sales productivity, and improve sales leadership, using ethical practices. Your sales director wants to improve the U.S. sales territory strategies, salesforce performance appraisal methods, and apply the trust-based selling process. Your task is to prepare a proposal to be delivered to the Board of Directors, regarding how this restructure will be designed and implemented.

You may choose to use Hewlett Packard Enterprise, IBM, or FedEx, as the context for this assignment. As an alternative, you select another company with instructor approval.

Create a 1,600-word proposal explaining your recommendations using the Sales Management Process:

• Company and Industry Background: Describes the context in which the sales function operates. Includes brief company history, a description of company objectives, management philosophy, strategy, etc. You must do a library search on the industry and company and present an original strategy overview relevant to the sales position (in other words, identify key marketing strategies and the role of personal selling within them).
• Description of the Sales Management Department Positions: Provide background information as to the qualifications of each of the following positions:

Regional Sales Manager

Sales Training Manager

District Sales Managers

B2B Salespeople

Sales Support

• Sales Planning and Forecasting: How often will the department plan their sales forecast, how will it be used in the day-to-day operations, and what forecasting tools are used?
• Organization of the Sales Function: Defines the position and role of the sales function within the organization. Includes a description of job responsibilities, lines of communication, territory division, account management practices, and assignment. An organizational chart-included in the report or in the appendix-is helpful for presenting this information.
• Recruiting and Selection: Who performs the recruiting function, how are candidates identified, what selection procedures are used, what training programs do new recruits participate in, who conducts the training sessions?
• Training Program: Design a training program to introduce and enhance the skills and qualifications of new and current employees
• Compensation and Incentives: How will the salesforce be paid, what compensation methods are used, what methods of motivation do you suggest the firm use, what rewards are given, etc.?
• Sales expenses: What expenses will the firm cover (auto, meals, hotels, office equipment, and supplies)
• Territory Assignments: How will the sales territories and quotas be assigned?
• Performance Appraisals: Methods for evaluating employee and team performance, including a progressive discipline process. How often, who performs them, what is the impact on compensation as a result of the performance appraisal?
• Sales Leadership Strategies: Provide your recommended leadership styles and strategies for promoting ethical behavior using a Biblical worldview.

Your research must also include at least 3 additional academic (e.g., journal articles) resources in addition to your textbook to support your conclusions).