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(solution) Course Project/ Hart Hospital Equipment, INC. Suggested


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Course Project/ Hart Hospital Equipment, INC.

 

Suggested Outline

 

A. Abstract

 

B. Introduction

 

1. Brief overview of case

 

2. History and Background

 

3. Current Sales performance

 

C. Go-to-Market Strategy

 

1. Defining how to Segment the Market

 

2. Work required for each segment

 

1. Pre-purchase

 

2. Purchase

 

3. Post-purchase

 

D. Sales Force Assessment

 

1. Sales Force Strategy

 

2. Sales force productivity drivers

 

3. Measuring productivity drivers

 

E. Territory Alignment

 

1. Determining if realignment is necessary

 

2. Steps to take to maintain effective alignment

 

1. Alignment criteria

 

2. Auditing alignments

 

3. The importance of planning and expertise

 

F. Customer Segmentation

 

1. Understanding Sales potential based on:

 

1. Profile, Behavior, and Needs

 

G. Account Strategy Development

 

1. Developing sales actions or strategies for each segment

 

2. Assessing cost and benefits of each strategy

 

3. Selecting a strategy for each segment

 

H. Recommendations

 

1. Recommended Total Number of Sales representatives

 

2. Recommended Sales Force Structure

 

I. Conclusion

 

1. Summary of the recommendations

 

2. Overall Conclusion

 

3. Predictions of future success and sales growth

 

J. References

 

1. APA Style For sources and citations

 

2. Use primary sources, journal articles, credible newspapers, and current articles

 

3. Minimum of six sources

 


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