Now days, developing long-term sales relationships with large-scale buyers has become of paramount concern to marketers. A key account management structure is one-way sales organizations approach large scale accounts (Schultz, & Evans, 2002). A sales representative’s effectiveness has been indicated as an outcome related to perspectives of communication, quality, and trust (Schultz, & Evans, 2002). On the other hand, a sales representative needs to base actions on a strategy that has been established for that account (Schultz, & Evans, 2002).
In Essence, The Universal Fleet Service (UFS), is a company that provides maintenance, mechanical repair services, and body repair services to organizations that maintain fleets of large vehicles (Martocchio, …show more content…
However, the role of personal interaction is one of the key success factors in supporting a business model like UFS. Maintaining customer relationships with existing and new customers is extremely important. Essentially, the plan is to develop better relationships with existing customers, in order to generate more business; and expand the business, by customer referrals (Martocchio, 2012). Nevertheless, selling ad on services to current customers, and establishing ongoing maintenance schedules with them would generate new sales from current customers (Martocchio, 2013). In addition to protecting existing businesses, sales representatives must look for possible opportunities to open new accounts, and follow up on leads by advertising, using marketing strategies, or by asking customers for referrals (Dahling, Taylor, Chau, & Dwight, 2016). Doing this would help John maintain a productive company, although he has established the service deliverables of the UFS very well, and has a remarkable …show more content…
Nevertheless, the sales representative would need to make sure that the existing customers are getting good service, and are satisfied with the services provided. Understanding customers would help the sales representative sell more. Thus, the more you know about them and their needs, the easier it is to identify opportunities to sell them new products, and target them with appropriate offers (Dahling, Taylor, Chau, & Dwight, 2016). In addition, improving customer service helps deal with customers quickly, adapt to product offerings, and provide personalized treatment. Meanwhile, the right information makes it easier to identify and resolve any
In Essence, The Universal Fleet Service (UFS), is a company that provides maintenance, mechanical repair services, and body repair services to organizations that maintain fleets of large vehicles (Martocchio, …show more content…
However, the role of personal interaction is one of the key success factors in supporting a business model like UFS. Maintaining customer relationships with existing and new customers is extremely important. Essentially, the plan is to develop better relationships with existing customers, in order to generate more business; and expand the business, by customer referrals (Martocchio, 2012). Nevertheless, selling ad on services to current customers, and establishing ongoing maintenance schedules with them would generate new sales from current customers (Martocchio, 2013). In addition to protecting existing businesses, sales representatives must look for possible opportunities to open new accounts, and follow up on leads by advertising, using marketing strategies, or by asking customers for referrals (Dahling, Taylor, Chau, & Dwight, 2016). Doing this would help John maintain a productive company, although he has established the service deliverables of the UFS very well, and has a remarkable …show more content…
Nevertheless, the sales representative would need to make sure that the existing customers are getting good service, and are satisfied with the services provided. Understanding customers would help the sales representative sell more. Thus, the more you know about them and their needs, the easier it is to identify opportunities to sell them new products, and target them with appropriate offers (Dahling, Taylor, Chau, & Dwight, 2016). In addition, improving customer service helps deal with customers quickly, adapt to product offerings, and provide personalized treatment. Meanwhile, the right information makes it easier to identify and resolve any