The case is about a sales vice president who must choose between two good sales reps, Lisa Bell and Steven Bellach, to promote to area sales manager. Lisa has been a top performer for 5 years, but lacks field experience. Steven excels at customer relationships but is only supportive and does not drive sales. The vice president must evaluate their strengths and weaknesses based on the company's need for growth, customer satisfaction, and building relationships.

1. PowerPoint Heaven Sales Management Case Study Presented By:- Presented By : Gaurav Sethi Jeet Lulla Chandrika Agnani Kapil Kumar Vikram Singh Nidhi Bansal

2. The case is about a Company which has seen a fantastic growth during the past years. I being the Vice President of Sales has recruited 10 persons in the sales team and at the same time felt the need to promote one of the senior reps to the Area Sales Manager and also want to retain both of them. I am in the dilemma about whom to promote out of my two good sales reps Overview Of The Case Lisa Bell and Steven Bellach . Lisa Bell : Persistent in her work. President’s club member since 5 years. Inspirational and have some good leadership qualities. Often asked to plan sales meetings. Steven Bellach : Good at building Customer Relationships. Supportive and Suggestive.

3. Skills Of An Efficient Sales Manager Commitment Persistent Responsibility Build Train & Maintain Dynamic Organisation Decisiveness Bring Out Best In People Sales Manager

4. Overall Company’s Expectation Fantastic growth of the company Sustainability Maintenance of records & budgets Company treats all as…ONE! High sales growth Ultimate customer satisfaction Relationship building

5. LACK OF FIELD EXPERIENCE. HABIT OF NOT LISTENING “NO”. NOT THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS. 20/80 RULE Why Not Lisa

6. Customer Relationship Builder Supportive Innovative Detailed oriented 6year’s experience with the ”FIELD FORCE” Sales reports are always perfect & on time WHY STEVEN

7. RETENTION STRATEGIES TO BE FOLLOWED Offered to be the trainer of the sales people. OR She has been asked to be the head of the “ SALES PLANNING MEETINGS” Offered to be the trainer of the sales people. OR She has been asked to be the head of the “ SALES PLANNING MEETINGS”