You are the Sales Manager for an organisation that sells management software to small/medium-sized businesses. The compa

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You are the Sales Manager for an organisation that sells
management software to small/medium-sized businesses. The company
treats all accounts in a similar way.
Most of their communication with accounts is done using limited
technology (e-mails) with smaller revenues generated through
Facebook and Twitter (using a multi-channel approach). You have
around 1000 clients you work with. 30% of your clients account for
around 40% of your sales revenue. The remaining 70% of your clients
represent the remaining 60% of your sales revenue.
The company currently operates on a national level with 3 telesales
operators and 1 media (Facebook) manager. There is one consultant
(a technician) that the company works with who is employed to
personalise the software for larger clients.
Questions
1. How does the current approach to sales fail to generate their
true revenue potential and, therefore, hinder their contribution to
the organizational and sales strategy?
2. What changes could be made to improve their relationship with
accounts to ensure improved results and develop a more substantial
company position?
3. Describe how a more integrated marketing communications
(Sales/Marketing) might be adapted to enable positive
performance.
4. Describe how purchasing would work in this organisation with
emphasis on how value would be delivered to clients?