Assessment Brief:

The US utility firm, Southern Company, is planning to set up in the Republic of Ireland, with a consumer gas and electricity service offering. The company plans an aggressive commercial approach, aiming to win a 20% market share in the provision of electricity and a 25% market share in the provision of gas over a 5-year period.

You are the new Sales Manager and the first member of the team and the company has left it to you to recruit and manage the sales team.

Working either individually or in pairs you are required to create a sales management plan for the company’s Irish operation, supporting their ambitious marketing objectives.

Word count — Approx. 4000 words

Your plan should be presented under the following headings;

1. Introduction and Background to Utilities Market in Ireland (this can be relatively brief but should be factually accurate based on secondary research)
2. Please devise a Sales Training Program
3. How will you organize the salesforce and what sort of compensation plan will you have?
4. Discuss how you will ensure that the salespeople are motivated and what sort of leadership structure and style will be employed in the organization.
5. Measures for Evaluating Sales Performance
6. Sales Forecast and Required Budget (including an Excel sheet with relevant figures)
7. Conclusion