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Sales strategy for increasing EDP comercial´s business in SMES
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| 2.17 MB | Adobe PDF |
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This project aims to analyse issues in EDP’s sales strategy for SMEs in Portugal and develop actionable recommendations to enhance customer segmentation, customer offering, and sales processes. Redesigning the sales strategy is the foundation for restructuring, followed by go-to-market strategy and sales force design. The methodology of the paper relies on analysis of semi-structured qualitative interviews with both sales managers and salespeople, and academic research related to sales management, sales strategy and customer value. The findings highlight issues identified by sales professionals, conceptualizing initiatives that can be implemented to improve the company’s sales performance in the Portuguese SME market.
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Palavras-chave
Sales strategy Customer value Sales processes Value-based selling CEMS MIM