Baria Planning Solutions, Inc: Fixing the Sales Process Case Solution

Case Solution

Baria Planning Solutions Inc. (BPS) has right away continue running into particular issues, which primarily relate to the underneath yearnings execution of the Sales Support pack. One legitimate issue defying the association is that industry competition is as of now unprecedented as more seen players have entered the business. This has provoked additionally converging among more diminutive players where they have been planning to take up with greater firms. Hence, revamping for a few associations is likely in the given circumstance. Furthermore, the renewal rate for the Sales Support accumulate especially has declined in the year 2010 which is significantly less appeared differently in relation to the limit's execution in the latest couple of years

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Questions Covered

1- What are the organizational and operational issues associated with this case?
 

2- What factors contributed to the company’s decision to organize the sales team by industry?

  A- What factors contributed to the company’s decision to organize the Sales Support group in a hybrid structure?

  B- What aspects of the sales processes are most valued by customers?
 

3- What alternatives are available for dealing with the problems in the Sales Support group?

  A- How did you evaluate the alternatives?

  B- What actions should Christy Connor propose to Brandon Ali?
 

4- How do you think each of the major internal stakeholders, specifically Brandon Ali, Chuck Dee, Jane Albright, the Sales Team, and Sales Support group, will react to your proposed solution?

5- Who are the major external stakeholders?  How do you think each of the major external stakeholders, specifically current customers and prospective customers, will react to your proposed solution?