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Halawani Brothers Case Study Essay

9643 Words39 Pages

Cairo University
Faculty of Commerce
MBA Program 2014/2015
Marketing Department

SALES FORCE COMPENSATION AND MOTIVATION
HALAWANI BROS CASE STUDY

Submitted by:
Mohamed Ahmed Mohamed Abdel Aziz

Supervised by
Professor: mohamed Abdellah

In the fulfillment of the requirements for MBA final project for Marketing Research
MBA forth Term may 2015

ABSTRACT

Purpose- The purpose of this research is to identify and study current sales force organization and determent strength and weakness point and recommendation for weakness points in Halawani Brothers Company
1.1 Introduction
Definition of Terms

Sales force: A group of individuals responsible for executing sales operations and Activities

Structure: A comprehensive framework which specifies the design of the sales force and the specification

of individual roles; the sales process …show more content…

In contrast to the line organization, the line and staff organization provides the top sales executive with a group of specialists and experts in dealer and distributors relations, sales analysis , sales organization, sales personnel, sales planning, sales promotion, sales training, service, traffic and warehousing, and similar fields, this staff helps to conserve the top sales executives time and frees them from excessively detailed work, they make it possible for their chiefs to concentrate their efforts where they have the most skill. If the top sales executive is not equipped, through prior training or experience, to handle certain problems, staff specialists assist in increasing over all effectiveness of the department study or providing detailed analysis to staff executives. The top sales executive has more time for planning and for dealing with higher priority

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