Sales People Feeling Threatened By Company Website.

By Gautam Donga

Company Profile

• G.W. Pergault established in 1952.• G.W. Pergault is a supplier of maintenance,

repair and operations products.• The company sells pipe fittings, light bulbs,

ladders and hundreds of thousands of other MRO products.

Sales Of Company

Customers in Percentage

Sales In Percentage Medium Of Sales

20% 80% Sales Force80% 20% Paper

Catalog/Websites

Current Ordering Process

3 Days

New Ordering Process

Maximum2 Days

Advantages of Selling Through Website

• Quick order processing.• Reduces the chance of order entry error.• Cost efficient.• Sales people can concentrate on other

activities like creating new accounts.

Disadvantages

• 80% of the total sales is done by sales force. By using net selling concept company may loose those customers.

• Building personal relationship with customer is difficult.

Ans. 1

To improve e-commerce plan and make it successful they should:

• Improve their website.

• Ask customer to give name of sales rep whose client they are, by this sales rep get their commission.

Ans.2

Ken Sutton can make his sales people more accepting of the new initiative by:

• Promising that they will get commission.

• Tell them advantages of new selling concept.

Thank you