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Donna Marie Vazquez Marketing Management Week 6 Sales Interview Paper John Lavelle is our Sales Development Specialist. He has worked in the International Department of Graco Inc. for forty two years. John has held a variety of positions in our company. He was in charge of National Accounts for ten years, then moved to managing accounts in Europe for five years, however, among all the responsibilities, he enjoys working with distributors and sales force. He is currently in charge of designing and implementing training sessions for worldwide distributors and district managers. Our interview was long and we split it into three different lunch sessions. Today I believe the purpose of splitting the interview was so he would enjoy three free lunches. I really enjoy working with John and he has been one of my mentors. John stated that sales and marketing strategies will be defined by dramatic business change, disruption, and innovation. Sales and marketing leaders must capitalize on the potential of technology, anticipate changes in customer buying behavior, and create innovative selling models to survive and grow dales. Rapid advances in technology will create opportunities and risks that will profoundly impact most aspects of sales and marketing strategy and management, including: • resource planning and allocation • sales and distribution channel management • product and market planning and development • customer behavior and expectations • customer service and support • demand chain planning and partner management • sales and marketing mix • performance measurements and incentives John mentioned that in the near future businesses that can build highly efficient selling systems that succesfully develop high levels of growth, customer intimacy, and competitive differentiation will dictate market leadership.
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