aem 424 - Sales and Marketing Strengths 1 Trenton has a...

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Sales and Marketing Strengths 1. Trenton has a very wide variety of products. Trenton sells all the major products of Lyon and Mainz as well as those which belonged to Larsen. 2. Lyon and Mainz have individual sales forces and marketing departments in all countries where they market their products. 3. Sales at Alphen Pharma have increased by 4.8% in the last year mostly due to their aging products. 4. There is a potential market in France, Japan, Brazil, Mexico and other countries. Right now, Mainz is located there but in the area of xxx they are not making any sales. (graph page 5) 5. Synergies from the consolidation of Lyon ,Mainz and (Trenton) Weaknesses: Lyon and Mainz have individual sales forces and marketing departments in all countries where they market their products. Many countries are represented by both a Mainz and Lyon sales and marketing organization and several of the sales and marketing offices are located in the same city. Sales and Marketing activities are all performed by different groups and personnel within the three companies. For instance the sales control activities are done by the sales control group at Mainz and Trenton. However, at Lyon the activity is performed by marketing services group Compile sales report: currently the reports are twenty-thirty pages long and contain no summaries. Even though the reports contain information applicable to their region and the type of products they promote which, can help them guide their calls and let them know how their performances matches up with bonus targets, the sales representatives are unable to read the reports due to their length and the structure of the reports. Sales Management needs to be re-evaluated. Trenton has a district manager per 7 sales representatives while Mainz and Lyon have a district manager per 10 sales representatives. Information Technology: the marketing and sales departments of Mainz, Lyon and
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aem 424 - Sales and Marketing Strengths 1 Trenton has a...

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