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Industry practices

Over many years we have worked in most main industry sectors.

In this section we have summarised one typical project in each sector to offer an idea of one of the typical issues that we address. The summary highlights the core issue and questions that the project addressed.

Whether the support is a three month local intervention or a two year global transformation, the general approach is the same. We will work closely with the management team at all levels to support the achievement of the agreed objectives.

The general approach is:

  • Agree the commercial objectives for the project
  • Identify the core issues and questions to be addressed
  • Conduct the analysis and diagnosis
  • Consider the learning and draw conclusions
  • Identify and agree the opportunities and priorities
  • Agree the action plan and support required for the plan
  • Implement the plan
  • Measure the impact versus the initial commercial objectives

Summary of case study topics

  1. Cross selling – range selling
  2. Segmentation and Value Selling
  3. Prices and terms harmonisation
  4. Customer acquisition – industrial sales
  5. Sales operation re-structure
  6. Profit and Margin growth 
  7. Business integration
  8. Key account management and development
  9. Senior Manager coaching and support
  10. Merger and acquisition
  11. Sales force best practice
  12. Restructure and strategic planning
  13. Pre-acquisition audit for due diligence
  14. New customer acquisition
  15. Retail distribution and point of sale impact
  16. Customer management and development
  17. Direct sales and marketing support
  18. Market entry
  19. Sales and management skills development
  20. Global account management


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