The paper "Business Decision-Making - SONA Company" is a great example of a finance and accounting assignment. I need this data so that I can be able to devise a plan for improving and boosting sales. There are various issues and things that I need to know concerning sales in this company. What method does this company use in sales? I need to know the marketing strategy that this company uses to market its products (Ko & Dennis, 2004). Both secondary and primary data will help me in developing strategies for solving this problem.
The existing data is not sufficient for making a decision and therefore more data and information are necessary (Heschong et al. , 2002). Primary and Secondary Data Collection Plan Tasks Sources Steps to Accomplish Schedule Pre/post observations of the sales process Internal and external sales data Identify observation tool Train data collection team Get collection schedules Conduct observations Convert observation to data sheets Enter data, compile and analyze March 2014 April 2014 May 2014 June 2014 July 2014 August 2014 Review of the available sales records Disaggregated test results in sales records Identify tests, sales levels to monitor Request 3-year history of relevant sales Enter data Determine method to monitor sales (groups or individuals, time frame) Collect records Enter data for baseline All these activities will take place in September 2014 Management interviews The senior management and the sales and marketing department personnel Determine the personnel to be interviewed Send a letter to selected personnel with a consent form Developing interview protocol Training interviewers Scheduling interviews Conducting interviews Converting notes to data entry forms Entering data October 2014 October 2014 October 2014 October 2014 October 2014 November 2014 November 2014 December 2014 Distribution of questionnaires to the employees Formulation o questionnaires Formulating questionnaires Developing questionnaires protocol Distributing the questionnaires to the employees Collection of the questionnaires Examination and evaluation of the questionnaires Conversion of the data into entry forms Data entry November 2014 November 2014 November 2014 December 2014 December 2014 December 2014 December 2014 Data entry and analysis All internal and external materials gathered Formulation of the solution to the problem December 2014
Ahearne, M., Weinstein, L., Weinstein, L., & Srinivasan, N. 2004. Effect of technology on sales performance: Progressing from technology acceptance to technology usage and consequence. Journal of Personal Selling and Sales Management, 24(4), 297-310.
Gomez, M. I., McLaughlin, E. W., & Wittink, D. R. 2004. Customer satisfaction and retail sales performance: an empirical investigation. Journal of Retailing, 80(4), 265-278.
Heschong, L., Wright, R. L., & Okura, S. 2002. Daylighting impacts on retail sales performance. Journal of the Illuminating Engineering Society, 31(2), 21-25.
Ko, D. G., & Dennis, A. R. 2004. Sales force automation and sales performance: do experience and expertise matter?. Journal of Personal Selling and Sales Management, 24(4), 311-322.
Sharma, A., Levy, M., & Kumar, A. 2000. Knowledge structures and retail sales performance: an empirical examination. Journal of Retailing, 76(1), 53-69.