Optimization of the truck sales department at Beresa GmbH & Co. KG

Abstract

The variety of demands on sales staff has increased steadily in recent years. Even the truck salesmen at Beresa GmbH & Co. KG have so many different tasks to cope with that there is less "time for the customers". The sales staff sometimes spend several days in the office on the computer and telephone without visiting a customer. Of course, a little time in the office is also part of the salespersons' everyday life. This time is needed, for example, to prepare offers or to inform themselves about technical changes to the vehicles. But what other activities are done? Why do the sales staff spend so much time in the office? How should new vehicles be sold if no customer contact is maintained? The purchase of a truck is a big investment for the customer, which requires a lot of consideration and advice. Therefore, customer contact is of enormous importance for the truck salesmen in order to be able to sell vehicles. From this problem, the main goal of this work is to research how the sales of commercial vehicles at Beresa can be optimised so that the sales staff have "more time for the customers". Within the scope of this work, the activities in the commercial vehicle sales department are documented and analysed and recommendations are developed. The aim is to find out what variety of activities are carried out by the sales staff, how much time they take up and how these activities can be restructured, relocated or optimised so that "more time for the customers" is left.