Strategic development of a Sales force leadership model. The Sales force of the Meusburger Company

Master's Thesis from the year 2008 in the subject Business economics - Business Management, Corporate Governance, grade: 1,0, Leeds Metropolitan University (Economics), course: MA of International Business Administration, language: English, abstract: The work has the aim to professionalise the sales force of the Meusburger Company. In the beginning of the work, an introduction to the project is carried out. Followed by the explanation of the 'Research approach' which explains the different types of research which are included in the work and how the main part is structured. The project work itself is arranged around the SOSTAC model including a Situation analysis (S), a detailed situation analysis of the Meusburger Sales force is done, including interviews with members of the sales force. To summarise the situation analysis, the threats and weaknesses are collected. And Objectives (O), the objectives can be seen as the mainly theoretical part of the work, which deals with literature research explaining 'what makes a good sales force' and what the important factors for a successful sales force are. At the end of this chapter, a GAP analysis of Meusburger is done to define the main points that are missing in the Meusburger sales force.