THE ROLE OF STRATEGIC SELLING IN THE COMPANY TURNAROUND PROCESS
Date: 4th December 2009
Word count: 2586
Contents
1. Introduction………………………………………………………P 3
2. Overview of the turnaround strategies…………………………...P 4
3. Strategic selling for Turnaround……………………………….P 4-5
4.0 Elements of the successful firms………………………………..P 5
4.1 Environmental comprehensions………………………………P 5-6
4.2 Market selection……………………………………………....P 7-8
3. Innovative market offers………………………………….…..P 8-9
4. Relationship Management……………………………………..P 10
5. Conclusion and managerial implications……………………P 11-12
6. Bibliographies…………………………………………………..P 13
1. Introduction
This report will provide a detail analysis of the methods and strategies discussed in the role of strategic selling in the company turnaround process and consider the relevance of the managerial implications.
Due to an economic recession, more people became unemployed and this causes not only a lost in income but also their self-confidence, self-respect, and in some cases, there is a break down of the family unit. As a result of this, relevant strategies were placed in a company to achieve the company turnaround process.
However, these businesses could be protected if the heavy social economic costs could be cut down and if manager were capable to apply better understood turnaround strategies. In addition, the variety of practices and methods within strategic selling function which gives a company turn around effort will be analysed.
2. Overview of Turnaround strategies
The overall turnaround strategy is to return an underperforming or distressed corporation in terms of acceptable level of profitability, liquidity and cash flow. In order to achieve its objectives, turnaround strategy must overturn causes of distress, determine the financial crisis and attain rapid improvement of financial performance. In addition, recuperate stakeholder support; overcome internal constraints and...