Abstract
Interpretation: Question 1 asks for having a closer look at SBS's business divisions and decides which of these divisions might have the best future opportunities for the company's business. Furthermore this question gives the possibility to focus on a specific area within the different divisions.
In order to answer question 2 firstly the different types of selling are explained and then a sales plan is made. Scope: In this report we will focus on the Aftersales market in Eastern Europe, Russia and India and on brake discs and brake pads as one part of the automotive division. When customer is mentioned it is meant by distributor.
Method/theory: In question 2 the different types of selling is done by mentioning segmenting the buy to explain the type of product that is been working with, the relationship spectrum to explain and clear the relationship between SBS and their customer and at last the buyer-seller relationship, to highlight in what way the relationship is for the buyer and the seller. After this the sales plan is made to identify the annual sales and by looking at the customers, territory and sales representatives' require to achieve the sales budget that is stated for the future.
