The role of the sales force is more dependent on the management, while traditional brokers work independently. In this case, Tiffany Williams and other salesperson roles focused on small businesses, which were easier to close on time as it meant less time in explaining the business risk was easily understandable. Workforce builds on trust with customers from all stages to ensure they are satisfied with the organization's services. On the other hand, brokers are different because they provide a point of contact between the firm and the customer while charging the customer some fee for their mediation.
Question 2
Selling efforts will require more time while also having an opportunity to handle big clients with better sales opportunities. Adamashvili and Fiore (2017) assert that dealing with larger customer segments is more complicated that usually involves a long negotiating process between the buyer and the seller. In this case, Tiffany Williams may take time to close a deal because big businesses' limited liability must be taken into consideration. Nonetheless, the sales are usually lucrative because they deal with a company taking huge risks, making profits, and providing services to a wide range of customers.
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Question 3
Other than having the sales force and different individuals make decisions in various offices without a common information system, the new management will be centralized, allowing decisions to be made by top leaders with a clear chain of command with perhaps reliance on one person.
Question 4
There is a risk of large organizations having a wide range of options, meaning that it can take time before securing a deal. As outlined," if a large company wants the plan, it offers good money for Shield. The threat of substitutes provides optionality and competitiveness that could prove fatal to an entity (Brujil, 2018).
References
Adamashvili, N., & Fiore, M. (2017). Investigating the role of business marketing techniques in sales process. European Journal of Management Issues. 25. 10.15421/191717.
Bruijl, G. (2018). The Relevance of Porter's Five Forces in Today's Innovative and Changing Business Environment. SSRN Electronic Journal. 10.2139/ssrn.3192207.
