Strategic management

The article of “How strategic is your sales strategy?” was written by Theodore kinni defining how to achieve the high performing sales with the selected sales team within the organization. The writer mentions that high performing sales have the high association to the company defined goals and priorities however in most cases there is always an existing gap between the mode of implementing a strategy is done in respect to the role it plays to the sales of the company. Many organizations and companies have taken the step of infusing sales efforts with the idea of strategy and adopting new techniques.
The writer there goes to outline some of the strategic measures that the company should take to consider. The initial one is ensuring that the right personnel is acquired for the right job. The company should acquire skilled and appropriate persons to take up the roles as far as sales section is concerned. The second is the segmentation strategy by ensuring that the needs and priorities are segmented instead of basing on size to fasten the management. The third one is building sales process of the company around diagnosis to enhance decision making regarding the same.
The Michael Porter model
Michael Porter argues that the potential profit of a company is largely determined by the company intensity of competitive where he came up with a model of five competitive forces which clearly describes the intensity of competition hence the ability of an outstanding company to compete in a certain market. The five basic Michael Porters model includes the bargaining power of the supplier, the bargaining power of the buyer, the threat of substitutes, and the risk of entry by the potential company competitors that are acclimated to the intensity of rivalry that exists amongst the established firms.
Bargaining power of the supplier
The concept of supplier describes all the necessary inputs that are required for delivering the defined service and specific good. In this case, the bargaining power of the supplier outstands to be high at the time the supply market is contained with a large and potential supplier, unlike the fragmented supply source. Also when there are no at all any replacements to the respective input and when the company experiences employee solidarity.
Bargaining power of the buyer
The model component reflects the consumers of the company products by providing a determination of the customer’s potential to impose some pressure on the different margins and volume. The component of bargaining power of the buyer is likely to rise to be high at the time when the buyers of the products or service are concentrated. Also, the power will be high when the buyer specifically purchases a significant segment of the company production as the customer has the good knowledge regarding the production cost of the item or delivery of the service. However, the bargaining power of the buyer can be low when the product producer imposes a threat to the forward integration.
The threat of new entrants
The introduction of new entries which describes new processes, products and services will only depend on the extent to which the barriers get the entrance into the business. The barriers may include high initial investment costs, the brand loyalty of the business customers, the inadequacy of the essential resources and the closure of the customer relations.
The threat of substitutes
The component expresses the replacement of the business rather company products and services. The threat of substitutes will come into existence upon the realization and availability of the alternative products that goes at lower prices with defined better performance parameters to deliver the same substantive objective or purpose. The power of threat of substitutes is defined by the factors of the brand loyalty of the customers/ consumers, the close consumer/ customer relationship and the current threats. The competitive rivalry between the established firms
The model component defines the definable intensity of competition that exists between the firms that have the same line of operations. The force of competition between established firms is likely to be high when the industry experiences the establishment of many firms of almost the same size; the established firms have the same strategies of operations and if there is a small difference between the firms and their respective products.
The ABC is a food industry located in Turkey is a good case study that adopts the Michael porter’s model in such a way that the products of the industry are the basic requirement to the human survival. The analysis of the industry provides the insights to the enterprise and the competitive online environments. The findings regarding the component of the threat of new entrants to the company are low by the fact that the establishment of the new brand will require huge capital investments so as to be competitive. The competitive rivalry is low by the fact that the company is huge as compared to others and applies unique strategies in undertaking activities.


The HBR case review
The article outlines the strategic way as the only strategy for ensuring the improvement in sales within a company. Strategic defines undertaking activities by inducing brainstorming procedures that will stand to provide the appropriate and underlying required support to get the growth in sales. Basing on the Michael Porters model, the case of applying strategic is ideal in such that it will reflect very much on the ways that will get the company improves in sales since the sales depend on how the goals and strategies of the company get implemented.
The bargaining power of the supplier
The inputs necessary for facilitating the sales process must get defined and ensured that they are accommodated within the company during the deployment of the company. The necessary business intelligence power should get adopted as the strategic measure. This will ensure the frequent flow of information necessary for the case.
The bargaining power of the buyer
The customer is the asset that the sales team will aim at getting their attention. The bargaining power of the buyer should get raised by ensuring hat the quality of the product or service is maintained as per the requirements of the consumers.
The threat of substitutes
Since there are some other products that may get into the line to boost the sales, the way of reducing the threat of negative substitutes should get enhanced by ensuring even distribution of the services and products to ensure that nothing replaces the existing.

The threat of entry
The introduction of strategy should aim at supplementing the underway to make sure that the deliverables are positive. In all cases, the mentioned factors should get applied at all level of the model
The intensity of rivalry
The competitor’s way to advance on the sales mechanism is by introducing different incentives to the consumers. This should not worry with the maintaining of the product or service quality.

Sherry Roberts is the author of this paper. A senior editor at Melda Research in best nursing writing services if you need a similar paper you can place your order for custom nursing papers.