Improving sales management of personal & homecare business unit of connell brothers company

Abstract

Connell Brothers Vietnam is one of the leading specialty chemical and ingredients distributors in the country by representing leading global suppliers and serving customer needs for raw material in a wide variety of industrial and regulated industries. Personal & Homecare department (PnHC) which is the fourth business unit of Connell Bros has played an important role in the development of company. PnHC team grew business average 25% to 35% annually by high experienced sales team. However, after replacing sales team leader (business unit manager), sales team is unmotivated, stressful by overload of working. Both sales attitude and salesforce have been changed, so business result drop behind budget. It is very necessary to point out causes that affect business to improve sales team performance in order to achieve sales target of company. This research will identify causes and outline the reason why sales result decreased in the first half of year 2016. Then, we can suggest appropriate solution to improve PnHC business.