Weak sales management at jupiter pacific

Abstract

Recently, Jupiter Pacific’ financial statement has showed the sharply reducing in sales and hasn’t showed signal of recover yet. In order to determine why sales are decreasing, the data of selling rate and cargo volume were collected. Then it found that company sales reducing since the reducing of air cargo volume. Indeed, company cargo volume has sharply decreased year by year while cargo volume at Tan Son Nhat international airport has grown; contrary to Jupiter’ trend. In order to define the potential problem of reducing air cargo volume, the first interview was proceed to four relative managers, who are Sales manager, Airfreight manager, Admin supervisor and company CEO then the information revealed that the weak sales management is the key elements of such decreasing. Sales management itself cannot be considered as a performance indicators for the company as such; however, the interviews and data revealed that weak sales management leads to reduction on existing customers, couldn’t get many new customers and lost market share, leads to decrease operation therefore weak management is consider the central problem of Jupiter as current. There are number of potential causes were deployed also; those are weak sales activities in Japan, lack of sales strategy, weak sales force, while others not effective KPI system and the changing trend of market as caused. As it is based on the limited number of interviews, there is no guarantee that the problem and the causes mentioned are valid and reliable. Nor that all importance causes have been examined already. Therefore it should conduct an in-depth interview sales manager to determine whether the company sales management is actually too weak and indeed had the adverse consequences to company. Second, it needs to search theories for other causes and validate the potential causes as well as validate the problems. Finally the result has showed that the central problem is weak sales management at Jupiter and the potential causes are weak sales leadership and weak sales forces. Recognize that the central problem come from internal aspects which company can solve, then the alternative solutions are develop and the action plan for implementation are propose.