Sales And Marketing Manager

Published Date: 02 Nov 2017

In organization, planning can build up a good teamwork example Sales & Marketing Department need to achieve 300 copies of property survey form from the consumer to know what are the needed for the property housing nowadays. To achieve the objective mentioned they will work together with other department such as Customer Services Department. They will interview and receive all the suggestion and information and present it in a Grantt Chart to the top management. The result will be taken as consideration for future housing projects.

Today this organization has success their planning and they will still continue with new plans to build up the best housing property that is "The W Group" former is "Wong Kwok". The W Group has begun on 1950’s starting with two companies "Wong Kwok Contractor Sdn Bhd" and "Pembenaan Southern". Now they have 15 subsidiary companies and more than 2000 employees within the group companies according to The W Group company group profile. The latest company name as The W Resources Sdn Bhd which is based on their HQ office building was newly opened at 2011's. Its provide customer to lending money while waiting for the refund of balance from the federal. The W Group has provided more than a service to customer. Customer can be feel more comfort and easy while they are staying at our property such as provided security service to owner for a safety stay, and customer service centre in their nearby housing to easy owner to voice out their suggest or complaint about their housing problems instead of going until the company HQ office building so far away.

The W group has already owned 16 projects of property housing in Kota Kinabalu, Sabah until now. They had just released a new housing project in 2011 named University Utama Condominium (UUC). This UUC project is a new challenge for The W Groups due this UUC project has over 5,000 units which unlike before others condominium or apartments projects are only have 1,000 units. This UUC project is the biggest project ever in The W Group, beside than condo it involves shops and office building, a sport complex which is the biggest in residential Malaysia, and it low cost housing price is affordable by low salary consumer. Those grand facilities and services will be the first to attract those consumers.

TYPES OF PLANNING

There are always have plans in a business organization and it will use the result from the consumer to build up a plan. There are types of plan can be used in organization such as plan based on format, plan based on hierarchy and plan based on frequency of use. In The W Group they are using plan also for planning long time use. They received as many as can of feedbacks from consumer to build up more plans so that they can make more improvements and let them serve customers’ with more diligent and efficient.

PLAN BASED ON FORMAT

The W Group needs a long time plan to calculate a year of financial cost for a company internal department used. In the same time they can budget for investment to others property projects. For internal department, each Head of Department will identify and analysis what are they most of used. For examples, In Credit & Collection Department they often using A4 papers and Letterhead with company name for printing documents like Sales & Agreement, Loan Agreement, Letter of Credit and others more. The Head of Department will need to budget a year of total usage so they will not lack of papers during a year. Those printed documents are for customer to fill up with signature for confirming purchased to our property.

Besides than departments, sales booth also will be budgeted in a year. Sales booth has already appointed to select and only need to submit the rental space and size of fees that will need for payments to those shopping mall. For Examples, a sales booth has open at One Borneo Hypermall starting rental on 1st of January 2013 until 31st of December 2013. Spacing and rental has confirmed and approved. Immediately you can make out a rental budget for a year to utilize. Each departments also will be approved a year of cash flow for others expenses. For examples, travelling fees, transportation fees, food & beverage fees, and petrol claims.

The plan they are using is budgeting plan which are include in financial budget. The W Group will ready to budget a year financial plan so that they can control the cost spending and also will be more recycle.

PLAN BASED ON HIERARCHY

STRATEGIC PLAN – Top Level Management

Executive Chairman & Managing Directors

Launch new project – University Utama Condominiun with more than 5,000 units.

Targeted to low salary earning below than RM 3,000 income.

Present a high cost style of living.

TACTICAL PLAN – Middle Level Management

General Manager

Starting with advertising and promoting.

Providing information from federal and introduce "My First Home Scheme" to low earning customer.

Providing new modern style of furniture to every property.

OPERATIONAL PLAN – Lower Level Management

Sales & Marketing Manager

Received objective / tasks from General Manager and assign it to others department.

Start a sales booth and start promoting with new projects.

Provides documentations of the federal scheme.

Figure 1.1

The above Figure 1.1 was summary for hierarchy plan. Once an objective has release from the top level management it will start to organize by the following.

Operational Plan was always the important because they will need to process all the objectives informed by middle level management. In The W Group, the new projects UUC has been discussed and planned by both Directors’ and General Manager and it comes out a conclusion of promotes it by advertising only because of large amount of cost will be using in the construction, they will need to budget and control the cost so they can earn a profit.

This UUC projects will promotes as a 5-star living lifestyle, an international-class thematic development, a stone’s throw away from cities, with Lake Garden, and for their homebuyers to be "worry free" when moving in the condominium there will be full set of furniture was ready to them. Now, the management of Directors’ has given out an objectives that is set targeting to those low salary customer and sales target has that the sales team has to hit the target of RM 20million of sales in a year.

General Manager and Sales & Marketing Manager will have meeting with Sales Agents, Sales Admin, Compliance In-Charge, Credit Collection Department and Customer Service Department to inform that we had a new projects release and what are the objectives need to obtain. S&M Manager has arranged a sales booth for Sales Agents to promote new UUC projects. Sales booth will be at shopping malls because there are crowded. Not only at shopping malls, Sales Agents will go to school, hospital and federal offices to promotes their new UUC project. To let everyone know our UUC projects an animation of video clip has designed by IT Department to let consumer get more information of designing inside the UUC projects. Advertising on signboard has been arrange by S&M Managers and has confirmed the designation of the picture and what are the content needed in the signboard.

However, the others department have to stand by of their works. For examples, when Sales Agent have new buyer, they will collect their documents needed. Once Sales Admin received documents they will calculate their entitlements to see whether they are affordable to pay their loans. For convenient of buyer, Credit Collection Department will help to process the loan with bank and will update or inform to buyer once their loan approved. Once the buyer loans approved documents-documents that need signature like Sales & Purchase Agreement and Loan Agreement will be provided. Our Compliance team will go to your door step with agreements to get buyer signature.

They had planned for using advertising and promoting to their new UUC projects due they expected more low salary consumer can purchased a new house and had works together with the federal government under Budget 2011 where they introduced "My First Home Scheme" for earning not more than RM 3,000. The above not only operational plan it included strategic plan and tactical plan because they are working as a team. The Directors’ of The W group always says "Teamwork". When you search "teamwork" in Google it will comes out about 43,300,000 results in 0.21 seconds which means there are many of people are searching for this word meaning says Managing Director. A good leader will perform a good teamwork and the objectives will be reached just like snapping finger.

PLAN BASED ON FREQUENCY OF USE

Besides than the above format and hierarchy plans, planning also can be defined as frequency of use. Some planning will use repeatedly but some will use only once. A plan that used once only is known as one-time usage. Planning that can reuse again that is known as standing plan. In The W Group, we need a standing plan because there will be some matter will repeatedly such as complaining about defect of houses. According to books of OUM There are three types of standing plans:

Policy – Policy is the general guidelines or principles to manage a situation.

Procedure – Procedure refers to the actions or process that must be taken if a

certain situations arise.

Regulations – Regulations is the specific guideline when taking an action.

Regulation are normally more specific compared to procedures.

In The W Group, this kind of situation will mostly happen in defect counter. Defect counter is to help the owner of house to repair and renovate the defect part. Not only the owner house but outside the housing area are also responsible of Defect counter. The W Group has given one year of service housing for owner. One year is the policy from The W Group that gives to the owner housing that they will provide the full services to the owner. In order to prevent owner for waiting too long, Defect counter will have timeframe to finish the task.

As below Figure 1.2 has stated the procedures and regulations that need to perform. In explain when defect counter has received complaint letter or complaint form they will start to contact or reply to owner of the house or the property area in-charge within the time period. For example, the Manager In-charge of University Apartment Phase 1 has raised a complaint form regarding that there have a few of street lights are not functioning and it cause the owner housing are worried. When the defect counter received the form they will immediately take action. Once the Head of Department has approved the Defect counter will handover to Building and Maintenance to follow up. They will go to UA1 to discover what the problem of the street light is and which block are the street lights that are not functioning. After that they will verify how many light bulbs are need to change and repair and record it for report to their department to prepare the budget to purchase new light bulb. When the light bulbs have changed they will signed in the defect form that which they are complete the task and handover back to Defect counter. Defect counter will record it into system for further reference. Every steps have to do it in time, if there are delayed they have to state on the reason of why delayed the job.

Timeframe

Complaint Letter / Complaint Form

One (1) working day

Defect Counter Verification

One (1) working day

Head Department Approval

Three (3) working days upon appointment

Building & Maintenance Department to discover and verify

One (1) working day

Report and budget the amount to repair

Two (2) weeks of working days upon appointment

Arrange manpower to owner house repair

One (1) working day

Report and record after completed task or job

Figure 1.2

CONCLUSION

The three types of plans format, hierarchy and frequency are always surrounding a company and giving a good management. When a successful plan works and the objectives or goals will be effective and efficiency achieved. All plans are need a team to perform and organize well. The plans that carry out by upper level management and it work with lower level management it called teamwork. Teamwork are important to enable an objectives, a task, a job and a projects will be successful done and perform well. Planning also include procedure, everything will be work by step by step.

How to organize and manage a plan well? The hardest plan to perform well is the plan based on hierarchy which is the instruction from upper level management will always change. When a plan changing then everything like daily task have to making a turn again. Due to no longer consideration and just carry out a plan it will indistinct the lower level management. Sometimes the instruction giving was not clear enough and it will delay the task, job or project. The top level management has carry out a plans and setting a goal and has discussed with middle level management. The middle level management maybe will miss out something information when explaining and briefing to lower level management. Then the lower level management will wrongly instruct and perform to their team members. In the end, it comes out a failed plans or unable to perform.

When a plan have too much of changing it will run out of the main plans. So it will suggest making a plan with experiment first before start a plan. For example, you just bought a new shop at a middle of the city and just across the road have a university. You will not open a library at there because in the university already have a huge one with a lots of books. Then you need to make a research first to see what those students need. Maybe a comfort place of coffeehouse to study or rest and a place to online for searching information while having food or drinks.

A good plans need to have a lots of ideas and research before it release to your team members to perform. In a plan you will need to include a plan, after you plan then you will need to organize it well. When organize start, leading the team members to go through it and control it until the way to the objectives.

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