New communication standards and procedures for sales call reporting in FlowHouse Manila

• Main Author: Abad, Alexander Stephen E.
• Format: text
• Language: English
• Published: Animo Repository 2015
• Online Access: https://animorepository.dlsu.edu.ph/etd_masteral/4990
• Institution: De La Salle University

Effective internal communication is an essential aspect that all companies should possess. Without this, the ability to share information among stakeholders will be lost. In the case of FlowHouse Manila, which is a new venture of South Stream Commercial Development Inc., it is imperative to transfer knowledge from the customer to management coherently and effectively. As a new business, it relies heavily on customer feedback in making adjustments or improvements on its current offerings to cater to customer needs and wants. The Sales team is considered as an agent for communicating the customer feedback to the CEO and the General Manager with the use of the Sales Call Report. However, the current sales call reporting process takes too much time of the Sales Executives. This results in limited selling time and low sales for the team. As the newly appointed Sales Manager, I have conducted an action research on formulating new communication standards and procedures for sales call reporting to address the issue. The results expected from this action research project are geared towards providing a more coherent sales call report to management, at the same time, give the Sales Executives enough time to execute the selling process. In the course of this process, the participants were able to obtain the desired results. I was also able to realize the helpfulness of Endsleys (2003) Team Situational Awareness Model and Kurt Lewins (2010) Model of Change in providing clarity to the issue, as well as clear action plans in addressing the issue.