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LA Accounting Company
The accomplishments of any business will depend upon its ability to reach out to customers. In the case of the accounting firm that is being examined, this is an important factor which is contributing its long-term success. To fully understand how this will be achieved requires focusing on: the information needs, personal selling, communication objectives, the communications strategy and advertising. Together, these elements will highlight how the firm will reach out to new cliental.
The Information Needs
The target markets that will be focused on are affluent individuals and various types of organizations (i.e. private businesses / public corporations, nonprofits entities and governments). They will have different needs to include: estate planning, reducing income taxes, protecting their assets against potential liabilities (i.e. law suits) and customizing these solutions. (Pinson, 2006)
What information will your potential customers need, (e.g. address of premises)?
The basic information that all customers will need are programs that cater to their specific financial and tax related issues. This means creating tailored services that are flexible enough to take into account their requirements. For example, a wealthy individual will focus on estate planning, reducing income taxes and helping...
While in the case of medium sized business, there is a need for continuation planning, public financing and working capital. When customizable solutions are created, there is better service and personal attention in addressing the client's specific challenges. (Pinson, 2006)
Personal Selling
Personal selling will be utilized to locate new customers. This will take place by having an in house staff that is focused on finding and signing up cliental. The various forms that will be utilized are: telemarketing, direct mail, social networking, email, radio and television. (Pinson, 2006)
What training should be received?
The training will be based upon an initial three-week course. This is when everyone will learn the proper techniques and the most effective way to locate customers. To achieve these objectives, this will be accomplished in the form of a class. Once someone has completed this aspect, is when they will then work on trial basis for 90 days. After this time, they will be a fully qualified account executive. (Pinson, 2006)
What incentives will the sales force earn?
The sales force will start out at a base salary per year of $20,000.00. They will receive a commission with each new account and a residual based on…
References
Hague, P. (2010). Customer Satisfaction Surveys. B2B International. Retrieved from: http://www.b2binternational.com/publications/white-papers/customer-satisfaction-survey/
Pinson, L. (2006). Steps to Small Business Start Up. Chicago, IL: Kaplan Publishing.
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