Executive Summary for Employee Development

Executive Summary for Employee Development

Brigitte Nichols

HRM/326

September 10, 2012

Mary Lambert

Executive Summary for Employee Development

Inter Trade’s sales have declined over the past year. New clients have been obtained solely through referrals by other clients. Now that the office is fully staffed , it is a good time to implement recruiting programs to increase sales. This consulting firm has identified the problem, defined the objective, researched alternatives, and identified the best solution to increase sales.

The problem is how to obtain new clients and the objective is to increase sales by increasing the client base. After examining the alternatives and successes of other companies, this consulting firm discovered that there are two choices for bringing in more clients:

1. Advertising in National and local publications

2. Expanding the sales staff

The first option was rejected for the following reason:

• Advertising in national and local papers might belittle the image of Inter Trade and cause the loss of some of their upscale clients.

Expanding the sales staff was the most logical solution to expanding the client base for the following reasons:

1. More sales staff will mean more territory is covered which would bring in more clients.

2. A sales staff of one cannot cover enough areas to bring in sufficient clientele.

Since the Los Angeles branch has office associates

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