SALES AND PURCHASING MANAGEMENT

CASE Suppose you start working as Sales Manager in a Company which is completely new for you. Sales (and profits) have been decreasing the last two years and a rush action is needed. The Company is selling industrial products in 15 different countries with around 100 customers. Salesforce are 10 people. Each of the sellers is responsible of 10 customers. Some of the customers have factories buying our products in different countries. Which tool should you use first in order to get a first approach of the situation? Once analyzed the previous results, which should be your first actions? How should you organize the sales force? Where should you focus your efforts and resources?