As the Spanish Sales Manager for a company that makes specialist computer tablets you are facing a difficult situation concerning results; your sales.

You currently sell in physical retail outlets and your competitors also have a presence in those stores. The tablet market using this approach is a mainly a consumer market.

However, the technology in your company's tablets is significantly more advanced than your competitors: It enables artists, architects and engineers to perform complicated operations and design functions.

Your sales are currently flat but your objective is to grow.

4a. How does the current approach to sales fail to generate their true revenue potential and, therefore, hinder their contribution to the organizational and sales strategy?

4b. What changes could be made to improve their relationship with accounts to ensure improved results and develop a more substantial company position?

4c. Describe how a more integrated marketing communications (Sales/Marketing) might be adapted to enable positive performance.

Long answers to each question