Table of Contents

Executive Summary................................................................................................................................. 3
SWOT Analysis ......................................................................................................................................... 3
Strength ................................................................................................................................................... 3
Weakness ................................................................................................................................................ 4
Opportunities ........................................................................................................................................... 4
Threats ..................................................................................................................................................... 4
Growth Strategy ....................................................................................................................................... 5
Generic Strategy....................................................................................................................................... 5
1. Cost Leadership ............................................................................................................................. 5
 Differentiation .................................................................................................................................. 6
Sales Target ............................................................................................................................................... 6
Sales Force Plan....................................................................................................................................... 7
Sales Territory Design ........................................................................................................................... 7
Sales Force Team .................................................................................................................................. 9
Sales Training and Techniques .......................................................................................................... 10
Objective ................................................................................................................................................ 10
Process .................................................................................................................................................. 10
Evaluation .............................................................................................................................................. 10
Customer Relationship Strategy ........................................................................................................ 11
1. Internal Market .............................................................................................................................. 12
2. Referral Market ............................................................................................................................. 12
3. Recruitment Market ...................................................................................................................... 12
4. Influence Market ........................................................................................................................... 13
5. Customer Market .......................................................................................................................... 13
6. Supplier and Alliance Market ...................................................................................................... 14
Conclusion ............................................................................................................................................... 14
References ............................................................................................................................................... 14
Executive Summary
Footwear is an essential part of Oman’s culture, with both men and women spending upwards of
R. O. 50 on footwear ranging from sandals to sports shoes. For an Omani Male or Female,
Footwear requires to be study and comfortable. As many Omani citizens having different shoes
for different occasions ranging from sports, professional, social, cultural and so on. Whereas
Female Omani desire footwear that function as a fashion statement in addition to providing
convenience and comfort

Wobble – Dobble aims to penetrate this market due to its high potential for growth as well as
expansion, especially since many gulf countries follow similar social and cultural backgrounds.
Thus success within the Omani Market will provide Wobble – Dobble with the opportunity to
expand into new markets on basis of its Brand Awareness and Customer Perception. For this
purpose, Abdul Said, through his firm Wobble – Dobble, aims to introduce new footwear brand
within the local market that provides convenience and comfort due to its triple density micro-
wobble – board mid sole that focuses on developing and building let muscles. Moreover, as
footwear is a crucial part of Omani Culture, Abdul Said aims to attract customers by offering them
a mix of comfort, convenience and price in order to develop his market share and customer base

Over the course of Sales and Relationship Management Report, the General Manager aims to
define the firm’s sales targets for the financial year 2019 – 2020 on the basis of environment
analysis of the market through use of Marketing Tools such as SWOT Analysis, Growth Strategy
and Generic Strategy. In addition to also defining how the firm aims to attain its sales targets by
defining its sales force size and territory design as well as techniques utilize to train the sales force
to effectively motivate the customers to purchase its products

SWOT Analysis
As all companies operate within a dynamic and competitive business environment, it is essential
for all firms to undertake SWOT Analysis in order define company’s Strength, Weaknesses,
Opportunities’ and Threats. It is on the basis of this evaluation that company identifies its Strength
and how it can be effectively utilizing to mitigate potential Threats or realizing its Weakness while
determining Opportunities to diminish potential weakness
Strength
As footwear is an important aspect of culture and lifestyle of the local citizens. Requiring to have
different footwear for different occasions. The innovative design of the Wobble – Dobble shoes
allow it to be used in all situations or circumstances without requiring much adaptation. Since open
toes shoes, while seeming as informal, can be work with dishdasha in professional environment or
with sports gear while playing
Additionally, the citizens of Sultanate of Oman, while being intrigued by the western culture in
terms of movies and travel, are extremely patriotic and would prefer to support the success of local
companies in comparison to their international counterparts. Therefore, promoting Wobble –
Dobble as a locally sourced firm will motivate potential customers to test its products and
recommend it to their family or friends due to underlying patriotism
Weakness
While Wobble – Dobble aims to utilize both online as well as offline mediums to communicate
the brand to the customers. In addition to allowing sales through both traditional retail as well as
web application. The company will require to heavily invest in develop brand awareness and
positive brand perception through innovative advertisement campaigns before entering into the
market.
Moreover, as it is a new brand with no brand recognition, the firm will incur high operational costs
during initial years of operations before being able to generate profits through sale of desired
number of units
Opportunities
As sports is a critical part of the lifestyle of any Omani. With many Omani’s regardless of their
gender are obsessed with the local game, football, while playing it regularly with their friends and
family. Sports shoes that are durable, comfortable and sporty is a requirement of all Omani’s. With
many Omanis regularly spending upwards of R. O. 100 for sports shoes such as Nike, Adidas and
so on. Therefore, Wobble – Dobble has the potential to successfully penetrate within the local
market on basis of their durability and comfort of their shoes at a lower price point than its
competitors which can motivate potential customers to test their shoes in their day to day life. Thus
allowing the firm to capture the local market while expanding to all cities
Additionally, as the designed shoes are open toed, similar to the slippers or sandals preferred by
locals due to their convenience. Wobble – Dobble has the potential to quickly improve the
preference of their shoes within the market as they can be worn in all social situations such as
Sports, Professional (with Dishdasha), Social and so on
Threats
However, in order to become successful within the local market, Wobble – Dobble requires to
compete with existing successful brands such as Adidas and Nike that have developed customer
loyalty through positive advertisement campaigns (customer perception) and customer’s
satisfaction. Therefore, requiring Wobble – Dobble to invest extensively on their advertisement
campaigns including being promoted by well-known celebrities such as Ali Al Habsi (Footballer)
in order to improve its brand awareness
Additionally, with the development of Mall Culture within the country as new malls are being
established in almost all major cities. In addition to customers preferring to shop at Sports Stores
rather than individual brand outlets due to increased convenience and choice. Wobble – Dobble
will require to pay existing sport stores such as Sun and Sand Stores commission for displaying
their products and promoting them among the customers. Thus having a negative effect on overall
revenue generation of the firm
Growth Strategy
Through evaluation of the Market Condition of Sultanate of Oman on basis of SWOT Analysis, it
can be concluded that Wobble – Dobble has high potential of success within the local market as
there does exist a high demand for its products. Nevertheless, in order to successfully enter into
the local market, the company should utilize Market Penetration Strategy on basis of Puppy Dog
Ploy
In accordance to Market Penetration Strategy, the company aims to enter and expand its market
share through competitive pricing, advertisement and sales promotion. This involves selling its
products at a comparatively lower prices that in competitors in order to persuade potential
customers to test its products. In addition to aggressively advertising its advantages in terms of
comfort as well as being an Omani Brand
However, Wobble – Dobble needs to ensure that while promoting its products in order to expand
its market share. The company doesn’t directly target or compete with market leaders (Puppy Dog
Ploy) until it has effectively consolidated its position within the market. Since if the company faces
heavy competition from its competitors during its initial stages of operation, the firm may be forced
out of the market due to customers using Competitive Pricing Strategy to retain their market share
Nevertheless, once the firm has consolidated its position within the market, it can aim to expand
its market share to small cities as well as other countries within the Gulf

Generic Strategy
The profitability of any company within the industry is dependent upon its strategy to develop and
sustain competitive advantage. For the purpose of developing the competitive advantage, the
company can utilize variety of strategy on the basis of Porters Generic Strategy
As Wobble – Dobble is a new firm operating within the shoe industry of Sultanate of Oman, it has
decided to utilize
1. Cost Leadership
As price is a critical factor affecting the purchase decision of any product. Since all
customers desire to acquire products at a price that provides them with adequate value and
satisfaction. In terms of purchasing shoes, customers primarily pay for the convenience
and satisfaction provided by the product as well as its brand value
Therefore, Wobble – Dobble will price its products at a price which covers its operating
cost while having minimal profit margin. Thus being able to price its products at a
significantly lower price than its competitors since all raw materials required for the
product are sourced locally in addition to currently brand value or recognition of the brand
being low
  Differentiation
The concept of Product Differentiation aims to market the product as different than its
competitors. In order to develop the perception among customers that the product is unique
In case of Wobble – Dobble, while the product does have similar competitors such as
Fitflop. The products of the brand will be marketed as unique due to being locally sourced
and produced in addition to being suitable for all social events for the local citizens such
as sports as well as professional events
Thus developing a positive brand perception among the customers that the product
developed is unique

Sales Target
Since the core objective of any firm to constantly improve its profitability revenue generation, it
is essential for the firm to ensure efficiency of its sales force since they are directly responsible for
spreading brand awareness and developing positive brand perception. However, as sales force is
one of the largest operating expense of any company, comprising of large number of employees
that required to be paid both salary as well as commission on sale. Firms should undertake
measures to optimize its sales force in terms of territory assigned to each sales person as well as
overall size of the sales force
Nevertheless, in order to develop an effective and efficient sales force, it is essential for the firm
to define its sales target. As sales force is directly responsible for attaining their sales target. Hence
changes in target sales will directly affect the size of the sales force as well as territories
Therefore, in order to maintain an efficient sales force, Wobble – Dobble has utilized Portfolio
Method of Sales Effort Allocation. As this strategy evaluates potential of sale on basis of
competitive strength of the firm and account opening opportunity. Therefore, being able to
effectively target customers that desire sports shoes that are comfortable for all situations at low
price

Fitflop Sales
US$ Million 2015 2016 2017
Europe 45.87 41.65 54
Asia-Pacific 39.11 44.32 46.3
Africa and Middle East 41.92 39.54 40.01
Total 126.90 125.51 140.31
Profit 116.41 124.28 135.81

Although Wobble – Dobble faces competition from Adidas and Nike in terms of sports shoes, its
direct competitor is Fitflop as they offer similar products in comparison to Wobble – Dobble.
Therefore, the sales target of the firm is based on sales of Fitflop (Bridge, 2017)
Following the Puppy Dog Ploy, Wobble – Dobble will aim to capture 5% of Market Share of
Fitflop during the first 5 year of operations. Thus aiming to earn 5% of Sales within Africa and
Middle East Region
 5
5% 𝑜𝑓 𝑆𝑎𝑙𝑒𝑠 𝑜𝑓 𝐴𝑓𝑟𝑖𝑐𝑎 𝑎𝑛𝑑 𝑀𝑖𝑑𝑑𝑙𝑒 𝐸𝑎𝑠𝑡 = ∗ 40.01 = 2
100
Hence since the Sales Target of Africa and Middle East Region during the year of 2017 is US$
40.01. Wobble – Dobble aims to attain 5% of Market Share, i.e. US$ 2m or R. O. 77,000
Wobble – Dobble has justified the sales target of R. O. 77,000 since Fitflop earns approximately
R. O. 15.40m over the Africa and Middle East Region. Therefore, Wobble – Dobble, focusing its
effort across Sultanate of Oman will be able to attain 5% of Sales while earning a platform to
expand across Gulf Market.
In order to attain the sales target, the firm will focus its efforts on demographics of both male and
female, between the age of 14 – 28, that are interested in playing or actively follow sports such as
Football. Nevertheless, the firm will maintain flexible sales target during its initial years of
operations due to negligible brand awareness and brand recognition

Sales Force Plan

Sales Territory Design
This aspect of Sales Force Plan primarily aims to align the sales force in accordance to the sales
territory assigned to them as well as the needs of the customers in order to ensure that the company
effectively covers the desired sales territories by allocating salesforce on basis of potential for sales
(Liu, Song and Want, 2011). Thus ensuring effective utilization of sales force which minimizes
overall operational costs in addition to providing firm with comprehensive information regarding
sales demand and performance in all territories
In order to ensure Sales Territory is effectively and appropriately designed, Wobble – Dobble
annually designs Sales Territory on basis of Breakdown Method, i.e. Total Sales in a Territory
divide by Forecasted Sales Potential that provides Estimated Sales requirement for each Salesman

City Population Sales Force City Population Sales Force

Al Buraymi 73,670 Al Khaburah 50,223
Saham 89,327 3 Sur 71,152 1
Liwa 26,372 `Ibri 101,640
Sufalat Sama'il 47,718 As Suwayq 107,143
2 2
Shinas 48,009 Sohar 108,274
Bahla' 54,338 Salalah 163,140 1
1
Nizwa 72,076 Bawshar 159,487
Rustaq 79,383 Seeb 237,816 3
2
Barka' 81,647 Muscat 797,000

On basis of evaluation of potential of sales within the country, Wobble – Dobble has decided to
focus its sales operations to 18 high population centers within the country as it will help them
better allocate available resources in terms of available units as well as sales man
Year Population % Male % Female Density (km²) Growth Rate
1970 723,852 49.13% 50.87% 2.34 2.98%
1990 1,812,160 55.66% 44.34% 5.86 3.88%
1995 2,204,283 59.30% 40.70% 7.12 4.00%
2015 4,199,810 64.84% 35.16% 13.57 6.67%
2016 4,424,762 65.39% 34.61% 14.3 5.36%
2017 4,636,262 65.84% 34.16% 14.98 4.78%
2018 4,829,946 66.19% 33.81% 15.61 4.18%
2020 5,149,700 66.52% 33.48% 16.64 0.00%
2045 6,549,888 63.07% 36.93% 21.16 0.64%
2050 6,756,570 62.43% 37.57% 21.83 0.62%
Subsequent to defining Sales Territory, firm also needs to determine the Sales Quota AND Selling
Budget. Sales Quota is based on Sales Forecast of each region by Sales Manager that is defined
by comparing sales of similar companies within the region. Similarly, Sales Budget is also defined
by Sales Manager by allocating expenses for each region in comparison to potential of earning
sales
Sales Force Team
Although Wobble – Dobble will be utilizing Social Media Platform to improve its brand
recognition and awareness. It is also important for the company to hire highly skilled and qualified
employees, i.e. sales force. Since they will be directly responsible for developing brand awareness
and recognition by representing the firm to potential customers while motivating them to purchase
its products.
Nevertheless, since Wobble – Dobble is within its initial stage of operations, it is important for the
firm to hire employees on basis of requirements in order to minimize its operating costs by
effectively utilizing available resources. Therefore, the company has decided to utilize Incremental
Productivity Method to define number of employees required within its sales force. As according
to this method, each sales person is hired on basis of evaluation that the new sales person will be
able to bring in additional sales that will justify expense on his/her recruitment and selection.
Hence new salesman is recruited if the potential sales generated by new employee exceeds his/her
recruitment cost
Wobble – Dobble aims to utilize this method since it will help the firm optimize its resources in
terms of recruitment of sales staff. Since new employees within the sales force will only be
recruited if they can justify the recruitment in terms of increase in sales. Nevertheless, it must be
taken into consideration that increase in sales of the firm isn’t always attributed to recruiting higher
number of salesmen. Thus requiring the firm to undertake comprehensive analysis of salesforce
performance in order to minimize unnecessary operational expenses
𝑂𝑝𝑒𝑟𝑎𝑡𝑖𝑛𝑔 𝐶𝑜𝑠𝑡 𝑜𝑓 𝑅𝑒𝑐𝑟𝑢𝑖𝑡𝑖𝑛𝑔 𝑆𝑎𝑙𝑒𝑠𝑚𝑎𝑛 < 𝐼𝑛𝑐𝑟𝑒𝑚𝑒𝑛𝑡𝑎𝑙 𝑆𝑎𝑙𝑒𝑠 𝑏𝑦 𝑆𝑎𝑙𝑒𝑠𝑚𝑎𝑛
𝑆𝑎𝑙𝑒𝑠 𝐹𝑜𝑟𝑒𝑐𝑎𝑠𝑡
𝑆𝑎𝑙𝑒𝑠 𝐹𝑜𝑟𝑐𝑒 𝑆𝑖𝑧𝑒 =
𝐴𝑣𝑒𝑟𝑎𝑔𝑒 𝑆𝑎𝑙𝑒𝑠 𝑝𝑒𝑟 𝑆𝑎𝑙𝑒𝑠𝑚𝑎𝑛
𝑆𝑎𝑙𝑒𝑠 𝐹𝑜𝑟𝑒𝑐𝑎𝑠𝑡
𝐴𝑣𝑒𝑟𝑎𝑔𝑒 𝑆𝑎𝑙𝑒𝑠 𝑝𝑒𝑟 𝑆𝑎𝑙𝑒𝑠𝑚𝑎𝑛 =
𝑆𝑎𝑙𝑒𝑠 𝐹𝑜𝑟𝑐𝑒 𝑆𝑖𝑧𝑒
77,000
𝐴𝑣𝑒𝑟𝑎𝑔𝑒 𝑆𝑎𝑙𝑒𝑠 𝑝𝑒𝑟 𝑆𝑎𝑙𝑒𝑠𝑚𝑎𝑛 = = 5,133
15
As the firm is initially going to only hire 15 salespersons, each salesman will be allocated a sales
target of R. O. 5,133. Additionally, with improvement in sales, new sales person would be hired
in order to prevent excess workload on existing employees that may cause them to look for
alternative employment
Sales Training and Techniques
Since employees of the organizations directly or indirectly represent the firm when communicating
with the stakeholders of the firm. It is essential for the company to ensure that the employees
develop a positive perception of the firm when communicating with stakeholders. This is
especially essential for sales force of the company, as many employees directly attribute the values
of the company to the sales manager representing the firm as he/she is the first point of contact
between customer and the firm (Creswell, 2013). Therefore, necessitating the need for company
to effectively train their employees in order to ensure they behave professionally at all times in
order to develop a positive brand image. Failure of which may contribute to overall poor sales of
the organization due to poor brand perception and negative brand image
Objective
In case of Wobble – Dobble, while the company has excessively invested in developing a unique
product that satisfied customers needs and requirements. It is dependent upon its sales force to
educate the benefits of the product to the target customers in addition to motivating them to
purchase it. For this purpose, it is important for the firm to invest in developing its sales force
through training in order to ensure they have the necessary knowledge regarding its products and
skill to effectively communicate with the customer (Tynan et al. 2010). Hence allowing the sales
force to develop effective sales strategy that can enable them to close potential deals while ensuring
customer satisfaction and loyalty
Process
As training is an essential to ensure high performance and effectiveness of the sales force, Wobble
– Dobble can undertake measures to develop their staff by providing them with training in order
to learn new skills that can help them better communicate with potential customers. This can be
undertaken by requesting experienced staff to share their experiences and insights as they have
better idea of the requirements of the customer in comparison to hiring Sales Coach that might
only provide employees with generic strategies. Since experienced staff, with prior experience,
can role play as customer to explain to new staff how they can convince potential customers to
purchase the product
Additionally, Wobble – Dobble has also incorporated Buddy System Training strategy where new
sales staff is paired with experienced sales staff in order to allow them to learn from experience in
the real world scenario under the guidance of their seniors
Evaluation
Although employers as well as managers prefer to condense all information to the members during
the training process in order to provide them required information necessary to enable them to of
their tasks effectively. Various studies evaluating the effectiveness of training have concluded that
all students have short attention span. Thus making it difficult for them to retain large quantities
of information effectively. It is on the basis of this consensus among researchers that many
researchers suggest training processes to include fun physical activities that improve the student’s
concentration and comfort
Furthermore, many studies have also suggested that while theoretical knowledge is essential for
improving understanding of the student. Majority of the students prefer to learn through experience
as it gives them real time understanding regarding various factors affect the purchase decision of
the customers and how to nudge their interests and desire towards a particular product. Hence
necessitating the need to implement the Buddy System where the young employees shadow the
more experienced employees in order to learn from the skill and expertise. This measure of training
is also preferred as it provides the inexperienced employee to identify areas of weakness in real
world scenario and take advice from the experienced members in order to improve
Additionally, it is also essential that during, sales force is educated on the importance of
understanding the needs of the customers before suggesting products. Since the core objective of
the sales department isn’t limited to selling large quantities of product but also to develop long
term customer relationship in order to ensure customer satisfaction and loyalty

Customer Relationship Strategy

As per the Six Markets Model, the operations of any organization within the business environment
is directly or indirectly affected by its stakeholders. Thus necessitating the need for the firm to
maintain mutually beneficial relationship with all its crucial stakeholders in order to ensure
efficient operation of the firm within the business environment
This need to maintain positive relationship with all its stakeholders is especially important in case
of Wobble – Dobble as it is a new company which has recently entered into the local market while
stakeholders have many substitutes to Wobble – Dobble. Therefore, poor relationship with its
stakeholders will directly affect the firms long term survival and profitability
In case of Relationship Management of Wobble – Dobble, the core stakeholders of the firm
includes
1. Internal Market
It refers to the ability of the shareholders and employees of the firm to develop positive
and long lasting relationship with other stakeholders including customers and suppliers in
order to attain the overall goals and objectives of the company. Therefore, employees and
shareholders are considered as primary enablers of the firm since they are directly
responsible for attaining overall organizational objectives as well as efficient performance
For Wobble – Dobble, the role of employees in performance of the company is critical to
its survival. Since the employees of the firm are directly responsible for overall survival of
the firm by developing positive relationship with suppliers to ensure delivery of raw
materials as well as transportation of finished goods to the market. Additionally, employees
are also responsible for resolving any issues or problems faced by the customer while using
their products such as defective goods in order to ensure their overall satisfaction and
developing brand loyalty (Lemke, Clark and Wilson, 2011)
2. Referral Market
Marketing due to word of mouth recommendation is considered to be the most effective
form of market expansion. Since in this form of market promotion strategy, existing
customers recommend the product to their family and friends on basis of personal
experience in order to motivate them to test the firm’s products and services. This also
involves recommendations from trusted personal sources such as Doctors that have faith
in the effectiveness of the product (Rodrigues and Faria, 2013)
In case of Wobble – Dobble, word of mouth is the most cost effective form of marketing
strategy as it is able to acquire customers without undertaking investment to attract them.
However, in order to ensure effective implementation of this strategy, it is essential for the
company to ensure satisfaction of their existing customers in order to motivate them to
suggest its products to their friends and family
Additionally, the Marketing Department will also undertake measures to develop
relationship with Podiatrists in order to persuade them to recommend Wobble – Dobble
products to their customers
3. Recruitment Market
Since Human Resources are the crucial and most valuable resource of any organization. It
is critical for any firm to constantly undertake effort to recruit as well as retain highly
skilled and capable workforce that can contribute to improving the overall performance,
effectiveness and efficiency of the firm. This is achieved by the firm by developing a
perception among potential employees that the company is invested in development its
employees and provides them opportunity for growth. In addition to also having good
relationship with recruitment agencies that recommend highly skilled and qualified
employees
 In terms of workforce of Wobble – Dobble, salesforce represents that largest percentage of
employees within the firm. Since during the initial stage of operations, it is essential for
the firm to gain initial traction through brand awareness that piques customer interest to
purchase and try its products. Therefore, for this purpose, it is essential for Wobble –
Dobble to hire sales workforce primarily comprising of local citizens as they can better
spread awareness of the benefits of the product due to similarities in culture and language
while persuading potential customers to purchase the product
4. Influence Market
With customers having wide range of choices and alternatives when purchasing any
product or service, it is essential for company to develop positive brand perception and
awareness. Thus informing customers regarding existence of the product as well as
motivate customers purchase its products and services. Although this function was
traditionally undertaking by Public Relations department of the organization, with
development of Information Technology and Social Media as a medium of Marketing.
There exist many social media influencers that motivate their followers to purchase specific
products or services
Due to the significance of Influencer in develop brand perception and recognition, Wobble
– Dobble will hire many Social Media Influencers Especially Football Celebrities in order
motivate their customers to recommend the product to their customers. Efforts will be
undertaken to ensure that the influencers hired are Omani as they are more likely to
persuade potential customers to purchase the product due to similarity in culture and
preferences
5. Customer Market
As the core objective of any firm operating within the business environment is to constantly
and continuously increase demand and sale of its products to the target customers.
Customer Market is an important aspect of Relationship Management since it comprises of
Intermediaries (Retailers) or customers. Therefore, necessitating the need for firms to
maintain good relationship with these stakeholders by providing them high quality of
customer service in order to develop positive customer perception and brand loyalty
(Brown, 2012)
While Wobble – Dobble does aim to directly sell its products to the customers either
through their sales force or online platforms which allows sales manager to directly
communicate with customers. The company will also display its inventory in one stop
sports shop such as Sun and Sand Store in order to improve its brand recognition and
awareness in comparison for is competitors. Therefore, staff of Sports Stores will be asked
to recommend the products of Wobble – Dobble in comparison to competitors
 6. Supplier and Alliance Market
In current competitive business environment where it is crucial for organizations to exploit
any available opportunity in order to ensure its long term survival as well as effective
performance due to high competition within the business environment. Suppliers are
increasingly considered as collaborators and business partners of the company due to their
role in supporting overall operations of the firm. Thereby necessitating the need for
company to maintain mutually beneficial and supportive long term relationship that can
ensure stability and efficiency within the supply chain
In terms of Wobble – Dobble, due to expansive market of Sultanate of Oman as many
population centers are located far away from each other. Suppliers play a crucial role in
supporting the supply chain of the firm by ensuring delivery of raw materials for processing
as well as transporting finished goods to different markets for the purpose of sale. Thus
ensuing timely delivery of raw materials as well as finished goods which in turn enables
the firm to avoid loss of customer base due to unavailability of goods

Conclusion
On basis of evaluation of demographic and psychographic factors of potential customers within
Sultanate of Oman through the use of analysis of SWOT Factors. It can be concluded that Wobble
– Dobble has huge potential for profitability within Sultanate of Oman which can be exploited as
per Growth and Generic Strategies
Nevertheless, as the success of the firm is dependent on wide range of factors including
effectiveness of Salesperson. It is essential for Wobble – Dobble to define effective Sales
Management Strategy in order to adequately cover sales territory. On basis of analysis of Sales
Allocation, the General Manager decided that 15 sales person can appropriate cover all desired
target regions. Especially by providing them with training to improve their overall performance

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