Personal Selling
Marketing management also involves the ongoing activities of selecting, training, deploying, supervising, motivating, evaluating and controlling of sales representatives. Sales operations must be monitored to identify problem areas, and to assess the effectiveness, efficiency, and profitability of sales representatives.
Personal selling is one of the most important demand-stimuling forces in the promotional mix. A sensitivity to how buying vary, coupled with a knowledge of buying behavior is the foundation for successful personal selling.
Personal selling offers not just a physical product, but also ideas, recommendations, technical assistance, experience, confidence and friendship to customers. Product specifications,
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To prepare new sales representative adequately, the training program must be carefully designed and performed. Periodical training is required to sharpen the skills of experienced ones, especially when working and marketing environment changes. Changes in marketing strategy (e.g. new products, new services, new market segments) might require corresponding changes in personal selling styles.
Effective training builds confidence and motivation in sales representatives, thereby increasing the probability of successful performance. Also, in turn, training helps marketing unit by keeping sales representatives in the line with marketing program objectives.
The sales representatives report directly to sales management, but also work closely with product management on matters concerning pricing and product specifications.
The sales force must be directed in a way that is consistent with the company's polices and marketing objectives. Critical supervisory tasks are continued training, consulting, assistance, and other activities that help sales representatives plan and execute their work. Supervision is responsible also for setting sales performance standards, and integrates the sales force with higher organisational
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Rewards might be on a personal basis, such as a feeling of accomplishment, or self-worth, and offered by company in financial form or recognition. The rewards strongly influence sales representative satisfaction with the job and the work environment, which is also influenced by the individual's role perceptions. Organisational climate has great deal of influence on sales representatives. Sales representatives tend to have a higher level of job satisfaction when (1) they perceive that their first-line supervisor closely directs and monitors their activities, (2) management provides them with the assistance and support needed to meet unusual and non routine problems, and (3) they perceive themselves to have an active part in determining company policies and standards that affect
TQL can put a single sales supervisor into place and divide teams and appoint team leaders immediately. Due to the lack of managerial experience among the account executives the Executive Sales Managers may wish to hold the sales supervisor position until a manager can be placed and properly trained. During this time, non-montary methods of rewards should be discussed for the team leaders duties. TQL should start low and move up with rewards based on performance as a team leader. Some may currently act as an unofficial team leader and may not expect significant reimbursement and TQL should take advantage of these persons.
As the salespeople’s immediate supervisor, it is the primary responsibility of the manager to provide proper training to enhance the salespersons’ effectiveness and improve their skills. Given the importance of having a productive and enthusiastic sales team, the manager needs to develop and manage effective reward and compensation packages to ensure a highly motivated and satisfied sales force. Sales managers also ensure that the company 's standards of professionalism, image, and branding are consistent with the sales team’s interaction with company customers. The manager 's presence also makes customers feel valued as well as provide credibility on behalf of the company (Pilling, Donthu, & Henson,
Being employed as a purchasing clerk and a sales support at the Furniture Outlet has given me the opportunity to fully understand how the presence of certain reward compromise or programs helps to form a viable workplace for both an employer and an employee and also the organization as a whole. Given the tasks and expectations that are to be achieved as a purchasing clerk, I often find myself thinking about how the work is to be done and in what ways can it be done suffic...
...bjections. Once the customer is reassured and agrees to the sale, initiate the sale process immediately and shift the attention to paying and completing the sale. Keep away at all costs from cell phones, TV, and god forbid at his phony wife calling him into the other room (red flag). That should be the bones of the operation and the basis of our model. The guys will learn how to adapt to objections and learn effective sale patterns and routines with practice. The successful salesmen get promoted and manage their team in ways they know to be effective and growth will become exponentially with us at the top of the pyramid.
Zig Ziglar wrote the best-selling novel Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional. In his book, Ziglar describes and lists the “tools” necessary for becoming an “effective sales professional” (Ziglar 1991, xi-343). It should also be noted that “All Bible references in this paper come from the” New “King James Version of the Bible, except where clearly noted by the student” (Skorupa 2010). Beginning with the introduction and leading up to the sixteenth chapter, Ziglar gives an in-depth discussion on the elements necessary for successful conversion of “prospects” to “sales” (Ziglar 1991, xi-343). For that reason, this paper will “summarize, analyze” (e.g., explain what was “learned”), and “evaluate” the material
Summary: The author used in-depth interviews and a qualitative grounded theory to gather information about salesperson or sales manager’s approach on sales. The data were analyzed using qualitative data analysis software NVivo. The author intention for the study was to understand the factors affecting the performances of salesperson. Author opted to use qualitative method for this study because lots of previous studies on this issue employed quantitative research method which is empirical and involves hypothesis testing, measurements and numerical data. Author
Example 2. MIS can be utilized not only by supervisors but as well as by sales managers to examine sales analysis reports. This helps enormously to appraise differences in performance among salespeople who sell the same types of products to the same types of customers. What is more those trade executives have a righteous clue of the information about sales results that they require to control sales performance effectually.
This can be achieved through active listening, setting specific goals and focusing on resolving the customer’s needs. But most importantly, the salesperson needs to train a lot, through practical exercises such as role-plays and needs to keep a positive mindset to learn from the feedbacks of his performance.
A sales person is a person who has to have a lot of initiative to go out and introduce people to his product. I grouped sales all together because they all use the same principle and that is initiative. The sales person has many hours on the road traveling all over his district talking to people and just keeping up his public relations with the farmer, so when it comes time to sell his product he might have a edge up. This person is also very knowledgeable of everything he sells, since the buyer always has a question and they come to him when they want it answered. Also public speaking is a big part in this field, since meetings are required to introduce new products each year.
Some sales representatives work out of an office contacting prospective customers. Employers usually look for candidates who are enthusiastic and passionate about the products they are to sell.
It is seen that the salesmen share the same values with their customers. They know and foresee the customers’ needs. Thus, as partners, the salesmen now play an equally supporting and symbiotic role with their customers than simply hard-core selling.
The one thing that needs to do is to set up a sales compensation plan that would put the marketing strategy into operation.
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...
The research on consumer behavior assists the organization recognize and forecast the purchase behavior of the consumers while they are purchasing a product. Thus, the study of consumer behavior helps the marketers not only to understand what consumer's purchase, but helps to understand why they purchase it (Kumar, 2004). There are a lot of elements which can influence the purchase decision of consumers such as social influences, cultural influences, psychological factors and personal factors (Super Professeur, 2011). Understanding these factors helps the company to market the product on right time to the right consumers in order to generate more profits. On the other hand, if the marketers fail to understand these components that might influence consumers, they will fail to convince the consumers to purchase that product or will fail to meet the demands of consumers. However, consumer behavior is one of the stimulating and challenging areas in marketing studies being a human activity focused on the products and services. Thus understanding the behavior of the consumers is a great challenge. Moreover, it is not easy to get a full picture of consumer behavior as customers make plenty of different buying decision every day and they usually do not know exactly what influences their purchase. In short, basing on all
Training encompasses the process of improving personnel competencies, knowledge and potentialities, in regards to the specific tasks that will be assigned to them. This is a process that should be perpetual and is essential for the organization, in order to achieve excellent execution of jobs given to the employees (Ingram, 2008, p.162). Another importance is that it gives sales personnel managers an easier time in dealing with properly trained sales personnel. There are different basis on which training is carried out. Training is carried out upon induction of new sales people to the company. It is also important to train current sales personnel to brush up their knowle...