Literature Review
The purpose of the study
The Purpose of the study was to trace and analyze the impact of sales personnel in the used car industry. The study focuses on the current ways in which used car dealers are marketing their products in the Kingston Metropolitan area. The assessment will be done on the following areas:
1. To what extent do salesperson competence impact on profitability
2. How profitable are salespersons strategies to the company
3. How do salespersons impact on their customer
4. How important are salesperson in the sale of used cars
5. Summary
In 1997-98 Jamaica spent US $205.9 million on importing 39292 vehicles. The previous year, US $263.6 million was spent to import 27335 with the majority of the permits being used car dealers (Observer, July 25, 1999). This was partly due to the fact that more and more car sales men are becoming more effective in the marketing of used cars.
Sales men are taking advantage of the situation that exist in Jamaica, seeing the need for employment and the developing trend of people using used vehicles for taxi, these vehicles are priced at a more affordable cost, facilitating the easy acquisition, more efficient and better payment plan being available to customers. For instance, Mc Ds offers used car at 40% down, 4 years to pay at 15% interest, with special discounts offered to teachers, nurses, policemen and firemen.
The increased extent to which sales person market 'used vehicles' can be emphasized by the influx of 'deportees' being used as taxi whether being authorized or robot. With an alarming increase in used car operating as robot, this served to threaten the viability of the JUTC bus system as shown by commander Mc Farlane in his st...
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... the sales person to build a basis of trust and confidence with customers. Only personal selling can deliver such customer-by-customer accommodation.
Bibliography:
References
Roxborough, P (2000). FTC eyes used car dealers. Daily Gleaner
Simpson, L (1999). More money less cars. Daily gleaner
Mc Farlane (2000, May7). TA declares 'war' on 'robots'. Daily Gleaner.
Observer Reporter (2001, May 26). Worldtron holds expo. Observer
Johnson, E.M, Kurtz .D and Scheung E,E. (1994). Sales Management concepts, practices and cases. Second Edition McGraw- Hill
Kotler and Armstrong, (1996). Principles of Marketing Seventh Edition.
Brigham, H (1995). Fundamentals of Finance Seventh Edition.
Browns, S (2002). The importance of Salespersons, www.industrialego.com
Webb. T. (2001) A letter from Tom Webb www.manhiem.com
In this situation the buyer doesn’t really have interest in the vehicles that the seller has showed them. The seller could now appeal to the unconscious needs of the buyer. Like previously stated, the carpool with the boss would be where I would focus. I would try to appeal to the buyer by explaining the benefits of the vehicles. Maybe in this situation the buyer isn’t interested in an economical car, but would rather be seen in a sedan, especially with the boss. Then after use a Trial Close to see how the customer
Levy, Michael, Barton A. Weitz, and Dhruv Grewal. Retailing Management. ed. New York, NY: McGraw-Hill Education, 2014. Print.
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
When I turned twenty-two I was excited to purchase my first car, I had been saving for 5 years in order to obtain the car of my dreams. I knew exactly what I wanted, all the “bells and whistles”, and I knew exactly what I was willing to pay and not a penny more. I thought I had a strong knowledge of the sales and pricing of the particular car I was hoping to buy, because I had done my research for weeks browsing and comparing the Sunday car ads. I was assured that my knowledge of the sales would get me a fair price and a great deal. However, my overconfidence and naivety, in the “creepy” sales tactics used by the dealership, made me unaware of the three hour nightmare that was about to ensue; leaving me brokenhearted, angry and vowing to never step foot on a car lot again.
According to Carmax annual report (2016), used car retailing business is dependent on many economic factors and unemployment rate is one of the factors. It helps in determining consumer buying power. Gradual decrease in it from 10% to 4.9% since financial crisis, (U.S bureau of Labour Statistics, 2016), provided the boost to the automotive retail
For this project I decided to visit three car dealerships and make my observations. The first dealership that I visited was Westboro Auto Exchange, which is a small used car dealership that sells a variety of cars. The second dealership that I visited was Duddie Ford, which is a large dealership that sells mostly new midrange priced American cars and trucks. The third dealership that I visited was Foreign Motor West, which is an average size dealership that specializes in selling BMWs.
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.
... P.H. (1988). Marketing Management: Analysis, Planning, Implementation and Control. (6th ed.). Prentice-Hall: Englewood Cliffs.
After many decades of success, customers have increasingly become harder to find. Due to relatively new threats to the industry, an increasing numbers of cars and trucks are parked in dealer lots and showrooms, creating an alarming trend of stagnation and profit loss. Foreign based automakers such as Toyota ...
Anderson, Erin. 1985. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis." Marketing Science 4:234-254.
The newly appointed district sales manager, Larry Barr, faces the problem of allocating sales quotas among his various sales representatives. This decision will affect everyone's earnings including his own. This problem is compounded by the fact that different territories have, for a variety of reasons, different potentials. In addition, the territory that is known to be the toughest will soon require a new sales rep.
In Moonka Auto, Ashok Agarwal faces many challenges regarding the recruitment of salespersons. There is poor advertising, low supply of workers, ineffective interviews, lack of strategic planning, maintain employees, other parts of the business affected by the ineffective process, and ineffective planning of new location.
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 selling concept again is focused on the internal business. The main features of this concept are, large-scale selling and promotional effort with heavy selling techniques and the aim to sell what is made, rather than making what the consumer wants or demands. It has a very short-term focus; it doesn’t consider the longer needs of the customer, if it even focuses on the customer at all. It is used when supply exceeds demands; an example is when airlines sell their seats cheaper because they have not been sold at full price.
With the current revolution in the corporate world, many organizations find the need to keep up with the set trends in the corporate scene. This is essential for them to maintain relevance as well as achieve set targets and strategic objectives. One of the aspects business management is sales personnel management. This is an important business aspect that can lead to efficiency, as well as effectiveness in business, if executed accordingly. This study will seek to analyze the various tools and techniques used in sales personnel management.