Why They Didnt Teach Us in Sales Classes - Case Study Example

Brown should train Rick in handling such situations in a better manner. Sales divisions of many companies are the ones with high turnover ratios on account of challenging working conditions and sales targets. In order to retain the workforce and reduce the turnover rates amongst new sales personnel, the company can; Announce attractive incentive schemes for different sales targets. This would certainly involve some cost, but this cost would be much less than the additional cost burden involved in recruiting and training newer personnel.

Salespeople have very hectic schedules which often results in disturbing their family lives. Therefore, if the company is able to provide some periodic family get-together opportunities as well for the salespeople, it would go a long way in boosting their motivational levels. Training and development of the sales personnel is a must because they are the ones who have to handle different types of situations, meet people of different temper and tastes, etc.Q4: What can firms do to increase salesperson status is indeed in the best interest of the company if the sales-personnel feel proud of their status in the company, in the society, amongst the fellow workers, and in the market.

Irrespective of the nature and specialization of the company, it can be said for sure that, 'people' form the core of its activities, and therefore, the behavior and character of these very 'people' will affect the overall functioning and character of the organization. The performance level of this workforce in turn depends upon the types of motivations provided by the organization. In order to improve the status of the salesperson the company can; Delegate some leveraging and bargaining power in the market, so that in a scenario like the one mentioned in the case study, the sales team is able to offer something to their existing distributors/ retailers for them.