Peculiarities of Sales Managers Profession - Coursework Example

1. Sales managers encounter wit a number of things during their association with the company. The sales manager needs to ensure that all the steps taken helps towards the development of the organization and develops a pool of customers to bank on. Despite the growth prevalent in the field of sales promotion sales manager usually encounter the following problems The major problem faced by sales manager is to influence customers towards their product due to increase in competition level and the difference in cultural factors. A research shows that consumer from different countries have different culture as a result of which their pattern of influencing other is also different there by suggesting that culture brings about a change in the way person behaves and this gets moulded by the group he belongs to. (Ralston, Hallinger, Egri & Naothinsuhk, 2005) This makes it difficult for the sales manager to find a tool which is appropriate and helps to influence customers Sales manaer also faces a problem of having a work force which looks towards understanding the features and benefits of the products clearly so that the same can be communicated to the customer. Lack of dedicated workforce to ensure that the sale team is able to gain maximum advantage is another problem faced by the sales manager. Another hindrance on the path of the sales manager is the poor listening abilities that the sales team develops. Poor listener on the other hand listens what is communicated but can be identified as the non verbal gesture will be missing. They will listen quietly but their facial expression will say it all. The message communicated will have little relevance as it is the topic they are not interested. (Madge, 2010) Thus the process for ineffective or poor listener becomes vague and the process is not completed for them. This is a major problem for the sales manager as it results in passing of incorrect information and the sales force acts accordingly thereby making it difficult to achieve the stated objectives Sales manager also faces the difficulty of convincing customers to purchase the product. The growth in competition level has created a situation where the products of all the players are very similar and the customer has a lot of option to choose from. This makes it difficult for the sales manager to devise strategy which will ensure that the customer is convinced to purchase the product. The magnitude of the problem has intensified due to growth in competition and companies working in the global arena. Sales manager along with the above stated problems encounter daily routine problems like conflicts which needs to be solved. The increase in the competition level has made it difficult for the organization to ensure a sales team which is effective and looks towards the well being of all. This makes it imperative that the work force looks towards adopting strategies which will help them to strengthen their customer base and reduce the problems faced by the sales manager to a large extent. 2. Success for every business has some critical factors. It is important that these factors are molded. Training is one of them and while providing the training it has to be ensured that both the experienced and new sales people are trained. Organizations need to train and motivate both the new and experienced sales people by keeping an eye on the future. (Burger & Jerry, 2000) This will help to fill the gaps which will arise in the future. Training will provide the skills and motivating will keep him part of the organization. (Burger & Jerry, 2000) This will help the company. In the future when top management leaves employees will be ready. This will help to prepare managers within. This will make the selection process gain value and will ensure that the human resource department was correct in hiring the talent. During training the experienced and new sales people should be allowed to work in different areas to broaden their horizon and increase efficiency. (Janet, Donald & Beverly, 2003) It will make them prepare for uncertain things to come which is a part of a marketer’s job in case of sales marketing. This will give them satisfaction. It will motivate to work hard. They will always want to come up with suggestion. A study reveals that organisations that have expectations about changes make their sales force ready for it as employees are reluctant to change by changing the perception of managers and employees who work. This prepares them. They have things ready to face it. It results in a step in the forward direction. Providing the relevant training will ensure that the organization is able to come up with changes and understand human behaviour which is irrational. With intensifying competition the skills needed by sales managers has increased. Managers need to ensure that they have all the skills and some of these skills are picked during the process and some learned. (Worral & Cooper, 2001) These are the skills which managers acquire in their work and some are inherited. These skills help sales managers to understand behaviour of people, develop interpersonal relation and improve motivation and communication. (El-Sabaa, 2001) Having these skills will ensure that managers solve problems at that time. Managers who possess these skills will be able to solve conflicts. In this competitive world business units needs to ensure that managers have this skills. This should also match the culture they are working in. For example, a food and apparel industry needs manager who has the ability to manage the sales force. The ability of the manager to look into ways to motivate should transform the business by getting customers. Having people with this skill will help to ahead of competitors. For example, a manufacturing unit who has a manager who possess these skills know ways and means to get the result. This will help the organisation to get the desired result and stay ahead of competition. This will also ensure that results are achieved by best means Training is thus an important aspect for both the experienced and new sales person as it will help to provide the required skills which will ensure that the workforce is able to perform better and achieve the objectives of the firm in a better and efficient way. 3. Maintaining healthy relation with the customer is vital every time. Previously it was easy to remember every customer by their face and name as the spread was small and with little technology customers preferred their local destinations. (CRM, 2010) It was easy to remember all the customers’ needs and requirements. The business units on the basis of it were able to deliver it. With the changes in technology and advancement it has gone rapid changes and maintaining a healthy relation today is vital The magnitude of maintaining healthy relation with the customer is important for the sales personnel as they need to ensure that customer is satisfied. Sales people encounter different type of people everyday which makes it important that the sales personnel look towards maintaining healthy relation with the customer. With intensifying competition it is imperative that organization look towards maintaining healthy relation because it is imperative to retain customers as loosing consumer will mean a gain for the competitors and will affect the business of the organization. Customer Relationship Management will also help to improve the sales and marketing function, the billing and expense function, the project management efficiency and better management of the human resources. (Krishna, 2010) This will thus help the organization to improve their services thereby making it more productive both for the management and the customers. Organization can look towards developing healthy relations with the customer by offering them something in return for the loyalty they had in the organization. The organization can ensure that customers who are loyal are provided free gifts and facilities that differ from other customers so that they feel a part of the organization and feel that the special treatment provided to them makes them feel special. (Butcher, 2009) The organizations to promote their relationship with the customer can make use of the latest technology and ensure that there is rapid growth. The organizations can make use of you tube and customers by using it can visualize the satisfaction and rating of other customers who have visited their coffee shop thereby enhancing the performance. (CRM, 2010) This will act as a boost as the penetration level of internet will help the organizations to reach far flung areas. This experience can further be enhanced by loading short movies made by the organization on you tube which will show the ambience, variety, service, and pleasure the customer gets and also the different loyalty programs and services they can avail. (CRM, 2010) This will act as a boost to the organizations and provide them with wider opportunity to deal with and also give a larger customer base. Thus, the sale force needs to make use of different tools and ensure that customer relationship is developed. Working on this aspect will help the sales force to retain customer which will prove valuable considering the level of competition prevalent in the economy. Having a proper method which looks towards maintaining customer will ensure that the organization will have a pool of customer to sell their products thereby ensuring growth for the organization. References Burger & Jerry, M. 2000. Personality, 5th edition, Belmont, Thomson Learning Butcher, D. 2009. Ink! Coffee launches mobile gift program, retrieved on October 8, 2010 from http://www.mobilemarketer.com/cms/news/database-crm/2807.html CRM. 2010. The Broadway cafe: Customer Relationship Management. retrieved on October 7, 2010 from http://www.snwebc.com/index.php?option=com_content&view=article&id=37:the-broadway-cafe-customer-relationship-management&catid=25:students&Itemid=44 El-Sabaa S, “The skill and career path of an effective project manager”, International Journal of Project Management, Volume 19, Number 1, Page 1-7, 2001 Janet, A., Donald, B. & Beverly, A. 2003. The search of understanding. Maslow Hierarch of needs, West Publishing Company, New York Krishna, R. 2010. Role of CRM in customer interaction and services, ezine articles, retrieved on October 7, 2011 from http://EzineArticles.com/?expert=Rama_Krishna Madge, J. 2010. Good Listening: It ain’t what you say, retrieved on October 7, 2011 from http://www.fenman.co.uk/traineractive/training-activity/Non-verbal-behaviours-for-good-listening.html Ralston, D., Hallinger, P., Egri, C. & Naothinsuhk, S. 2005. The effects of culture on work place strategy of upward influence. University of Bangkok, Elsevier Inc Worral L & Cooper C, “Management Skills Development: A perspective on current issues”, Leadership & Organisational Development, Volume 22, Issue 1, page 34, 2001 Read More