Importance of Salesperson in the Society - Coursework Example

Importance of Salesperson in the Society affiliation How do salespeople contribute to our society? Arethere negative aspects of personal selling from a societal perspective? Feel free to provide any examples. Sales people have the information and knowledge of the goods and services that do benefit people in various ways. A world without salespersons will not prove the wonderful things that are at their disposal. Sales persons are exceptionally important as they create wealth for everybody. Sales are the information providers as they are expected to keep the members of the society posted about products and services (Gerber, 2014). A sales person diagnoses the challenges that are affecting the sale of a particular product and finds a solution to them. From the society point of view, the salesperson is important when acting on behalf of buyers and sellers. However, sales people do face challenges in the course of their work. For instance, a salesperson promises to deliver goods to a customer in two days. In this case, a promise has been made, and it is either be kept or broken by the company’s distribution department. When the promise is broken, many people in the society have a perception that sales persons are dishonest. Members of the society have had bad experiences with personal selling, as they perceive sales people as annoying and over aggressive. 2-In your words, how would you describe the marketing mix? How does the act of selling fit into it? Include examples. A marketing mix is a method used by sales people to market their goods and services. The marketing mix is important when determining a brand’s offer. There are four P’s that are associated with marketing mix: product, price, Place and Promotion. The marketing mix is used to optimize the promotional tactics and advertising mix to increase sales. The selling act fits into the marketing mix through advertising, for instance, one has to ensure that the products meets the ideal 4 Ps for them to meet high demand in the market (Martin, 2009). 3- What are the disadvantages of cold canvassing prospecting methods? Cold canvassing method is a traditional method used in selling process. It refers to the first call made to a potential customer. One of the major disadvantages of cold canvassing is that scammers have also used it, an element that has led to an escalation in fraud. Cold canvassing is perceived to be annoying by the customers, and this method might not attract success in businesses. Further, one may fail to get the best-qualified candidates for a certain post. Additionally, it may consume more time to convince potential employees. 4-Why is it important for a salesperson to establish objectives for each sales call? To achieve success in sales, the salesperson must first set goals and objectives and focus on achieving the goals after every sales call. Sales calls without clear outline objectives are wastage of time and company’s resources. It is important for a sales person to establish objectives to determine the people to be involved in the section process. Establishing objectives is also important to determine whether there are enough funds for making purchases. Essentially, the activity sets in the mood of business operations, expenses variability, and flow of cash and profitability rates. It further aids in monitoring and evaluation process of all the sales, ultimately leading to a chain of supply and demand. Therefore, a sales person can post out the goods in high or low demands after keeping the records. 5-Are there ever going to be situations where the salesperson can’t overcome sales resistance? Salespersons receive resistances on a daily basis in the course of their work. Customers persistently increase their resistance to the salesperson, but this can be overcome. The salespersons should change their approaching techniques. 6-Explain why setting goals and developing formalized selling plans are represented as key requirements for success in selling. By setting goals and developing selling plans, the salesperson is aware of the goals that he or she is supposed to achieve. The sales person can achieve both the organizational and personal targets. Well, developed plans help the salesperson to organize his sales schedule. 7-According to research, what are the characteristics of the best sales organizations The best sales organization is the one that possesses the best customer relationship. The best way to develop this relationship is to by becoming the best customer advisor. Additionally the best sale organization is that works in harmony, that is, no competition between the department and they should work together. A successful sale organization recruits successful salespersons (Ruge, 2014). 8- What are the differences between transactional and transformational leadership? Which style of leadership is better and why? Transactional leadership style is focused on maintaining the usual flow of operations. Transactional leaders use an array of incentives and disciplinary powers to motivate employees to bring their best. On the other hand, transformational leaders take a higher step beyond the day-to-day strategies and operations. Transformation leadership focuses on motivation, team building, and collaboration with employees. Transformational Leadership Style is the best as it sets a goal and provides incentives that push the employees to work harder. This leadership style offers an opportunity for professional and personal growth for employees (Taylor, Psotka, & Legree, 2015). 9-What does a salesperson hope to accomplish by providing his or her customers with useful information on the sale? After the sale, a salesperson hopes to have a close contact with the customer. The salesperson expects a positive feedback from the customer about the product and service offered. He/she also hopes that there would be more customers recommended by the already existing customers. 10-How can a salesperson convert new customers into highly committed customers for life? A salesperson can convert new customers to committed customers through by building goodwill through adding value to products. Converting to new customers can also be achieved by handling the customer’s complaints thoughtfully and timely. 11-Why should salespeople have many closing techniques ready to use during a sales call? Explain. One of the most significant stages in sales the closing stage. In this stage, salespersons take action to come to an agreement on the sales. The many the closing technique, the more the salesperson can persuade a customer to make a commitment. References Gerber, P. A. (2014). Managing Salespeople: A Business Owners Guide. New York : Happy About, . Martin, D. M. (2009). The entrepreneurial marketing mix. Qualitative Market Research: An International Journal, 50-62. Ruge, D. (2014). The Successful Sales Manager: A Sales Managers Handbook For Building Great Sales Performance. New York: Thunderbird Publishing,. Taylor, T. Z., Psotka, J., & Legree, P. (2015). Relationships among applications of tacit Knowledge and transformational/transactional leader styles: An exploratory comparison of the MLQ and TKML. Leadership & Organization Development Journal,, 30-50. Read More