Why They Didnt Teach Us in Sales Classes - Essay Example

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As is evident from the case study, Rick Lester has been in the present job for less than a month and it appeared to be the first occasion, when he is working on his own and stumbled upon a problematic situation. Being in sales has its advantages and disadvantages…
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Why They Didnt Teach Us in Sales Classes
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Download file to see previous pages One month is a very short period to comprehend all these aspects. Therefore, it won't be a wise decision on the part of Rick to give up at this juncture.
It is quite shocking to see how Mr. Brown responded to the distress call from Rick. The response can at best be termed callous and irresponsible. If Mr. Brown had taken the call from Rick and told him to take it easy and wait for the rains to stop, Rick would've felt quite at ease. Such a gesture would not only boost the morale of Rick but it would in the long run help the company in attaining better sales figures. Mr. Brown must take into consideration that;
Rick is recently married. Though, for a company it means nothing, but if we take into account the humanitarian aspect, Mr. Brown must have taken this aspect into account as well. Effectively managing the Human Resources and developing this resource into a competitive advantage forms the core component of globalization.
Therefore, an ideal response from Mr. Brown would've been, if there's no sign of the rain stopping, the Rick must head home for the day and instead take up the leftover assignment next day. Subsequently, in the coming days, Mr. 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.
Sales people 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 sales people, 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
It 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 specialisation of company, it can be said for sure that, 'people' form the core of its activities and therefore, the behaviour and character of these very 'people' will affect the overall functioning and character of the organisation. The performance level of this workforce in turn depends upon the types of motivations provided by the organisation. 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 not ...Download file to see next pagesRead More
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