Download file to see previous pages...
To make matters worse, various selling jobs in the same organization can involve very different tasks and the tasks may vary between organizations in the same industry (1996). Thus, to give a clear picture of what is expected out of new hires, sales training is important.
To explain the personal and professional characteristics necessary for a successful sales career: New hires expect to know the growth path in the organization and also the requirements to progress on the growth path. Sales training involves the training on aspects such as personal characteristics attitude, role perception, skill refinement and professionalism which chart the progress of employees on growth path.
To enthuse the new employee to pick-up quickly: A new employee is often uncertain of the environment/culture and working of the organization. Hence, it is important to enthuse the new employee with a training which will clear his doubts about the working and climb the learning curves speedily.
To motivate the employees: One of the biggest challenges employers face is keeping staff morale high and enthusiasm up. Sales trainings will not only improve the knowledge base of the employees but add to the feeling that they are valued. This will result in making their sales call more effective, and also increasing their confidence & earning potential (Penistone 2002) .
To impart the latest tactics or knowledge on current/ future market practices: The market place keeps evolving and competitors keep coming up with new ideas which should be either countered or emulated in an effort to stay in the race. With the daily routine job, sales people often miss to keep a tab on new and famous in the market. Hence, sales training is important to teach the existing employees the latest tactics in sales.
To encourage specialization: Sales trainings, if carefully crafted, encourage sales persons to choose a line of sales
...Download file to see next pagesRead More
Various factors make the sales representative of the Electronic Goods Distributer uncooperative, rude and miss appointments. These factors entail lack of motivation, lack of skills for handling customers, and poor relationship between managers and the workers (Jones, James, & Chonko 2000).
Sales Management Essay Introduction It is a fact that sales ethics is defined by the ethical standards which are adopted in the wake of carrying out sales deeds, activities and tasks. Sales ethics deals with the aspects of selling which are morally governed and which have a number of underlying issues to consider.
The meaning of the word oxymoron is derived from the Greek language meaning ‘sharp dull’. It is the combination of contradictory words and is used in different ways for e.g. adjective-noun, noun verb combinations etc. Bringing two words, different in meaning together to form a figure of speech is known as an oxymoron.
This is because from the employer`s point of understanding, has a perfect depiction of the particular sort of an individual he is pursuing for his organization. For instance, the manager is the position to know the skills required from the sales person, the targets they are seeking to accomplish, where they desire the organization to be in the future with the person to be recruited among other issues.
Company has a defined top-down hierarchy in sales management team. Dave brown at the top as vice president "sales" working with the company for last 12 years started as sales manager. Next to him is Les Newman as director alternative channels having 8 years exp.
Once such an inbound telemarketing operation is successfully established, the firm might wish to experiment with an outbound effort to initiate calls and learn if those called have any interest in receiving literature or even attending a party. Such interest can be
eting have the tendency to act as the powerhouse for the entire economy due to which these business activities are generally more inspected from the standpoint of ethical issues2. The ethical concerns surrounding the field of sales have also evolved a debate around the topic
What would you do in such a situation?
If a sales representative is rude to the customers and lacks other major skills like good time management, anger management and other skills necessary to make a good