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Sales Planning and Operations - Essay Example

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In your answer you should provide two examples of objectives from different elements; and explain their roles and the relationship between them…
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Sales Planning and Operations
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Sales Planning and Operations

Download file to see previous pages... 3-(b) Devise appropriate recruitment and selection procedures of a sales person into any organization. In your answer you should cover job description and personnel specifications, sources of recruitments, interview preparation, interview techniques, selection and appointment. ………………………………………………………….11
3-(d)-Describe two techniques used to co-ordinate and control sales output. To answer the question adequately you should note how an organization uses different the techniques (examples- budget, performance target, appraisals by superior, self-development plans) in controlling sales output……………………………………………………………………13
4-(a)-Identify and give three examples of the differences in the nature of sales tasks and skills in a variety of contexts. …………………………………………………………………………………..……15
The types of personal selling emerge from the environment in which the selling task takes places. It can be over-the-counter selling, field selling or telemarketing selling. Elaboration on all different types is as follows:
Over-the-Counter selling- this environment is managed by two kinds of salespeople- order takers and order getters. The former is entrusted with maintaining the relationship after the customer has made the purchase while the latter is a traditional salesperson collecting leads, contacting prospective buyers, making presentations and closing the deals. The follow up section again shifts to the order taker after the deal is closed.
The skills required for the two vary with respect to the activities they perform. Order getters are required to be more informed, creative and presentable to turn a proposition favourable while order takers have to be more routinised and aware of the buying habits of existing customers (Ingram et al. 2008).
Field selling- field selling task is undertaken by four kinds of ...Download file to see next pagesRead More
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