Sales and Management

In: Business and Management

Submitted By bedazz3l
Words 503
Pages 3
Sales and Selling Management 1

MAN436
Felecia Steed
Anthony Duran
June 19, 2013

Sales and Selling Management 2
1. Do you believe Alan is doing a good job in his new sales management position? Why or why not? I do think that Alan is trying to do a good job, but going about it in the wrong way. Some people can handle a promotion really well, others let it “go to their head”.
2. Describe the functions Alan should be performing as sales manager. What should the approximate allocation of his time be in performing these functions? I think Alan needs to spend time Planning Organizational goals and how to achieve them. He Will need to decide where decisions will be made, who will do what jobs and tasks. He needs to sit down and motivate the employees to so their best. Last he needs to monitor the progress of the employees toward their goal achievement. I think he needs to visit each store, and devise a plan of action. He will need to become a team player, and allow the employees to help with the plan. It depends on the progress of each store as to how long it would take in each store, but I would say a week in each store then check on them once a month.
3. Do you believe that Alan’s behavior will have a long-term negative effect on those salespeople who have had a problem with his way of field supervision and training? If so, what could Alan do to moderate the situation? A great manager should keep his or her word and strive to set a good example. A good boss will praise in public and if a constructive reprimand is necessary, provide it sparingly, privately, and with benevolence. Allowing failure is a key of true delegation. Lessons are learned from missed goals. Learn to listen, and when employees provide feedback, do your best to consider their thoughts with an open mind. If leaders follow these points, they will experience loyal and engaged…...

Similar Documents

Sales Management

...SPECIAL DOUBLE ISSUE: SALES >> RESEARCH REPORT BY B A R RY T R A I L E R A N D J I M D I C K I E Patterns of customer behavior have changed. Today, consumers may be well along in their buying process before you get the first whiff of a lead. Consequently, sales organizations should redesign – and in some ways reinvent – the selling process. Understanding What Your Sales Manager Is Up Against F we have conducted an annual survey of chief sales officers – the executives in charge of their companies’ selling efforts. One purpose is to understand what challenges their sales organizations are up against and how those challenges are shifting over time. The 1,275 responses to our 2006 survey indicate an acceleration of trends established over the past several years. Across industries, the selling context has changed, buyers are behaving differently, and the work required of the sales organization is becoming more difficult. Let’s start with the fact that 85% of companies report increases in their product-line breadth, product complexity, and participation in new markets. The impact on the sales organization comes in many forms. It takes longer to get a new salesperson up to full productivity: 62% of companies report a rampOR THE PAST 12 YEARS, up period of more than seven months. The percentage has risen in each of the past four years, but it made its most dramatic one-year jump from 2005 to 2006. The quotas being assigned to salespeople have also gone up......

Words: 4969 - Pages: 20

Sales Management

...To me team sales approach is really important for any kind of business. It can show the business a different way and can make the business a success. In this case, Roger Owens hired the Royal Group as a sales team for the betterment or the development of his new project “Lake Oconee Plantation” . This sales team consisted of Dan cross (owner of the Royal Group) , Sara (Dan’s wife) ,Jim Thompson, and Kimberly Southworth. Each and every member of this team played an vital role in the success of Roger’s business. Dan and sara was in the field team who spent most of their times with their customers. Dan was mainly the deal maker. On the other side Kim and jim worked back in the office. jim worked in the creative sector including the development of the website, designs, and print production. And kim was basically the traffic controller or in other word she was in service sector. They worked in different four sectors to bring different angle in the business. I think, in other sales organizations, this idea can also work out. By focusing in these four sectors one business can easily improve their sales. Let’s take an example of our telecommunication companies. Their target is to establish their network within the whole country and for this reason they have to focus on their sales. Suppose , they have hired a new sales team and one effective member is working with the customers face to face , one is improving the website to let the customer know better about their product ,......

Words: 303 - Pages: 2

Sales Management

...Replacement of sweet Sources/References * Google * Kotler, Keller ,Marketing Management 13th Edition * Cadbury Website Executive Summary Contained in this paper is an Integrated Marketing Communications plan for Cadbury Dairy Milk Chocolate. The target audience of the Dairy Milk Chocolate with Children and Youth is the focus of the proposed campaign and a great deal of research has been completed to identify and utilize Cadbury’s strengths, weaknesses, opportunities and threats to prepare a plan most beneficial to the organization. Objectives and tactics have been designed to fall in line with Cadbury’s strong mission and values. This detailed plan includes marketing, creative, media, and public relations strategies, as well as direct marketing and sales promotions suggestions. A comprehensive budget and media plan campaign and the proposed measurement and evaluation plan will assess the campaign upon completion MARKET & CONSUMER ANALYSIS Overview of Market Analysis Segment 1 Segment 2 Segment 3 Need ............................................................................................... Product/service………………………………………………………………………………………. Benefit…………………………………………………………………………………………………… Profile…………………………………………………………………………………………………….. * Characteristics * Share Estimate * Sales Potential * Profit from serving Driving Force ......

Words: 2599 - Pages: 11

Sales Management

...not feel they need one. However after salesperson’s effective communication, customers often agree that it is a useful product. Therefore, encyclopedias are well suited to a promotion mix that emphasizes personal selling (Peterson and Yam 2009). Besides that, personal selling is also particularly useful when the company focuses on selling expensive products or sells lower cost but high volume products (Boles et al. 1996), the reason being that purchases may take a long time to complete, particularly in the business-to-business market. The sales success often requires the communication and maintains strong relationships with the customer. In business relationship, if a salesperson has invested considerable time, energy and resources, the customer will be predispose to stay with a them, in other words, the customer loyalty increased (Peterson and Yam 2009). Salesperson will gain more customers through loyal customers’ recommendations and their sales volume will rise, which in turn will lead to them obtaining a good reputation. If your company can build up a good Worth-of-Mouth by your personal selling, they will build up a good relationship with customers (Peterson and Yam 2009). Personal selling also is an important role to search potential customer and create new consumers. The good Worth-of-Mouth of company can make your customers to communicate their buying experiences with other people. It will be more effective than advertising and this is a win-win strategy. Furthermore,......

Words: 724 - Pages: 3

Sales Management

...ROLE OF A SALES MANAGER BA032IU Sales Management Guest Speaker Report Marking sheet Group: _______________________ Date: ________________ 1. Executive Summary of the Essay a) Summary of the major content, the purpose of this essay, what this essay is about and so on 2. Discuss the Role of a Sales Manager - Where applicable, provide theories to support the evidence b) Describe the responsibilities and challenges (E.g., what should a sales manager do when sales slump or drop off? or how to handle stress situation of sales target, manage sales team diversity and so on) 3. Describe the Process of Selling and Buying of B2B or B2C from the experiences shared by the sales manager (guest speaker) and provide practical examples to illustrate, included: c) How to prospecting a customers d) How to building rapport e) Discuss critical aspects in relationship selling 4. Sales Performance and Others a) Discuss recruitment and selection b) Leadership and motivating sales forces c) Leadership and motivating sales forces d) Compensation, incentives, non-financial reward and personal satisfaction 5. Conclusion (5) a) Discuss your own point of view regarding the challenges. Group mark: _______/100% ___________________ Grade RULES OF THUMB The creativity of the report presentation, analysis and idea arrangement is highly marked The credibility of information source/reference must be guaranteed Quality not quantity!  ASSIGNMENT 2 - B2B/B2C SALES......

Words: 297 - Pages: 2

Sales Management

... Sales Management Question 1. A leading University in Kenya is planning to recruits two sales people to contribute in their growth plan. They have approached you as a marketing expert regarding the qualities of sales people should hire. What would be your advice? A salesperson should possess several qualities that would enable him/her to perform the outlined tasks effectively. A person may make a good salesman in one line of business and may fail in another. Therefore, as a marketing expert, I would advise the University to consider both the physical and mental attributes of the available candidates. a) Physical attributes: A successful salesperson must have sound health and pleasing personality. A growth plan in the University is arduous and requires sharpness in handling the associated responsibilities. He/she should have capacity for hardwork, stamina and sufficient tolerance. A good personality consists of several attributes namely; neat appearance, refined tastes, good habits, clear voice and a confident demeanour. Only a well-groomed and cheerful candidate can create a good impression on the clients. The recruiting panel should be keen to look out for: Personality: Personality is a composite of various characters of a person-personal appearance, habits, manners, way of dressing, posture and voice. They should be good listeners who appreciate constructive criticism. A good personality will ensure that there are minimal deviations from the growth plan due to......

Words: 1617 - Pages: 7

Sales Management

...‘ Sales controls : Objectives, process & difficulties * To ensure the achievement of sales and profit objectives * sales people sometimes pay inadequate attention as they are caught up in the maze of everyday activities - many related to individual sales personnel & customer problems – they neglect long term perspectives * To find out strengths and weaknesses, opportunities and threats to the organization. * To locate the defects and take corrective steps to improve the situation * by coordinating and controlling effectively various sales operations * Control process : Sales Audit, Sales Analysis & Cost analysis What is a sales control & cost analysis ? Sales control and cost analysis is the function of the sales management of the company to ensure the achievement of sales and profit objectives by coordinating and controlling effectively various sales operations. The sales control and cost analysis tools are : * Sales audit * Sales analysis & * Cost analysis These tools provide means to a sales management to find out strengths and weaknesses, opportunities and threats to the organization. By using the above different tools of control, the management can locate the defects and take corrective steps to remove the shortcomings and improve the situation and tone up the functioning of his department. Sales audit Sales audit is defined as * “ a systematic, critical and unbiased review and......

Words: 719 - Pages: 3

Sales Management

...as previously mentioned Neelman was very involved with his employees and his customers asking them about their experiences, Responsiveness: After the company’s big loss of $20 million in the end 2005, Neeleman and Barger discussed a plan for recovery, which was very effective since their revenues rose 39 percent in 2006, to $2.36 billion. 2. What mistakes did JetBlue management make during the icestorm? JetBlue management did not take action when there were signs of a storm to hit the day before. Also, they waited for almost three hours to call for assistance (Port Authority of New York and New Jersey) and the employees didn’t give their customers any answers or try to make them comfortable while the storm passes. Moreover, Neelman didn’t seem to take responsibility for what happened and when he asked to meet with the blogger who got stuck on the plane on Valentine’s Day, he was rude to her. 3. How could JetBlue management have prepared better for an event like this? First of all, JetBlue management should have had their employees trained for crisis like this. Secondly, the management should have canceled the flights sooner and reschedule once the weather was cleared. 4. How do you think that passengers would rate JetBlue after the incident on each of the Servqual attributes? Reliability: The passengers will have to think twice before flying with JetBlue during bad weather days. Assurance: After the incident of Neelman’s visit with the......

Words: 529 - Pages: 3

Sales Management

...What is Sales? Sales is what you do and say during the one moment your product or service is being purchased. It's confirming the payment options. Sales is a one time process (means just selling the product to the customer). It's converting an inquiry or lead into a contract or shipment. Sales is not market research, business development or advertising. Pre-sales, Sales and Post-sales Pre-sales is a process or a set of activities normally carried out before a customer is acquired, though sometimes pre-sales also extends into the period the product or service is delivered to the customer. The task of a pre-sales person starts from the initial contact phase and often ends once the customer is acquired i.e. sale is made. The Pre-Sales Activities can be broken into two areas, planning and preparing for the call. Planning, in the Pre-Sales Activities, can include Prospect/Customer identification, Product/research/customer analysis review, competitor/industry research, creating a call strategy, evaluation of your products and services relative to the competition. To prepare is to put together or make by combining various elements or ingredients. Write an objective, determine the processes you will use to achieve those objectives, set quantifiable goals for each objective and practice for the call. Sales Activities are the execution of all your hard work planning and preparing.  These activities may include the sales call/meeting, negotiation or follow-up, closing the......

Words: 1195 - Pages: 5

Sales Management

...which are exploration, establishment, maintenance and disengagement. Exploration: sales person is most concerned with finding the right occupational field. He is thinking if he chooses the right career or not. He aspires to be accepted as a productive member in his company, he is concerned with learning the skills required to do the job well. He wants to establish a good initial self-concept. He need support from his manager, acceptance from his peers and seeks for challenging position. Some sales people dropout or terminate in this stage. Establishment: Sales person commits to the sales field as an occupation of choice. His skills are increasing. He begins to concentrate on producing better results. He is working with greater autonomy developing creativity and innovation. He is producing superior results on the job in order to be promoted. He is balancing the conflict demand of career and family. Maintenance: Sales person performance is reached to a satisfactory period; He strives to maintain this period. He reports quite positive attitude. He develops boarder view of work and company. He maintains a high level of performance. He needs some motivations through personal rewards. He is concerned about aging and disappointment over what he has accomplished. By this stage both the opportunity and desire for promotion diminishes. Disengagement: This is a transition from work to retirement. Sales person perspective becomes more oriented towards factors outside the company......

Words: 555 - Pages: 3

Sales Management

...to your mind when you say territory management? Why do you think sales territory management is important? What is your sales territory design? How it is spread against Pakistan? Into how many regions and areas? What problems do you face while dealing with territories? What routing do u use in your organization? Straight line, Clover leaf, hop scotch? How important is scheduling in your organziaton? How does it lead to successful execution? Can u Plz access time utilisation in your organziaton? (which one is most imp- assign percentages, face to face or travel or phone selling or internal meeting or account service coordination? How are the activities divided by? Which ones do you think are productive and which ones are unproductive?  Roti= gp from sales/cost of time invested? How important are time management skills? How often are they used? Who designs them? (planning or discipline or organization) Challenges of sales force? How can it be improved? Guidelines for sales automation? How many territories are divided to each sales person? How do GSK Design their sales territories? What are the bases for its design? If for e.g. you have set certain objectives to set to be achieved in a certain time frame which you are not able to do so what strategies would you use? Who are GSK’s potential customers? What happens if insufficient territories are formed? On what basis are territories assigned to sales rep? (geography, market potential,......

Words: 274 - Pages: 2

Sales Management

...CHAPTER 1 SALES MANAGEMENT: IT'S NATURE, REWARDS, AND RESPONSIBILITIES I. WHAT IS SALES MANAGEMENT? A. Sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. II. THE FIVE FUNCTIONS OF SALES MANAGERS A. Planning – the conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them. B. Staffing – refers to activities undertaken to attract, develop, and maintain effective sales personnel within an organization. C. Training – the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. D. Leading – the ability to influence other people toward attainment of objectives. Leading means communicating goals to people throughout the sales group and infusing people with the desire to perform at a high level. E. Controlling – monitoring sales personnel's activities, determining whether the organization is on target toward its goals, and making corrections as necessary. III. SALES PERFORMANCE A. Organization – a social system that is goal directed and has a deliberated structure. B. Social – being made up of two or more people. ...

Words: 659 - Pages: 3

Sales Management

...KINNAIRD COLLEGE FOR WOMEN SALES MANAGEMENT AND ADVERTISING SEMESTER-5 OTHER-ASSIGNMENT Read the following case study and answer the questions that follow: Sue Wilson, purchasing manager for the Humboldt, Tennessee, plant of National Agri-Products Company, is back in her office reviewing her notes from a meeting she just finished with Tom Roberts, Vicki Sievers, and Greg Runyon. Tom is the plant manager of the Humboldt plant, Vicki is the plant engineer, and Greg the production manager. The four met for the last hour to discuss the equipment National needs to buy to complete expansion of the Humboldt plant. National Agri-Products Company produces various agricultural products at its four manufacturing locations throughout the Midwest. The Humboldt plant was built seven years ago to produce cornstarch and dextrose for use as food ingredients. Five and a half years after the plant was completed, top management decided to expand it to produce corn syrup, which is an ingredient in soft drinks, candy, and various baked goods. Humboldt will be the second National Agri-Products Company plant with the capability to produce corn syrup. As Sue reviews her notes, she notices that Tom, Vicki, and Greg have various requirements for the equipment that would be needed to produce the corn syrup. During the meeting, Tom said it was very important to "get everything right" in completing this project. The company already had invested a lot of money in the expansion, and Tom didn't......

Words: 1042 - Pages: 5

Sales Management

...installed browser lockdown. This is a timed quiz with 45 minutes to complete. Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities. * Mental states: Mental states selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages, or mental states, in the buying process. * Problem solving: Problem-solving selling extends need satisfaction selling beyond identifying needs to developing alternative solutions for satisfying these needs. * Need satisfaction: Salespeople using this method help customers identify their needs if customers are not already aware of their needs, and then sell customers products and services to meet the needs. * Consultative selling: Consultative selling is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization. . * Trust-based relationship selling process * Seeks to initiate, develop,......

Words: 1233 - Pages: 5

Sales Management

...previous chapter which is chapter 15, we already discussed on the process by which we determine the number and type of sales people needed, and also how to recruit applicants. In this chapter we are in the third phase which is selection. This phase involved of developing a system of tools and procedures for matching the applicants with the predetermined requirements and actually using this system to select the salespeople. There are some major tools in the selection, they are application blanks, personal interviews, psychological tests, references and credit reports and the last tool is assessment centers. This chapter also discuss about the fourth phase of staffing process which is hiring and also the final phase, which is assimilating new hires into the company. The figure below shows the tools on selecting salespeople. In this chapter, the processing applicants are a key activity in implementing a company’s strategy planning. When using the any of the selecting tools, manager has to make certain that it is complying with all pertinent laws and regulatory guidelines. The application blank and the personal interview are the two most widely used selection tools. A short application blank may be used as an initial screening device. A longer application blank is a primary source of personal history information that can be used in hiring and in other phases of sales operations. An application blank is an excellent tool for getting information in three major categories of job......

Words: 3777 - Pages: 16

El Objetivo | Gautama Buddha | Hakase to Suraimu-chan