Sales Management

What atomic number 18 the pros and cons of Mr. Evanss e-commerce strategy? What is the best argument that Ms. Miko throw verboten get up to keep her gross gross revenue force intact? In your opinion, should aboriginal Connectors Inc. eliminate its gross revenue force? Explain. 2. Assume your company, which sells paper products, has 60 portion of the commerce at your adultst account. What pointors would make it relatively easy for you to get a larger sh ar of that guests pedigree, and what factors would make it harder? 3. One producer of dictating machines graves to a greater consummationover experienced community and does non recruit among graduating college students.A competitor recruits extensively among colleges in its search for gross gross gross gross revenue batch. How do you account for the difference in sources use by souseds selling essenti al superstar(a)y the akin products? Explain your analysis in detail. 4. A manufacturer of sm exclusively air craft, designed for executive transportation of large companies, has decided to implement the concept of a selling center. Which volume in this company should be on the selling teams? What troubles is this firm similarly to set upon when it uses team selling? 5. You must choose between two gross gross gross gross revenue recruits.One has scored rattling high in terms of the quality of his interview, only non very well on the series of psychological tests to predict qualities the firm thinks atomic number 18 necessary for success. A nonher soulfulness did well on the psychological testing, but non very well in the someoneal interview. tot every(prenominal) in ally otherwise things creation equal, which one would you hire, and why? What do you think the strengths and weaknesses would be of the one you hired? 6. gross gross gross sales mickle ar born, not make. Its futile to drive to correspond a person to be a sales rep, so I dont. How would you answer a sa les theatre director who said this to you if you were act to get her or him to hire you as a sales flight simulator? 7. In what respects would a compensation innovation differ among sales state for the following firms? a) the manufacturer of small air externalizees used by executives b) a squ arsaler of station equipment and supplies c) an automobile dealer. 8. Do you approve of Kathryns plans of action? If so, why, and how could she improve her plan of action? If not, what changes would you suggest she consider making? Describe your views in detail. 9.A oil firm with a sales force of 300 state intend to sell its fleet of company- friendshiped automobiles and develop the sales masses use their own cars instead. What problems argon regard in this change? What actions should the petroleum firm take to address them? 10. As a sales motorbus for HighRising Company, Rocky Foster oversees 15 sales reps. Foster is an outstanding transactional exiter, but he is hopelessly in eff icacious as a transformational leader. Is this a problem? Why, or why not? What recommendation, if any, would you make to the Vice President of gross sales? 11.What advice would you consider Michiko Takanaga on how she should reduce her departmental budgets? Justify your recommendations. 12. What control unit would you recommend in establishing sales territories for undividedly of the following companies? Explained why you picked the control unit you did for distributively. a) manufacturer of laptops b) food element c) appliance wholesaler d) manufacturer of outboard motors e) lumber wholesaler 13. What supporting(a) points could be made over allocation of indirect marketing costs, by the proponents of each side, in the full-cost versus ploughshare-margin controversy ?Which of the two concepts do you advocate, and why? 14. If a company made a territorial volume analysis and erect somewhat subpar territories, how cleverness these facts affect the following activities relat ing to sales spate? a) supervision b) compensation c) dressing 15. Lets face it. Our product is no different from that of 20 other competitors. It sells for the same price and for the same terms. We all give the same service. It rattling doesnt matter to the demoralizeer which of us gets the order. So the only trend we female genitaliaister get an edge is with our aggressive merriment and gift program.We hear hard at making our procureers beaming with us. They racket doing disdain with us. Do you see any ethical problems involved present? What possible consequences are there to the company? What would you do differently, if anything? 16. As a sales manager for a baby food concern, you motive to prize the ability of your good examples to obtain good shelf space in grocery stores. How would you do this? Before implementing this process, you call a meeting of your reps to explain your rating process to them. What would you say?gross revenue ManagementOne of the maj or(ip) problem facing sales managers is on what criteria to judge a parvenue sales delegate when hiring him. In some cases, the sales managers verbalism at the sales persons retiring(a) records and his performance in the previous ecesis but more a times, they see that a successful salesperson in one transcription does not perform when hired in the freshly governing body. One of the main reasons for that it is the difference in culture and values. The invigorated recruit might be very good but he might not be compatible with your organization. some other major problem being faced by the sales managers is that even though the sales concourse meet their targets, they scarce ever follow the sales process of their own company. Every salesperson tries his own tactics that he thinks allow bet business. When giving bonuses to salespeople, sales managers find it ticklish to determine the metrics on which to try the salespersons performance. Should they judge the salespers on depending on how frequently business he brought and in that case, they lead confound to ignore the ship itinerary the business was brought, to what extent was business rules followed and how ethical was the deal, etc.Ethical issues are one of the major problems that are faced by the sales managers. many another(prenominal) sales people bring in a lot of business for the firm but in return, they are being paid kickbacks by the node which mean that unethical behavior is practiced. It is very difficult for a sales manager to oversee any unethical practices taking keister in the organization from his office and therefore, they find it extremely difficult for pulley block unethical practices in the organization.Al more or less all sales managers face this problem. The sales manager has to evaluate the performance of the sales people and this responsibility makes the sales manager a judge and on the other hand, the sales manager is getd to train and coach the sales people and this responsibility makes the sales manager a coach and a helper and some(prenominal) these roles are very unconnected so the sales managers find it difficult to set up both roles since both roles require different type of a race with the sales person. more sales managers when evaluating the sales person give more ferocity to whether they like the sales representative or not sooner than on the fact that sales person is saving in business which is not the in good order thing. Because even if the sales manager does not that sales representative, if the representative is bringing in the expect business, thence the manager has to reward him any through flush or bonuses. Sales managers find it difficult to decide whether they want to wealthy person a lucre plus commission or salary plus bonus.In the first method, the commission is the section of the sales made in actual dollar terms whereas in the second method, you give a certain percentage of the sales representatives s alary as a reward to the sales person. both(prenominal) contrive their advantages and disadvantages and one method workings better for some sales people whereas the other method works better for other sales people and deciding which one to implement is an issue that is faced by sales people on a more strategic take rather than operating(a) level.Sales managers as well as find to decide whether they delineate sales teams or one sales person to each account. And if they kick in a whole sales team for one account then how do they plan to reward those sales people. Will those sales people be evaluated on the basis of team performance or individual performance and if they forget be evaluated on team performance then exit the rewards be given to a whole team evenly or depending on each sales persons contribution towards the goal because these things forget affect the motivation level of the sales people. tell 2 The emphasis on training the sales people posteriornot be emphasi zed sufficient. Sales people training is very substantive for both naked and over-the-hill sales people. pedagogy in communicating with people is historic for both old and new sales people since they add together across all sorts of customers. For example, a sales person who is selling detergent will be selling the detergent to all sorts of people whether the customer is in higher(prenominal) socioeconomic class or lower, whether he is a man or a woman or whether he is Asian or America.Sales people should retire how to communicate with all sorts of people so that they plunder cater to more customers. Administrative training is really important because the sales people whether old or new should be told to keep all sorts of documentation because safely keeping all sales documents is important therefore, sales people strike training astir(predicate) what documents they carry to create when a sale is made, how the documents are maintained and how they contend to be filled, etc.Sales people in any case motivating training regarding k straightawayledge development. They contain to be told how to keep themselves abreast about all the products of the company, its competitors and also information about substitute products because the customer of today is very wise to(p) and therefore, to sell to a great deal(prenominal) a customer, a sales person must know everything in and out so that he can induce the customer to buy his product.The new sales people need to be handy regarding the sales practices of the company, the sales culture of the company and also the sales process. You need to have the new recruit get integrated into the new environment so that he can perform well and secondly, all organizations do not have the same way of selling so the sales representative need to be made conscious of what is expected out of him so that he can strive to achieve that and in a way that is accepted and practiced by the new organization.The wideness of tra ining is also important since the world is becoming global and sales people are transferred from one region to another so they need to be awake(predicate) of the differences in culture, language, etc so that they can sell to the locals without transgressing the boundaries or offending them in any way. Experienced sales people have to be trained because if they are not trained, they become outdated.They need to be taught about the new ways of selling which are practiced by the big companies so that they can utilize them to sell to the customers. Experience sales people will also have to be made aware of the new technologies. For example, now many companies are using Sales intensity Automation systems which enkindle the selling of the organization. These are new technologies and the sales people will have to learn these new technologies to remain current and competitive.Training is also essential for new sales people to let them know what they need to do to move higher up in the wheel spoke which helps to reduce employee turnover since if they know that doing so and so will lead them to a new destination then they will not look outside the organization for career opportunities. Moreover, it makes it clear to them about what they need to do to get a certain thing so that they can work towards it. Answer 4The major advantage of building customer relationships via the meshwork is the cost factor. It is a great deal cheaper to sell, answer queries, and provide customer service to atomic number 19 customers on the network because very few people can oversee all this since most of the work is automated. However, in a brick and mortar environment, it would require hundreds of sales people to manage all these relationships and it will be pricey because you need to allowance them, you need to train them and secondly, the consistency will not be there.Another major advantage of building customer relationships online is that you can cater to a wide range of aud ience. The cyberspace is used by people just about the world so if you are selling books on the Internet and your business is in Chicago then you are not just limit to people living in Chicago. People from all around united States and also outside the country can buy from you since all they need is that they have to do is go to your website. The communion becomes very quick when you are handling relationships on the Internet.For example, if the customer is finding some problem with a new appliance he bought from an online store, he can just e-mail them or chat with some online representative who will solve the oppugn faster than in conventional stores. The Internet helps you to parade millions of things to a customer who gets to have a wide range which is not possible with traditional methods. So you can display millions of goods to the customer which will keep him happy without increasing your cost since you do not have to buy a huge storefront to keep all those goods.When you are selling an electronic position in a traditional store, you need to train all the sales people so that they know how to affiance the item and whenever a customer arrives, the sales person will have to demonstrate to him how the item works. With online websites, you can put videos of demonstration of how the item works which is cheaper plus the customer can view any time and he can be multiple times even after he has bought the item. However, there are also disadvantages of this method. For example, it is very difficult to attract occupation to your online service or store.Many companies do not have enough funds to accept websites such as Google for advertising them and with online websites there is no other way of attracting customers. Another problem with this is that customer and sales person cannot see each other And due to that the communication is not as effective as with traditional methods. In all sorts of communication, a communication becomes more effective if t he other person can see you so that you can study his body language and facial expressions. Secondly, many people find it disquieting talking to a machine.There are many prospective customers whom you can sell but they do not irritate the Internet either because it is not accessible to them or because they are in any case busy so there are chances that you can miss out on important customers which results in lost sales. When you have to interact with a customer online, it is much more difficult than using the traditional ways. Therefore, when recruiting people, you need to ensure that they are capable of communicating with someone over the Internet effectively. Moreover, they should be trained well so that they can help the customer properly.Sales ManagementOne of the major problem facing sales managers is on what criteria to judge a new salesperson when hiring him. In most cases, the sales managers look at the sales persons past records and his performance in the previous organi zation but many a times, they see that a successful salesperson in one organization does not perform when hired in the new organization. One of the main reasons for that it is the difference in culture and values. The new recruit might be very good but he might not be compatible with your organization.Another major problem being faced by the sales managers is that even though the sales people meet their targets, they barely ever follow the sales process of their own company. Every salesperson tries his own tactics that he thinks will bring business. When giving bonuses to salespeople, sales managers find it difficult to determine the metrics on which to evaluate the salespersons performance. Should they judge the salesperson depending on how much business he brought and in that case, they will have to ignore the ways the business was brought, to what extent was business rules followed and how ethical was the deal, etc.Ethical issues are one of the major problems that are faced by th e sales managers. Many sales people bring in a lot of business for the firm but in return, they are being paid kickbacks by the customer which means that unethical behavior is practiced. It is very difficult for a sales manager to oversee any unethical practices taking place in the organization from his office and therefore, they find it extremely difficult for stop unethical practices in the organization.Almost all sales managers face this problem. The sales manager has to evaluate the performance of the sales people and this responsibility makes the sales manager a judge and on the other hand, the sales manager is required to train and coach the sales people and this responsibility makes the sales manager a coach and a helper and both these roles are very conflicting so the sales managers find it difficult to fulfill both roles since both roles require different type of a relationship with the sales person.Many sales managers when evaluating the sales person give more emphasis to whether they like the sales representative or not rather than on the fact that sales person is bringing in business which is not the right thing. Because even if the sales manager does not that sales representative, if the representative is bringing in the expected business, then the manager has to reward him either through commission or bonuses. Sales managers find it difficult to decide whether they want to have a salary plus commission or salary plus bonus.In the first method, the commission is the percentage of the sales made in actual dollar terms whereas in the second method, you give a certain percentage of the sales representatives salary as a reward to the sales person. Both have their advantages and disadvantages and one method works better for some sales people whereas the other method works better for other sales people and deciding which one to implement is an issue that is faced by sales people on a more strategic level rather than operational level.Sales managers also have to decide whether they assign sales teams or one sales person to each account. And if they have a whole sales team for one account then how do they plan to reward those sales people. Will those sales people be evaluated on the basis of team performance or individual performance and if they will be evaluated on team performance then will the rewards be given to a whole team equally or depending on each sales persons contribution towards the goal because these things will affect the motivation level of the sales people.Answer 2 The emphasis on training the sales people cannot be emphasized enough. Sales people training is very essential for both new and old sales people. Training in communicating with people is important for both old and new sales people since they come across all sorts of customers. For example, a sales person who is selling detergent will be selling the detergent to all sorts of people whether the customer is in higher socioeconomic class or lower, whether he is a man or a woman or whether he is Asian or America.Sales people should know how to communicate with all sorts of people so that they can cater to more customers. Administrative training is really important because the sales people whether old or new should be told to keep all sorts of documentation because safely keeping all sales documents is important therefore, sales people need training about what documents they need to create when a sale is made, how the documents are maintained and how they need to be filled, etc.Sales people also need training regarding knowledge development. They need to be told how to keep themselves abreast about all the products of the company, its competitors and also information about substitute products because the customer of today is very knowledgeable and therefore, to sell to such a customer, a sales person must know everything in and out so that he can convince the customer to buy his product.The new sales people need to be trained regarding th e sales practices of the company, the sales culture of the company and also the sales process. You need to have the new recruit get integrated into the new environment so that he can perform well and secondly, all organizations do not have the same way of selling so the sales representative need to be made aware of what is expected out of him so that he can strive to achieve that and in a way that is accepted and practiced by the new organization.The importance of training is also important since the world is becoming global and sales people are transferred from one region to another so they need to be aware of the differences in culture, language, etc so that they can sell to the locals without transgressing the boundaries or offending them in any way. Experienced sales people have to be trained because if they are not trained, they become outdated.They need to be taught about the new ways of selling which are practiced by the big companies so that they can utilize them to sell to the customers. Experience sales people will also have to be made aware of the new technologies. For example, now many companies are using Sales Force Automation systems which enhance the selling of the organization. These are new technologies and the sales people will have to learn these new technologies to remain current and competitive.Training is also essential for new sales people to let them know what they need to do to move higher up in the rung which helps to reduce employee turnover since if they know that doing so and so will lead them to a new destination then they will not look outside the organization for career opportunities. Moreover, it makes it clear to them about what they need to do to get a certain thing so that they can work towards it. Answer 4The major advantage of building customer relationships via the internet is the cost factor. It is much cheaper to sell, answer queries, and provide customer service to thousand customers on the Internet because very few pe ople can handle all this since most of the work is automated. However, in a brick and mortar environment, it would require hundreds of sales people to manage all these relationships and it will be costly because you need to pay them, you need to train them and secondly, the consistency will not be there.Another major advantage of building customer relationships online is that you can cater to a wide range of audience. The Internet is used by people around the world so if you are selling books on the Internet and your business is in Chicago then you are not just limited to people living in Chicago. People from all around United States and also outside the country can buy from you since all they need is that they have to do is go to your website. The communication becomes very quick when you are handling relationships on the Internet.For example, if the customer is finding some problem with a new appliance he bought from an online store, he can just e-mail them or chat with some onlin e representative who will solve the query faster than in traditional stores. The Internet helps you to display millions of things to a customer who gets to have a wide range which is not possible with traditional methods. So you can display millions of goods to the customer which will keep him happy without increasing your cost since you do not have to buy a huge storefront to keep all those goods.When you are selling an electronic item in a traditional store, you need to train all the sales people so that they know how to operate the item and whenever a customer arrives, the sales person will have to demonstrate to him how the item works. With online websites, you can put videos of demonstration of how the item works which is cheaper plus the customer can view any time and he can watch multiple times even after he has bought the item. However, there are also disadvantages of this method. For example, it is very difficult to attract traffic to your online service or store.Many compa nies do not have enough funds to pay websites such as Google for advertising them and with online websites there is no other way of attracting customers. Another problem with this is that customer and sales person cannot see each other And due to that the communication is not as effective as with traditional methods. In all sorts of communication, a communication becomes more effective if the other person can see you so that you can study his body language and facial expressions. Secondly, many people find it uncomfortable talking to a machine.There are many prospective customers whom you can sell but they do not access the Internet either because it is not accessible to them or because they are too busy so there are chances that you can miss out on important customers which results in lost sales. When you have to interact with a customer online, it is much more difficult than using the traditional ways. Therefore, when recruiting people, you need to ensure that they are capable of communicating with someone over the Internet effectively. Moreover, they should be trained well so that they can help the customer properly.