MKT2414 Sales Management

Part 1-

1. Ebby Halliday feels that intrinsic, as well as extrinsic motivation, is necessary to motivate the workers. Ebby Halliday feels that self-motivation is the best option that employees must take up to work properly and that can be achieved with the help of making them feel important, providing proper training and tools needed for work. Money is an important form of extrinsic motivation and Halliday feels that the employees who make money by providing proper service are regarded as the number one reward. In addition to that recognition for their success is also important as it makes them more productive. The basic difference that can be noted is that intrinsic motivation comes from within, whereas extrinsic motivation is affected by external factors. Intrinsic motivation is a long-term process but extrinsic motivation is short-term as stated by Legault, (2016).
   
   
2. As stated by Moyle, (2018) sales manager can develop a sales culture that can stimulate the selling, and to do this certain step needs to be followed. It has been seen that the sales culture is a vital strategy that leverages the sales with proper implementation activities and symbols. Management directly influences that culture. The techniques that are used by the sales manager to create a sales culture are through- ceremonies and rites, stories, symbols, and language. The sales culture determines how a salesperson should interact with potential customers so that the sales increases, if any company do not have proper sales culture, then it might affect their selling capacity.
   
   
3. Most often, it has been noticed that the salesperson is away from their office and works by themselves. They often feel that they are doing the work by themselves, the one more question that strikes their mind is that, whether the manager and the organization realize how hard they have to work to be successful. The salesperson has to meet the needs of the company as well as the customers and this places them in a boundary position between the customer and the organization. The problem that they face is whose interest should they consider the customers or the organization. If ineffective training takes place, it has been seen that these salespersons develop a misconception about their job as stated by Banin et al., (2016).

Part 2-

The name of the article is Sales training: A state of the art and contemporary review and it is written by Vijay Lakshmi Singh, Ajay K. Manrai, and Lalita A. Manrai. It was published in the year 2015, in the month of June.

Link: https://doi.org/10.1016/j.jefas.2015.01.001

Assessment: The first important step that should be kept in mind while which making arrangement for sales promotion training program is assessment of needs. The need for the assessment is to determine the requirement of the training of the sales force and setting up objectives to meet those needs. This also states the activities that a salesperson needs to perform allotted by the management. This can have three stages, the first one is the training needs require by the new salesperson should assessed, the second one is the assessment of the current salesperson’s need and the last one is that the sales manager should continuously reassess that the salesperson has trained properly or not as stated by Singh, Manrai, and Manrai, (2015).

Company Knowledge: A newly employed sales representative firstly gets information about work-related data about the organization. On the first day at work, a sales representative is generally given organizational details clarifying the organization's set of experiences, advancement, and current activities. A hierarchical strategy manual and incidental advantages booklet are frequently conveyed also. Organization information is not difficult to confer in a concise period. Both new and experienced sales representative are given information since it's important to make them feel that they are a part of the organization.

Product Knowledge: The salesperson needs to have a piece of thorough knowledge of the products they are about to sell. The product knowledge must include certain technical details such as performance data, the feature of the product, how the product functions? And the advantage of the product.

Below the piece from the article has been mentioned as a reference-

Assessment

“The sales literature has responded to the increasing importance and criticism of training by focusing more attention on training assessment.”

Sales training research: An overview

“Further, the content of training for salespeople can be categorized into four as described by Hopkins (1978) involving: (a) product knowledge, (b) company knowledge, (c) market/industry awareness, and (d) selling techniques and related topics.”

Organizations in today’s world face a lot of challenges and hence a lot of factors matter- assessment of needs, product knowledge, company knowledge is the three aspects that affect the sales of the product. Company knowledge and product knowledge can only be achieved with the help of training and training comes under the assessment of needs. Hence these three concepts are interrelated.

Part 3-

1. There are certain problems that Carole has even after being diligent- the first and the major problem is not even to meet the deadline of the assigned task, she has very poor management of time. It is followed by; she always delays the training program due to insufficient training materials and unprepared trainer or the case can be that she is not sure what should be included in the training program. As for as the training materials are concerned, they should be collected by her from the home office, but she was also delaying that. The training sessions are very confusing. The sales manager and the salespersons were complaining about the issues that they were facing. The older employees were not interested in joining the training session. Carole takes certain breaks and hardly talks to employees, and most of the times her office door is closed.
   
   
2. If a person manages work like Carole is doing then there is certainly a problem. It is very important to meet the deadline of the task assigned. All the employees should be explained the importance of training and proper material, the well-qualified instructor should be arranged. Not only that what needs to be included in the training should also be decided with great attention. It is important to talks to other employees and collects feedback so that any issues reoccurring can be mitigated as stated by Kärkkäinen, (2018).
   
   
3. As stated by PLC et al., (2018) the sale to the customer is not finished after the contract is signed because it is the first step of commitment related to performance. The seller has to continuously work for improving its customer’s operation so that the customer has no complaint regarding the product/service in the present as well as the future.

Reference

Banin, A.Y., Boso, N., Hultman, M., Souchon, A.L., Hughes, P. and Nemkova, E., 2016. Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions. Industrial Marketing Management, 59, pp.120-130.

Hennessey, B., Moran, S., Altringer, B. and Amabile, T.M., 2015. Extrinsic and intrinsic motivation. Wiley encyclopedia of management, pp.1-4.

Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H. and Williams, M.R., 2019. Sales management: Analysis and decision making. Routledge.

Kärkkäinen, A., 2018. Sales training guideline for small and medium-sized companies.

Legault, L. (2016). Intrinsic and extrinsic motivation.

Moyle, A., 2018. Business Development Culture: Taking Sales Culture Beyond the Sales Team. Kogan Page Publishers.

PLC, H.M.I., PLC, S.U., PLC, B.B., PARIBAS, B. and PLC, L.B., 2018. Purchase Agreement.

Singh, V.L., Manrai, A.K. and Manrai, L.A., 2015. Sales training: A state of the art and contemporary review. Journal of Economics, Finance and Administrative Science, 20(38), pp.54-71.

Looking for the best assignment help in the UK? Look no further! We have got the best assignment paper writers to back you up with quality solutions on the go. So, if you are wondering, “Who will do my assignment for me?” or “Can I pay someone to do my assignment?” simply count on our expertise and soar high in your academic pursuits. No matter whether you are looking for essay help, coursework help, dissertation help or primary homework help, we have got your back. Connect with us today and allow our experts to craft the finest of academic papers exclusively for you.