Successful salespeople need analytic skills to identify, understand and solve their customer’s needs and challenges, going beyond the symptoms (Robert and Ralph 17). With adequate insight of the customer’s needs, it is easy to provide solutions. Any sales environment is bound to have stiff competition. This gives rise to the myth that there is no such thing as an ethical salesperson (Lambert et al. 40).
These process hinders to attract new customers so to improve the reachability to customers there is a need to change in organization structure. 6) To meet the diversified customer needs- each sales representative serves wide variety of customers ranging from food packing industry to beverage industry which demands great knowledge and cause stress, by which they can’t attend the each customer needs in
Abstract My work organization is a leading provider of outsourced sales management solutions founded with the vision to deliver business and operational advantages to Greek organizations. West SA recruits highly qualified and dedicated sales professionals and manage them to meet our clients’ revenue goals. Despite the fact that the practice of sales management in my organization remains a combination of tradition, personal experience and intuition to some extent, my managers apply a series of theoretical concepts to influence the various determinants of salespeople’s performance. In my study, I do not concentrate exclusively on how managers apply these theories to a real-world sales management project. My aim is the critical evaluation of
Firstly, option of separate sales force for each brand. This option allows the sales agents to focus on a specific market and use their experience and knowledge to continue marketing in a single defined niche. As result organization will have experienced sales agents who are experts in specific market. However, this strategy needs high expenditure of the company. The company has to maintain a separate sales department for each brand line and sales agent of one brand cannot be made responsible for increase in sales of other brands.
3. In an effective team, members work well together in an integrated way, with a high level of awareness and appreciation of each others' strengths. 4. An effective team shows a high capability for solving its own problems. The skills exist and there is a willingness to act.
Salespeople play three primary roles? What are they? The three primary roles salespeople play, according to Principles of Marketing by Tanner and Raymond (2010), are “creating value for their firms’ customers, managing relationships, and relaying marketing and sales information back to their organization.” Salespeople create value for their firms’ customers by advocating and communicating the customers’ needs, desires, concerns, and preferences back to the company and find solutions (Tanner and Raymond, 2010). Also, since the salespeople are experts in regards to their products, they can best advise the customer as to which product is the best fit for them or adapt offerings to fit. In this way, salespeople create value that would not have
1) Utilize sale force: The sales people are no less than foot soldiers for a company, not only performing most of the leg (read: field) work that translates into sales revenue, but also representing the face of the company with customers and distributors. The information unknowingly gathered through up close and personal interactions with these important stakeholders can be a vital knowledge bank for marketing intelligence if tapped in time. The sales force is in a unique position to predict and identify upcoming changes in customer preferences or trends, market gaps, possible product line extensions, new market segments, etc. due to exposure to consumers. A company must train its sales force in the art of keen observation and debrief them
But what about something you might realistically find yourself doing soon, such as meeting your sales targets? This is also a team effort which involves the salesperson who identifies the opportunity and interacts with the client, the finance person who helps with pricing, a legal person who helps with contracting, perhaps an intermediary such as a distributor, and often even a senior salesperson who may pitch in with his relationship with a senior client stakeholder. Given the role of teamwork in today's complex business environment, companies highly value the ability of people to work in a team. Firms always prefer team players rather than individual achievers. So, a highly talented individual who cannot function well in a team would be less desirable than someone with reasonable talent but great teamwork
The implementation of the function is based on giving advice to the company, its divisions and employees on matters of law and legal protection. There will be a lot of legal issues which require qualified advice from lawyers and legal Advisors. This is about giving advice for resolving such issues in almost all the departments and divisions of a company. As accountant ethics and integrity is main important theme in the accounting field. Working in accounting department means that all accountants are fully responsible for each work they produce and the report they give to their managers that shows the financial statement for each period.