This report is designed to provide insight for the sales management performance in Armstrong Accountancy. The aim of this report is to discuss and critically evaluate leadership skills that are required by sales managers and directors in managing sales performance. The report further highlights the contemporary incentives that can be deigned to incentivise sales team along with advantages and disadvantages of different sales force organisational structure. Further the report will also highlight the sales performance management techniques and tools that can be used in reviewing the organisations planning process including the recommendations that can help enhance sales performance management of Armstrong Accountancy. 1.0 Background
Armstrong
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The sales force where there exists credibility among members and who can relate to each other significantly contribute towards overall improvement of performance and success of business. The sales managers and directors with incoherent sales group generally does not contribute in adding value in the business. This could lead the sales team performing mediocrely (Calvin, 2007).
Therefore, for Armstrong Accountancy, it is important for sales managers and directors to develop a strong team through their leadership skills in order to further add value to the business. Also strong sales team in crucial for the advancement of the business in new locations and to expand the business in more than one type in which the company is currently operating (McClay, 2010).
Furthermore, it is worth remembering that sales teams, given the occasion might need to perform at various levels. The strong sales teams can help in establishing strong sales force in new locations. This not only makes the management of sales force easy but also contributes in involving and motivating the sales force more for performing their
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Training and evaluation is an important aspect as it facilitates in enhancing the performance of the employees and helps them to motivate the employees in accomplishing their tasks. In the sales department, the sales manager and directors of Armstrong Accountancy should possess the capability to select the candidates who are outgoing and are highly energetic. Finding right candidates, who are highly energetic and competitive by nature and who work hard to cone on the top through their performance can help the Armstrong Accountancy’s Sales managers and directors to upgrade their performance (Blokdijk,
Ivan Smith Furniture uses a base salary-plus commission form of compensation for their sales force (Hunt et al., 2021, p. 130). This not only incentivizing the sales team to make more sales with the high commission rate, but also assuring the sales team that know matter the circumstances, they will still make a base salary and even have good insurance. Businesses should use this method of compensation so that they can incentivize the most effective sales from their salespeople where the salespeople are able to focus on selling and not worrying about not getting their
BTEC SALES PLANNING AND OPERATIONS Unit-20 By: Aishath Shivany (A000934) Submitted Date: 29 April 2017 Assignment Zacoom Holdings presents 1 | P a g e By: Aishath Shivany (A000934) BTEC Sales Planning and Operations Unit 20 29 April 2017 Table of Content Page Executive Summary .............................................................................................................................. 2 P3.5. The Use of Database in Effective Sales Management ............................................................... 3 1.
111). The main reason why this is one of my favorite aspects of this book is that it encourages “reasonable down-selling” (Spoelestra, 1997, p. 112). I think that too often salespeople try to only upsell customers, and that can end in a bad experience for the customer, or not sale for the organization at all. I believe that if all salespeople abide by this rule, then organizations will be more successful, as customers will actually be purchasing something they actually want and will enjoy, which increases the chance that they will be a repeat
Coles Supermarket Australia Pty Ltd is an Australian supermarket, owned by Wesfarmers. It is commonly known as Coles and was founded on 9th April 1914 in Smith St, Collingwood, Victoria. Till now, Coles has operated over 700 stores throughout Australia and employs over 100,000 employees. It controls 35% of Australian supermarket industry. Coles was founded when George James Coles opened the Coles Variety Store on the street in Melbourne.
LEARNER’S NAME: EMMANUEL DIBIAGWU ASSIGNMENT 2 UNDERSTAND HOW TO DEVELOP AND MAINTAIN EFFECTIVE WORKING RELATIONSHIPS 1.1 Explain the benefits of effective working relationships in developing and maintaining the team (20 marks) The benefits of effective working relationship in developing a team include the following: Improved Morale Good working relationships in teams help to improve the morale of team members. When there is effective working relationship among employees as well as managers, the employees feel that they are respected, and their voice are heard, thereby fostering an enabling workplace full of energy and overall happiness. Effective working relationship between employees enables them to support each other when improvement is called for and helps to develop their esteem.
ACC 201 Final Project Part I Accounting Cycle Report Vanessa Ann Williams Southern New Hampshire University The accountant cycle has really impacted me to gain insight on the financial side of Peyton Company. In the accountant cycle, there are many particular directions involve determining the growth of the company such as steps, role, omission and financial statements. It’s important to apply every step from the accountant cycle to make a financial critical decision in the long run. This report will have a breakdown of how to apply the accountant cycle for Peyton Company to be aware of future financial decisions to keep the company holding strong.
Being an active listener allows the salesperson to know their customer’s point of view, and attend to the needs and wants of their customer. The third part of the book consists of twelve principles to win people to your way of thinking. A principle in particular that I intend to apply more often in life and in the workplace is being sympathetic with other person’s ideas and desires. Too often I ignore or disregard others opinions or ideas, when I should encourage them and see things from their point of view. According to Carnegie, to be successful in life and in my career, I need to show more respect for others
Business Name: Dymocks Booksellers Dymocks is the leading bookseller in Australia and is recognised for quality advice, value for money, professionalism and customer service. Dymocks has been franchising for over 30 years and would like to secure the vacant store in the shopping centre. Dymocks’ mission statement is “As a family owned business and the oldest Australian owned bookstore, Dymocks prides itself on meeting the leisure, learning and gift needs of all booklovers by offering superior customer service and an enhanced book buying experience.” Legal Structure Legal structure of a business determines who shares in the profit and losses, how tax is paid and where legal liability rests. The legal structure of Dymocks will be a sole trader.
Two additional Field Sales Representatives will be hired as we extend our outside sales regions, and one Inside Sales Representative will be hired to round out our in house sales team and help handle the additional work that comes with a larger sales region. One additional Customer Service Representative will be hired to help handle the increase in customer calls due to the influx of new customers, and calls from existing customers. One Marketing and Sales Strategist will be hired to help create, develop, and implement new ideas, and procedures for the sales team as well as for the
Target encourages the workplace by enhancing the individuality of the staff and employee, upward communication, weekly meetings, embrace team member differences. Performance planning Performance planning one of the most important knowledge that the employee should have, including the consideration of: Result Employee in TC can interact more efficiently because the employee are fully motivated to work, the company hired only the most qualified candidate , after hiring the employee involve the training program to be more fit to the job skills . Behavior TC holds job fairs at university, college and other training institution. While doing this, they conduct various career conversations and interview with people in that institution, the recruiting panel at Target Corporation also attends organized networking events to enable them access to diversified candidates.
Discussion: Sales are the most dominating factor for any organization. In any circumstances, sales will always
One of the promoted employees was Wendy Peterson. AccountBack Sales Organisation: Sales executives invested time in knowing their clients and their businesses. AccountBack service team handled the responsibility for the implementation of the product and the services to be delivered. If target revenues were exceeded, then escalating incentives were offered to the sales executives. The compensation levels varied across the sales managers as their experiences.
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
This would attract a pool of workers of the highest caliber, thus leading to more value induced into the company. # Successful communication of perceived strengths of the product: Integrated marketing strategy- This has
Salespeople are an effective link between the company and its customers to produce customer value and company profit by representing the company to customers, representing customers to the company, and working closely with marketing. Sales promotion refers to the short- term incentive to encourage purchases or sales of a product or services; customer promotions, trade promotions, and sales force promotion. the major sales promotion tools are samples, coupons, cash refund, price packs, premium, advertising specialist, patronage rewards, point-of-purchase displays, demonstrations, contests, sweepstakes, and games. Direct marketing is a marketing channel without intermediaries. It’s an element of the promotion mix and also the fastest growing form of marketing.