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
40). On the contrary, successful salespeople create relationships that reflect the company’s ethics and integrity. This is a great way to build reputation and a credible brand. Just as with any profession, it is difficult to maintain top performance and business leadership if engaged in unethical practices. According to a study Business Horizons (Organ, 2003), a company’s ethics plays a key role in customers’ decision to buy (Harman et al.
On average, today’s workers must sell an idea, or persuade a client, boss or colleague at least once in their lifetime. As such, for a long-lasting career in today’s business world, one must acquire extensive knowledge of sales skills and selling techniques. The ability to convince others to use one’s ideas, applications, products, and services, plays an essential role in making a positive impact at work. Additionally, in a client-facing environment, one must understand the nuances involved in convincing clients to make a purchase. Therefore, employers teach various sales philosophies when onboarding new employees into a company.
The sales representative utilized the handout as a selling tool. The handout consist of lots of information and demonstrate all the features and benefits of their items. According to our opinion, the presentation style was appropriate for the personality style of the buyer. He communicate directly with his buyers. The sales presentation was successful because he takes care of his customer’s need.
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
The goal of this study is to fill this gap through research and analysis of the influence of sales management control, sales management support and satisfaction with sales manager on salespeople’s job satisfaction. Greater understanding of the effects of diverse sales manager's behavior on the salespeople’s job satisfaction will allow sales managers to adjust their control mechanisms, provide better support and work on the key issues that contribute to the salespeople’s job satisfaction. Furthermore, human resource managers could benefit of this research by looking for sales managers with certain competences, i.e. the ones that are supportive and know how to lead salespeople to reach objectives of the company and at the same time be satisfied with the work they
CHAPTER #1 INTRODUCTION 1.1 Background of the Study The rapid growth and advances in computerized technologies in the last decade have significantly changed the everyday life of the modern sales representative. Sales managers have experienced increased expenditures and competition in recent years, and try to find ways to counter this evolution. Personal selling is the best way of communication and allows the sales people to develop the marketing message according to the specific needs of the customer. (ISTEA model 1978) highlights the selling process in a way to collect data about the customer and then develop strategy and implement it on specific customer. So the sales people have opportunity to develop their presentation specifically designed for each customer).
It was a good opportunity to work on the skill of patience, as a large number of outlets were to be dealt with. It helped in developing the kind of relations one needs to uphold in the corporate world and it helped in building up the right attitude. As all the points in the above mentioned paragraph, are the must-have skills for anyone inthe field of Marketing and Sales, the training period was a good experience and a good stepping stone into the real business world. As a future line of research, the Marketing and Sales could offer projects like’ Analysis Impact of advertisements on the Sales of a particular
Its importance is growing since companies are becoming more and more marketing oriented. A personal sale is the final act of the marketing process by the act of selling the product. The problem of modern business is not how to produce but how to sell the product. It means that there is no successful personal sale without adequate sales management. Effective sales management has a key role in the success of a company, because more and more products need to be brought closer to the customer in the selling