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Questions - Essay Example

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1) Training budgets have long been applied by individuals within management as a conceivable means of defraying certain expenses merely by cutting such programs. However, even a cursory unit of analysis with regards to the importance that training sales, or any other entity for that matter, brings to the table, it becomes clear that even though short-term gains can be realized through such an action, the long-term ramifications serve to actually weaken the entity/organization in question…
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Conversely, by seeking to engage in sales training, the manager/director/owner ensures a situation in which relevant and pertinent information is relayed directly to the individuals who are most responsible for interacting with the consumer. In such a way, the responsiveness of the entity is exponentially increase; thereby impacting upon the overall bottom line that the firm might experience. 2) As with any complement of the business process, it is unreasonable to assume that the process of personal selling will not evolve with the changes in the market. One of the ways in which personal selling this change greatly within the past several years is with respect to the impact of the Internet and social media have had with regards to the traditional face to face personal selling that had previously been exhibited. However, it is likely to assume that as the Internet gains further access to the client base, personal selling will evolve even further and might necessarily encompass such nontraditional platforms as Skype, face time, or many other digital communication services. Whereas in-store communication between a sales associate and a prospective client, or cold calling has traditionally defined the role and extent that personal selling has exhibited in the past, it is unlikely that any level of a static definition will come to define personal selling within the very near future. 3) The sales manager should be intimately concerned with regards to the satisfaction of his/her respective salespeople. The reason for this is quite obvious. Due to the fact that the salesperson is the point person with which the client interacts, this is oftentimes the only chance that and firm or entity has to engage a sense of understanding and/or appreciation for their particular business model and/or brand. Within such an understanding, it becomes plainly obvious that the importance of a satisfied and happy sales staff is interval to reflecting a positive first impression to the consumer. One does not need to briefly reference the horror stories of past experiences that they might have had concerning a disgruntled are thoroughly disgusted employee to reflect back on the way in which this experience tarnished the image of the brand/store and further discouraged integration with such a business in the future. 4) one of the challenges with regards to using team-based competition is the fact that no matter what way that such a system might be set up and/or engaged, a level of disparity and inequality is almost guaranteed. For instance, if a particular individual on a sales team is rewarded with compensation commensurate with the actual quantity and or sales totals of the merchandise that they sell, individuals that are responsible for other activities within the firm, which are not directly related to selling to the consumer, ultimately left out of this benefit. On the flip side of things, seeking to engage the consumer by encouraging sales members to meet quotas and/or provide incentives for sales to take place is a very core and fundamental aspects of the sales process that has effectively been utilized in a litany of different business models. However, regardless of this fact, a keen understanding of the differentials that necessarily exists with regards to such team-based ... Read More
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