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Sales management - Essay Example

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Every sales call not only costs dollars to the organisation but it also runs the risk of losing its prospective customers if the call…
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Sales management
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Sales management

To make matters worse, various selling jobs in the same organization can involve very different tasks and the tasks may vary between organizations in the same industry (1996). Thus, to give a clear picture of what is expected out of new hires, sales training is important.
To explain the personal and professional characteristics necessary for a successful sales career: New hires expect to know the growth path in the organization and also the requirements to progress on the growth path. Sales training involves the training on aspects such as personal characteristics attitude, role perception, skill refinement and professionalism which chart the progress of employees on growth path.
To enthuse the new employee to pick-up quickly: A new employee is often uncertain of the environment/culture and working of the organization. Hence, it is important to enthuse the new employee with a training which will clear his doubts about the working and climb the learning curves speedily.
To motivate the employees: One of the biggest challenges employers face is keeping staff morale high and enthusiasm up. Sales trainings will not only improve the knowledge base of the employees but add to the feeling that they are valued. This will result in making their sales call more effective, and also increasing their confidence & earning potential (Penistone 2002) .
To impart the latest tactics or knowledge on current/ future market practices: The market place keeps evolving and competitors keep coming up with new ideas which should be either countered or emulated in an effort to stay in the race. With the daily routine job, sales people often miss to keep a tab on new and famous in the market. Hence, sales training is important to teach the existing employees the latest tactics in sales.
To encourage specialization: Sales trainings, if carefully crafted, encourage sales persons to choose a line of sales ... Read More
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