They directly or indirectly represent the image of the company. Their relationship with the customers helps in attaining higher sales and retaining old customers. However, the sales persons must understand that…
The identification of the needs of the customers helps sales persons in approaching them. Well-built business relationships between the sales person and the customer, provides the customer with an ease to communicate their expectations from the product or services and aid the salesperson in easily capturing the customers’ knowing their requirements (Lamb, Hair, & McDaniel, 2008). Customers enter into a process of purchasing a product on the basis of the purchase situation. A purchase situation refers to the relationship or interaction of the buyer with the business, for instance, it may be a new business and the first time the customer shows his willingness to purchase from a particular business, or it may be a longstanding relationship with the business running for several years. The multi-attribute matrix of buyers is an important tool for the salesperson to understand the requirements of the customer, satisfy their needs and build their relationship stronger in terms of prioritizing the products with attributes which are appreciated or important to the customers like price, quality, quantity and so on (Tanner, Honeycutt, & Erffmeyer, 2009). Customers need a salesperson who has the understanding of their choice and requirements. It helps the customers in getting the right product, at the right price, on the right time with less effort. Such a system of relationships between buyers and sellers help in customer satisfaction and reliance on the seller’s advice. This trust and reliance is basically on the convincing power of the salesperson along with their presentation style for a particular product (Kurtz et. al., 2009 p. 310).
Organizations and salesperson can work hand in hand to build stronger customer-seller relationship. The relationship between customers and the company lies in the goodwill of the brand. The brand name is the recognition factor for the customers for a business. Building a strong brand name, however, is not an easy task. It requires ...
Cite this document
(“Sales Management Essay Example | Topics and Well Written Essays - 1500 words - 9”, n.d.)
Retrieved from https://studentshare.net/miscellaneous/412016-sales-management
(Sales Management Essay Example | Topics and Well Written Essays - 1500 Words - 9)
“Sales Management Essay Example | Topics and Well Written Essays - 1500 Words - 9”, n.d. https://studentshare.net/miscellaneous/412016-sales-management.
Various factors make the sales representative of the Electronic Goods Distributer uncooperative, rude and miss appointments. These factors entail lack of motivation, lack of skills for handling customers, and poor relationship between managers and the workers (Jones, James, & Chonko 2000).
Sales Management Essay Introduction It is a fact that sales ethics is defined by the ethical standards which are adopted in the wake of carrying out sales deeds, activities and tasks. Sales ethics deals with the aspects of selling which are morally governed and which have a number of underlying issues to consider.
The meaning of the word oxymoron is derived from the Greek language meaning ‘sharp dull’. It is the combination of contradictory words and is used in different ways for e.g. adjective-noun, noun verb combinations etc. Bringing two words, different in meaning together to form a figure of speech is known as an oxymoron.
This is because from the employer`s point of understanding, has a perfect depiction of the particular sort of an individual he is pursuing for his organization. For instance, the manager is the position to know the skills required from the sales person, the targets they are seeking to accomplish, where they desire the organization to be in the future with the person to be recruited among other issues.
Company has a defined top-down hierarchy in sales management team. Dave brown at the top as vice president "sales" working with the company for last 12 years started as sales manager. Next to him is Les Newman as director alternative channels having 8 years exp.
Once such an inbound telemarketing operation is successfully established, the firm might wish to experiment with an outbound effort to initiate calls and learn if those called have any interest in receiving literature or even attending a party. Such interest can be
eting have the tendency to act as the powerhouse for the entire economy due to which these business activities are generally more inspected from the standpoint of ethical issues2. The ethical concerns surrounding the field of sales have also evolved a debate around the topic
What would you do in such a situation?
If a sales representative is rude to the customers and lacks other major skills like good time management, anger management and other skills necessary to make a good
Training provides the necessary skill and confidence to deal with prospects/customers efficiently.
To induct the new hires with the sales process: Sales process in each organisation differs. As per Churchill et al, many people (including sales people) have