ontent/32417871Niew Week 15Revew Q.* Introduction to Selling Chapter 11 Review Q
ID: 366676 • Letter: O
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ontent/32417871Niew Week 15Revew Q.* Introduction to Selling Chapter 11 Review Questions 1. One sales manager is quoted as saying that the best sales training strategy is to recruit and select the right salespeople in the first place. What do you think she meant by this? Do you agree? 2. Chapter 11 lists six characteristics of the best sales managers beginning with, "Prepare their sales team for constant change..". Select two characteristics from that list and discuss why you believe them to be essential to a successful sales organization 3. How would you define the difference between a Product Sales Organization and a Market Sales Organization? 4. Discuss the first planning steps a sales organization must complete prior to recruiting and selecting new salespeople. 5. The text states that to be fully motivated, salespeople must expend enough effort on the right job activities and be capable of pursuing goals even when they do not have immediate success. How do you think Reward System Management ties into this definition of motivation? 6. Why would you say that Outcome-based Evaluations are a logical choice as a component in the salesperson evaluation process? Open with docReaderExplanation / Answer
1. What the sales manager meant is that in order to ensure that any sales training strategy is successful, the primary need is to recruit such salesperson that are apt for the sales job. Once they are apt for the job, they shall be more receptive to the sales training and therefore can go ahead with the actual sales activity. Upon being successful in the sales job, such a salesperson could also be in a position to impart sales training to others. I do agree with her statement. In fact she narrowly focused upon the broader concept of Human resource recruitment that includes hiring the right person for the right job at the right time. The person, timing and job profile, all goes into determining the success of a task in any given Organization. Accordingly, when it comes to sales, it is a very dynamic but taxing process. A salesperson goes through a typical set of challenges especially while dealing with the third parties. To reaching out to the consumers with an impactful communication and positively being able to convert the promotion to the final sales, it requires both skills and the actual knowledge pertaining the product or service under the sales radar. Therefore, selection of the right person who has the apt skills and knowledge as well as the knack for sales is essential. Moreover, the salesperson should also be appointed by the Company at the right time so as to ensure to tap the sales in the market at the right point of time. Hence once the salesperson goes through this evaluation process of scientific recruitment, he can step forward to undertake the actual field job. All that such salespeople would require is a sales training that shall help to polish their latent skills and potentials. Based upon the experience that the sales trainers gather on the field, the under-trainee salespeople become now in the position to take the charge of the sales activity in full swing and therefore to ensure the success of any sales training strategy, it shall be essential to recruit and select the right salespeople in the first place.
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