FREE ESSAY ON SALESPERSON JOB

SALESPERSON JOB

Gina Kubasko
Chapter 12
The knowledge salespeople develop throughout entrance training is essential for their
future position in the company. They will benefit from the skills they learn in training
when they are out on their own. Training can be divided into two categories. The first
one is operation, which is used for the operation of the territory. The second is
behavioral, which involves the sales skills development area. Technology is playing a big
part in training for companies, more so then in the past. Developing sales skills include
persuasive communication and the selling process. The trend for persuasive selling is for
sales people to better understand themselves. The selling process is seen as a series of
steps. There steps are prospecting, the pre-approach, the approach, the presentation, and
the trial close. If all the first steps work then the trail close should be a sure
thing.
Gina Kubasko
Chapter 13
The greatest challenge in a company is for salespeople to be motivated. This is the job
for the sales manager. It is their responsibility to make sure the salespeople are
working to their ability. There are seven components for sales managers to do to motivate
their employees. The first component to look at is understanding of the motivational
concept and what motivation means. The second concept is having a high performance sales
culture with good behaviors, values and ideas. The third aspect a sales manager needs to
know is that all sales people are different and they need to be motivated in different
ways. The fourth concept involves realizing that sales people need to know what this is
going to do for the customer and not just what it is going to do for them. The fifth
concept is the sales manager has to know their employees' personality and ability. The
sixth concept is motivational coaching and teaching, which leads us into the last concept
of being realistic. A sales manager must be realistic when setting goals for his team.
Gina Kubasko
Chapter 14
Compensation plays a big part it motivational selling. The best way to compensate
employees is, of course, cash rewards. A good sales manager must be able to reward their
employees properly and fairly. A lot of companies give their employees many ways to
increase their salaries through compensation. Many employees are hired with a living wage
and top sales people should be able to increase their salary to as much as 50 percent.
Companies often pay for daily expenses incurred during an employees project. When
developing new compensation plans. Managers should take into account the job and the
market it is involved in. if a manager is going to reward with materialistic
compensations, he/she should put a dollar value on the reward.
Gina Kubasko
Chapter 15
Leadership is a very influential thing in companies today. Sales managers must have good
leadership skills and show good examples for their employees. There are many different
leadership skills. It is best to cheese the one that fits with the employee's
personality. The sales group will eventually for a personality. Some of the virtues that
make up this personality are characteristics, norms, expectations, and sales culture.
Gina Kubasko
Chapter 16
There are many ways to find out if a companies sales people are doing their job in an
efficient way. Net sales volume analysis and marketing analysis are just two useful
things that many companies use. There are many aspects of these analyses. A sales manger
cannot use one with out the other. They would not be able to tell whether the company is
benefiting from their sales people. Basically there are a lot of small equations and
reports that help the sales manager make a good decision about his company.
Gina Kubasko
Chapter 17
Job performance is the most important aspect of good marketing. A company must be able to
compete with other companies. They should use both quantitative and qualitative
performance criteria. Evaluations of theses performances should be done on a regular
basis. Rewards should be given out accordingly. By giving these evaluations, problems in
the company can be fixed in an efficient manner.
Bibliography
Marketing book