Tutorial 1

1.
Salesperson represents the company, brand, and customer.
The conduct of salespeople will either have positive or negative impact on the company
reputation and brand image.
salespeople are the middle person between the company and the customers. They receive
feedback or complaints from customers and channel the feedback to the management.
Salespeople = themselves. They "sell" knowledge and professionalism during the selling process.

2. Discuss the situations that the internet is most likely and least likely to replace the need for
salespeople.

The Internet has replaced some of the traditional salesperson's roles to some extent because
companies are using the Internet for finding new customers, researching, etc. For example,
many customers, especially small and medium-sized businesses, are perfectly content to
establish relationships with sellers via websites and email. However, the salesperson needs to be
accountable for the desired result, understand the customers’ business, be on the customer’s side,
design the right applications, be easily accessible, solve problems, and be creative in responding
to the customer needs and there are some times that require face-to-face demonstrations and sales
calls. For instance, capital equipment sales, financial services, and a number of others, there will
probably always be salespeople making calls at customers' locations. Another example, if you
buy a guitar in the physical store you will have a salesman around you because you may want to
test it and feel it.

The situations that the internet is most likely to replace the need for a salesperson. For example,
to conduct market research online, customers to reorder online, and to prospect customers.
The situation that the internet is least likely to replace the need for a salesperson. Where face to
face communication and negotiation are required (problem solving, build customer relationship).
Selling capital item(machines), financial service(insurance, unit trade), and property and car
service, cosmetic salesperson, business consultant.
In conclusion, technology is to assist salespeople to perform the job more effectively and
efficiently.
3. Examine the differences between “selling” for a public organisation versus selling for a for-
profit organisation?
Public organisation = non-profit organisation, government hospitals , government educational
institution. Public organisations provide welfare and community service. Not aim to make a
profit. Hospitals may undertake blood donation drives.

selling for a for-profit organisation = company makes sales and earns profit. salespeople earn
commission

4. Describe the typical salesperson as illustrated in movies, books, and TV shows. Let
students have a general discussion on their perceptions on salespeople.

Always do hard sell, Annoying , some may be dishonest

Talkative is good if you talk of substance