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    10 views10 pages

    Advertising and Sales Management Part 3

    Uploaded by

    Raj Kumar

    Copyright:

    © All Rights Reserved
    Download as PDF or read online from Scribd
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    of 10
    POtERaites ayy ‘makes numerous calls and measure wy Physical work. To cope with the stresses of selling a salesperson bility to handicapped ilness A complete mal examination herons, despite relatively high cos. Another reawn in favour of medical ination ofa salesman is that companies carrying group insurance oftbeit| Will have to pay insurance premium at lower rates. Moreover. 4 ‘of poor health may absent himself from work very off and cn. | _7, Final Selection, If an applicant successfully overcome all the cles stated above, he is declared selected. An appointment iter inglerms of appointment, pay scale, designation, period of prsbation willbe given o htm. When he joins the firm, itis the duty ofthe Sales Chief tive to introduce him with other fellow members and othe ob Intilly, “the appointment s made on probation. (QUALITIES OF ANEFFICENTSALES MANAGER Sales manager isa responsible officer in an enterprise. Therefor, he shouldbe true and faithfl to his profession. In order to perform his duties efficiently and satisfactorily, he should possess those essenil qualiics traits ‘that can be broadly divided into four categories: Physical, Mental, Character and Intec, . L Physical Qualities (1) Sound Health It is said tata sound mind exiss in a sound boy ‘noe, the sales manager shoulé possess sound health. tn fact, sound ial is the base of his physical appearance. He is a man of vision, thought 2nd ‘action, He i to ascharge heavy duties and responsibilities. He s responsible fed by hint in cic fordeveloping andinplementing the sales policies and sales programmes with also collect soe the fective co-operation of his subordinate staff. During all his, he isto 20 ‘under certain pressures and strains. Therefore he should havea sound bealth se he would soon fll prey to common managerial diseases. {@) Vitality and Endurance - Viality i the active streneth I is the ons notin goo! dive enc. It devciops the traits of resistance and endurance sales information fg to work harder and longer in order to pressure the targes ofthe risaion. Fore purpose, he shoul have the quality oftelrance lor Mental Qualities i Personal Megnetism - isthe power fo aract others. (0 win Jan command respect rm them Forte propos, be should develop pnd shouldbe cheerful, hopeful optimistic and eversmling, ‘Advertisement and Sales Management /65 he known the customers. He as ‘ot i nother byes Eero ss aula envi tener es o cxplain to them th explain to th Mh improved sales techniques or sop asa 1, To acquaint the newly appointed salesmen with the principles of ip and technique of selling, 2. To impart knowiedge of sles canvassing. 3.To make the salesmen familiar withthe policies and products ofthe 4 Togiveinfommation about dcalers and, west fir’ products 5. Tokcep the silesmen well informed about the laws regulating sales of I. 6.To acquaint them with te postion of compeitorsi the market and» show the Ways of increasing sls against such competition. 7, To maintain continuity in the sales ¢fforts by keeping ready a group of trained salesmen to take place of those salesmen who retire or resign and ‘others who may be absent 48. To weed out inelicient and unsuitable appintes, 9 To redsce turnover of the saesfoce 10 To increas elicieney of ld a wel as of new salesmen. Advantages of Good Training Programme. According to Harold H. laynard and James H, Davis (Sales Management) the chief advantages of a runing rose ara ows 1. Greater Sales Volume. Ascinifcally designed raining programme in increased sles 2.Rarlee Sling Maturity. Onanaveragea salesman akes es time eve f fet ces than ie Would ave taken witout ning Laver Suporvson Co ncase cf ried sesmen ses manager ra ave to py oe vu than se edd Incase mento kes checkon their work. "Turnover of Saes-orce rope ising mks theslesmen ged for the ficki work ‘This results in reduced mumber of salesmen bs, The lov cra of twnover gives tbe advantage of reduced | selection ond tring of new salesmen, {Customer Relation. Ascetic trained knows ja particular stslion He doesnot ver sel METHODOF TRAINING Methods generally adopt for Training Saleamen. Oncor more ofthe methods may be adopted foc trainingsalesmen. = Leetares, : 2. Sales Conferences and Comentions 3. Soles Manuals, 4 ReldTraining, a 6 1, Lectures Lectures by experts on vations aspect of selling may be ‘organised forthe benefit ofsalssmen,Solesmen atending these lectures should ‘ake notes. To make Ie-ures ellecive usually group discussions, seminars and writen tess are organised to follow such lectures, 2. Saks Conferences and Conventions Salesinen maybe calediaatend ‘the sales conferenes st periodic intervals, sy, once a week or fright oF _wonthly: Office in charge of te sls ofthe im may addres such conferences selling techniques. Subjects like selling polices of the firm. complaims. ive fom ensiomers, inprovemenis inte prods competition faced by ns pot. roped adertsng programme ae dss conferences Sales conventions are usally noua conferences or gatherings where scared on wil sone pageanty in addon A nuberofeducative rearranged, Thess niay refer othe various steps in the process Some entrtsament ses scl 35 sales Grams, demonstrations. ‘fhe snp susan esha book deserbing Tor perforin ici the work connected with sales. Kis. F enperts who are suppose 10 knoy, all aspects of the sales itis eps osr.c 28 ins oa hat he should do und different ci non healing: resting othe rods; ion ofthe cs Dutiesofsaesnan What sesan sould now and inprene History of the manufacturing process. Mark for soos. Location of prospects, appreschng the poset. Imerviewing the peospcts,evakening intrest and creating dsr. Meeting cbjeton and losing Covering the etry. Methods of pack up, channels of disinbaten Terms of sale credit policies, collection of es. Makiagrepers. - Handling dificult pes of csiomers Window display Sources af nfermaton Making bllsand wing accounts Advising (022. Discossin re he various meds aoe for matvating sales What do yeamcanby mahation salesmen? Desrbethemethosof vation to salesmen. Ans. EANNGOF MOTWATION Mosivation—the bear of sales management the “how-o" aspect of salespeople odo throb well. Management isan ato sting work ‘he people in order to ahjeve the oalsf the organisation in tsbest Batis tal auionati Te reunes motivation 9 inspire them inthe work Magen soul oosa rovide fr nee ores o anes thet sites and wilingnes to apy their fortheashivemen’ of ones ion is derive fon sakines, means Me. nod. emotion or that prmpsa man oa dsl asion. Mode fan ira resis chvion of aman and dre the Behasou of ‘Advertisement and Sales Management /T1 The inherent nature of he sales job, sli ite bothatienoassresccpablehbpetomnanee Salespersons Boundary Position and Rate Conflict. The salesperson a. oundary position’ in the company and must ir (o sats the ion of pope both within the company (im the eas department and Fo) ad incustoner organisation, They havslinkage with our distinct 6 () the sales management group, (i) the rest of the company: jn, which is fully dependent upon them for ode illment i) he ant i) echer company fellow sales-ersonnel Each group imposes in behavioural expectalons on the salesperson, and in paying these it oles, the salesperson faces role conflicts, such as: () Contiet of entineation arses ont 27 smlingroup membership. As salesperon works with cusomes and especs identification with the eusomers, ul as Soon he rtuns (othe company. he expects idenifiation withthe company (iy Advocacy Confit arises when the slesperson had deified with the customer and seks oid the customer by advocating the customer's postion t other grovps in the company organisation I paces the advocator na diMeulpostion, é (di) Conflict is inberent in the salesperson's dual roleas an advocate orboth te customer and the compen, and thesalesptson's peculiar intrest san eniepreneur. Asan crigeprenca,hsinirestiso sell more to get ighe remuneratin 25 remuneration iirc linked wth sks volume, On theater tand, he iso satis the castomerby not disclosing the fics nt known (9 easton. | Not amuch ean be done to reduce role conflicts experienced sales sonnel, Howexer there are evidences when experienced salespersonnel sign icant fess role cnliis than those with Iss expenence esas raga plays point olen peeing the oe conics Faisienee of role conics traceable to he salespersons linkage with tha often Tine divergent mtezets, them. it another reason wh motivation nr be equieto cic acceptable jb pepfonnance “Tendency towards Apathy. Some slspersons havea fendency 0 thot ad lose ntreat and emis. in seling the pou cover ier and cone into contac ith te sae group af somes fan sy fos hic ners and become apatc They bee met and throb edocs ont oforder taking They ome alesttanshi sno ng nesesso0. This approach s notin te organisation, Gradually. they Tose thei eustoiers alespecpe require ational motivation e maintain ian fr tir work ger enewed ners si the business as well asin the society, technical or non-technical are tobe incorporated bythe management io cope withthe environment. Property motivated, thy will mot resist thechange. I wil ran the ‘rade on-right path, 0.23 What do you understand by sales conference and conventions? “Explain ta objects and necessary elements for success. What do you understand by sales conferences and conventions? Explain the advantages and disadvantages of holding sales conferences and. ‘conventions. What areits types? Explain the necemity of holding sales conventions and conferences, ‘Ans, SALES CONFERENCES ANDSALES CONVENTIONS ‘A sales conference is an open discussion type of mestng of people ‘wit similar experience and comprrabl rank, directed by a attained conference leader, for the purpose of solving problems through the exchange of ideas. ‘Ths, sales conference or sales meetings is a mecting of salesmen and their 8 which provide occasion for orl interchange of information, ideas viewpoints to understanding and acceptance ofthe solution to common ‘The éiference between a sales conference or sales mocting and a {convention isons of degre rather than of kind. conferences amcctng or i purpose oss ng comnon problems through the mal exchange ation as and viewpoims. Is purely business ype miecting,fican monthly. half yearly, yearly or at any te. Coalerences or meetings aL some definite specie place. 1. Aceptace of Changes Changes te tr Tht ae ca the oxher hand, a sales convention is called main fo promoting Is. giving publicity to the prodcts, arranging programmes of and has te element of education and inspiration. tii the form general meeting. It can be held at any place such as any ill, eat Simla oc placssofistorical importance ike Agra ee ths and conventions are important bot for employee and the platform for mutual exchange ot opinions eas and eo ‘Advertisement and Sales Management/ 75 ios pay ase cats Nebo sede aloned uci Proper arrangements sh of he page old be made ste sty fd reseaton a 5-1 shouldbe kept in ming hat the ultimate object of organizing sles nerences and convention isto tmulat the sales force $0250 discharge utes more ecient. 6. Nectsary evaluation is done bythe sales management in time The shouldbe based on a5 9 what extent the aims of conference and ‘onventon ae accompanied To accomplish his, fac fo the participants iS necessary . Q.24 What do oumean by sales territories? Explain the objects nd advantage of allocation of sales territories and also describe the factors: | wheat ne determination sie at seers. Ans ‘SALES TERRITORIES Be sey pts “The foal market for most f-ms is simply too large to be managed Motte enee nn” |

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