StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...
Free

Sales Management&The Salesman - Essay Example

Cite this document
Summary
Sales management is essential in maintaining effective relationships with customers and enhances relationship marketing to create a despicable brand image which is the basic driver for increased brand loyalty. The sales manager is justified in exploding at the salesman…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER95.4% of users find it useful
Sales Management&The Salesman
Read Text Preview

Extract of sample "Sales Management&The Salesman"

Sales Management and Section # of Sales Management Sales management is essential in maintaining effective relationships with customers and enhances relationship marketing to create a despicable brand image which is the basic driver for increased brand loyalty. The sales manager is justified in exploding at the salesman. A sales manager's job is to sell the right product at the right time and to the right person. The manager expects his team of salesmen to help him do his job effectively and for the success of the company.

There can be various reasons to this attitude of the sales manager. They are explained below. Any manager or a person who is an essential part of a company will want maximum utility of their product. When the salesman sold the most expensive and top-of-the-range software to a 2-man antique shop then the product was way beyond their needs since they needed a simple accounting software and people have a habit of talking bad about a product when it is of no use to them. Since word of mouth is a very string advertising technique that decides the success or failure of a company.

It can turn a star product into a useless dog if let loose or not used effectively. Since there is no coming back in this technique because once the company's image goes down the drain the effects are fatal. Another reason can be the irresponsibility of the salesman. A good salesman must think out of the box and it is their duty to help the customer find the best product. If the salesman is able to attract the customer with his skills then the next step is influencing the customer enough to create brand loyalty.

Further brand loyalty can be cashed at every step of the selling process. But the salesman in this case, being a star salesman for some reason failed to fulfil this requirement. Lastly, such blunders can spoil the brand image of the company. Since it is the duty of the salesman to help the customer choose a product that will be best for them otherwise the customer gets a bad impression and refuses to return to the shop. A salesman is supposed to be helpful and have knowledge of products and their uses.

A salesman is supposed to ask the customer the use of the product they are buying and then help them choose the best. In this case the salesman was just thinking about raising his mark and to sell an expensive product for profits and later when the customer will use the product he/she will get a bad impression since customer is the king and he is to be pampered in order to sell the products. It is important for any company to create goodwill at every step of the selling process and the salesman in this case did put the company's goodwill at risk.

There are reasons to what motivated the salesman to do this order. First being the big idea of selling an expensive product that will bring profits and this way he will be able to raise his mark further in the company. The reason was his own position and he ignored the negative aspects of his action. The employees of a company are expected to think about the company first and then themselves. The salesman failed to fulfil the basic requirement of a good employee. Personally, I believe the sales manager's anger is justified.

I will respond in exactly the same way but not exactly explode at the salesman because he made a mistake and we all learn from our mistakes. I would have actually motivated him to become a better salesman by demonstrating a few skills and also make him realise that he must do a cost-benefit analysis before putting his thoughts into action. This way he will learn and not repeat his mistake. Since teamwork is essential for a company's success.

Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Sales Management&The Salesman Essay Example | Topics and Well Written Essays - 500 words”, n.d.)
Sales Management&The Salesman Essay Example | Topics and Well Written Essays - 500 words. Retrieved from https://studentshare.org/miscellaneous/1532194-sales-managementthe-salesman
(Sales Management&The Salesman Essay Example | Topics and Well Written Essays - 500 Words)
Sales Management&The Salesman Essay Example | Topics and Well Written Essays - 500 Words. https://studentshare.org/miscellaneous/1532194-sales-managementthe-salesman.
“Sales Management&The Salesman Essay Example | Topics and Well Written Essays - 500 Words”, n.d. https://studentshare.org/miscellaneous/1532194-sales-managementthe-salesman.
  • Cited: 0 times

CHECK THESE SAMPLES OF Sales Management&The Salesman

Dick Spencer

Despite, friend's advice to switch into sales management jobs, he continued to act as a salesman.... The report will also throw light on these factors that led to success as a salesman or his failure as a manager.... Dick also had a tremendous amount of energy and during his initial days enjoyed the work of a salesman.... Factors Contributing to Spencer's success as a Salesperson and Tribulations as a Manager Selling and management are two different domains of business as the duties greatly differ from one another (Boles, Brashear, Bellenger & Barksdale, 2000)....
4 Pages (1000 words) Research Paper

Glengarry Glen Ross

The film begins with Shelley Levene (a real estate salesman) in a phone booth, struggling to contact the doctor who is dealing with his daughter.... Surprisingly, Blake starts to talk trash with each salesman regarding their poor performance in the past and announces a contest among all four salesmen (Brantley, 2012).... The proposed contest contains the prize for the best selling salesman in the form of a Cadillac and also proposes that the least selling salesman will be fired from this office....
7 Pages (1750 words) Essay

An Evaluation of CRM Strategy at Ping An Life Insurance, China

… Customer relationship management (CRM) holds the key to survival in every business sector.... Ping An has been recognized and awarded for its customer relationship management approach but an evaluation of data suggests the adoption and implementation of CRM is not professionally and strategically adequate....
20 Pages (5000 words) Dissertation

Management of Selling

The inner feelings of each salesman and their complaints if any.... In the first month itself of his new job as a sales manager, he has been able to get the bird's eye view of the whole situation that was of his immediate concern in the company.... hellip; It was only because he decided to accompany the sales force on their sales visits, talking to customers and minutely observing those visits that he has been able to get to the crux of the problem so early. 1....
10 Pages (2500 words) Case Study

The Importance of Recruitment and Selection of Sales People

Nevertheless, it is will be assigned here that even the sale is done by direct or indirect way; the salesman plays a major role in this process that we will try to highlight along this paper.... We will be able to discourse a long time on the subject, but the real fact is that the salesman is currently engaged in order to achieve this objective and to improve the results continually (Doney and Canon 1997).... Thus, the real mission of salesman is to accomplish a work with innovation, motivation and high confidence....
5 Pages (1250 words) Essay

Making a Management Decision Process

The performance appraisal is a management tool that is meant to encourage employees in a company to become more competent in their current job functions and thereby promote self development for the productivity of the organization.... Unfortunately many a time this tool is not used… effectively leading to decisions by managers that are unsatisfactory and providing outcomes that are in contrary to the expected results and may be even viewed as illegal by the courts....
6 Pages (1500 words) Essay

Marketing Mix, Food and Beverages Field - Dominos Pizza

management cannot be satisfied with current products, regardless of how good they are.... The role of the sales force should be geared to company and marketing department objectives.... The starting point of the sales program is company goals.... Volume, profit, industry, territory, product, image, and rateof-return goals influence the direction and scope of sales activities.... The practical range of sales alternatives for a company may vary from the companys own sales force, to the use of a variety of wholesalers including sales agents and manufacturers agents, to the elimination of salesmen by such techniques as mail order....
7 Pages (1750 words) Essay

Sales Management at Performance-Based Companies

This paper "sales management at Performance-Based Companies" focuses on the fact that for a salesperson, building a relationship is crucial as this tool helps him/her to manage and direct marketing activities.... Relationship management is one of the approaches used by pharmaceutical companies.... This type of business requires an effective and unique set of management tools in order to reach a customer and retain him.... If management, therefore, can identify significant traits that indicate sales success, and test applicants for them, sales productivity should be increased2....
6 Pages (1500 words) Assignment
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us