Page 154 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes The medical or physical examination is not always necessary and should not be indulged in
unless it is needed for certain qualities essential for the job. For example, if we want a salesman
who can distinguish colours, a medical test showing whether he is colour blind or not would
certainly be appropriate. Similarly, if he has to travel consistently, his health condition becomes
relevant.
Now the time have arrived when the final decision has to be made about his suitability. Everything
done so far has to be reviewed. We must find out whether he is a willing worker. He should not
be a "rolling stone", which can be found out immediately if he has had many previous jobs. Even
when he has previous jobs, the trend of the jobs-progressive or not will show you his desirability
for recruitment. Thus a final decision has to be taken now.

Self Assessment

Fill in the blanks:
1. A ...................... is representative of a company's philosophy and business principles.
2. Management must determine the amount of ...................... a sales person should receive on
the average.
3. ...................... use of a company car and membership to clubs/associations is also provided
to sales people.
4. A company supported ...................... union to save and borrow as and when desired.
5. Special honour can be conferred on a salesmen for ...................... performance.
6. ...................... that previously used the straight salary plan have switched over to combined
basic salary with a variable element.
7. ...................... commission with the company paying expenses, with or without advances
against earned commissions.

10.3 Training of Sales Personnel

Now that we have made the selection, we must provide for adequate training so that the applicant
really becomes suitable for the job. Gone are the days when people thought that "salesmen were
born and not made". Research has clearly indicated that the person can be trained to become a
good salesman.
Researches have clearly indicated that the following are some of the factors which exist in
case of a good salesman, i.e. a salesman properly trained as against one who was not so
trained:
1. He makes a more enthusiastic presentation.
2. He has the ability to clinch the order.

3. He has greater product knowledge.
4. He pays closer attention to ensure that services are rendered to the customers.
5. He has superior territory organisation.
6. He answers objections better.

7. He can obtain more customer interviews.

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