Page 162 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Branch Manager: You are right, but .....
Mr Kapur: (interrupting him) Sir, let's cut it short. All I wanted to say was that it would no
longer be possible for me to continue in this company: In fact I have already got two offers
(taking out some papers from his pocket).
Branch Manager: Hang on. How about seeing the Zonal Manager, who is coming to Delhi
tomorrow? I shall definitely put a word for you.
Mr Kapur: I won't mind, but I must repeat that I am determined to quit unless I get more
than Arora and I am assured that the system of quota fixation would be changed to avoid
such situations in the future.
Questions
1. Critically evaluate the present system of quota fixation. Suggest a suitable method.

2. As the Zonal Manager, how would you handle the situation?

10.8 Summary

 A good salesman creates a good image of the company, as the customer evaluates even the
company from the way in which the salesman has behaved.

 A salesman following these steps will have a higher chance of being successful with his
customers.

 Advertisement is the commonest source from which recruits are obtained.
 Employees can buy shares of the company at a discounted price.
 Management must determine the amount of compensation a sales person should receive
on the average.

 Many researches have been conducted to find the general qualities which make a good
salesman.

 Most companies use job evaluation systems to determine the relative value of individual
jobs.
 Straight commission with sales persons paying their own expense. Advances may or may
not be made against earned commissions.
 The greatest advantage of the interview is that you can now see what he looks like and
check if he has any undesirable expressions.
 To control price cutting by sales personnel, some companies base commissions on gross
margin.

10.9 Keywords

A Self-starter: A salesman is often on his own, particularly the travelling salesman. He must
therefore be able to work without constant supervision.
Advertisement: Advertisement is the commonest source from which recruits are obtained.
However, the advertisement should be sufficiently detailed so that you are not deluged with a
large number of undesirable or inappropriate applicants.
Industrial Salesman: Salesman who deals with the industrial market, i.e. deals with organisations
who buy goods and services to produce other products or services which are thereafter sold
again to others.

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