Page 163 - DMGT205_SALES_MANAGEMENT

Unit 10: Managing Sales Personnel

Job Description: This describes the job in detail, indicating what the salesman will have to do Notes
including the difficulties that he may have to face in selling the company's products.
Personal Selling: Oral presentation by a salesman in a conversation with one or more prospective
purchasers with a view to effect the sale.
Sales Management: The planning, direction and control of the personal selling activities of a
business unit, including recruiting, selection, training, equipping, assigning routing, supervising,
paying and motivating as these tasks apply to the salesforce."

10.10 Review Questions

1. The aim of training is to make the sales person more competent to the assigned job. How
will you identify the training needs of a salesman?
2. What are the various methods of training a salesman?
3. How should a proper training programme be executed and evaluated?

4. What is the difference between the contest for a customer and for a dealer? Describe with
examples the sales contests for Cricket World cup, 1999.
5. Examine the salesman recruitment and selection process in a large and a small company.
Compare how the selection processes differ from each other. Examine the reasons for such
difference.
6. Oracle's turnaround was rapid and dramatic, but was their marketing success the cause or
the effect of other important changes. Discuss.

7. If Oracle continues to apply aggressive sales tactics, despite the high rate of customer
retention, what can we assume about its customers and the future of the business sector?
8. What changes would you make to Oracle's marketing strategy to avoid the problems they
appear to face?
9. Describe the recruitment and selection of sales man.
10. Explain the importance of developing a new attitude in selling.

Answers: Self Assessment

1. Sales force 2. Compensation

3. Personal 4. Credit
5. Exemplary 6. Firms
7. Straight

10.11 Further Readings

Books AAmerican Marketing Association, A Glossary of Marketing Terms, Chicago, 1960.
Autvin, William, H, Advertising, Mc Graw-Hill Book company, New York.

Bartels, Robert, The History of Marketing Thought, (2nd ed.) GRIDINC, Columbus,
Ohio, 1976.

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