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Essay about role of sales person
Review of literature on sales promotion
Review of literature on sales promotion
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Recommended: Essay about role of sales person
CHAPTER 2
LITERATURE REVIEW
2.1 Introduction
The purpose of this research is to examine the factors that influence salesperson performance among salesperson in Global Electromech (M) Sdn. Bhd.. The variables that have been chose in this research are gender, perceived trust, perceived adaptive selling performance and perceived product expertise. The literature review will be used to develop theoretical framework for this study.
2.2 The Concept of Salesperson Performance
Sales is occur when seller or owner of the good run an activity involving selling of products or services in return of money or other benefit. Sales department plays an important role to increase and retain the sales performance. Normally, they are using promotional tools such as advertising, sales promotion, direct marketing, public relation as well as personal selling (Pendhakar and Pandey, 2008).
In this research, we are emphasizing on personal selling as the most effective tool which able to affect sales performance. According to Pendhakar and Pandey (2008), the sales tasks are
a) Sales planning, forecasting and budgeting
b) Sales associate development
c) Designing the sales territory
d) Training the sales force
e) Motivating and leading sales force
f) Compensating the sales force
g) Evaluating sales force performance
h) Sales report
It has proven that salesperson is an important agent in organization. Sales manager need to train, motivate, lead, compensate and evaluate salesperson to ensure the sales performance is improve.
Based on Anderson and Oliver in Zalocco, Pullin and Mallin (2011), sales performance is evaluated based on unit sales and immediate revenue from customer loyalty, customer satisfaction, long-term relationship management and cus...
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An Integrative Review and Meta-Analysis of the Empirical Literature. Journal of Business Research 44, pg 93-107.
Palmer, A. & Bejou, D. (1995). The effect of gender on the development of relationships between clients and financial advisers. International Journal of Banking Marketing, pg 18-27
Dion, P.A., Easterling, D. & Javalgi, R. (1997). Women in the Business-to-Business Salesforce: Some Differences in Performance Factors. Industrial Marketing Management, pg 447-457
Siguaw, J.A. & Honeycutt, E.D. (1995). An Examination of Gender Differences in Selling Behaviors and Job Attitudes. Industrial Marketing Management, pg 45-52.
Reeves, H. and Bade, S. (2000). Gender and Development: Concept and Definition. Bridge
Development-Gender, page 8-9.
Esplen, E. and Jolly, S. (2006). Gender and Sex: A sample of definition. Bridge
Development-Gender, page 2.
The sales department would need information such as prices of products so that they can inform customers. They would also need to know if certain stock is available before talking to customers about that product. Marketing This function of the business is responsible for identifying the needs of customers and fulfilling the customer desires profitably. In other businesses sales and marketing may be combined into one department but
At birth, we are a blank slate, regardless of gender. We are introduced into a world that wrongly believes gender defines who we are and what we shall be. Everything we see, hear, taste, smell, and feel impacts our minds and how we react. Therefore, behaviors between the sexes are learned from our interactions with the opposite sex and how we, as individuals, see our world. In the literary piece, The Distrust between the Sexes, Karen Horney asks this question: “…What special factors in human development lead to the discrepancy between expectations and fulfillment and what causes them to be of special significance in particular cases” (Horney)?
Upadhyaya, Preeti, and Lauren Hepler. "Why hiring women may make your business more money."Silicon Valley Business Journal [San Jose] 11 September 2013, n. pag. Web. 13 April 2014.
A market leader must embrace the five business priorities and make them part of his daily routine as well as his or her long term career plan. The first characteristic involves the prioritizing of people. People inside the organization as well as the customer on the outside are valuable. Communication with people is a key factor. A market leader must have open communication with those on the inside and outside of the organization. Employees must feel free to express their thoughts and concerns. I if the employee feels that they have be heard, then they will have a more positive attitude toward the organization and thus be more productive. Likewise the communication path must be open for the customer. Customer feedback is essential in determining the public outlook toward the organization. If there is no way of obtaining customer feedback, opportunity for improvement is lost. A second characteristic of a market leader is the ability to define strategic objectives. Strategic objectives are made up of plans and goals. One must be able to develop plans and goals for the near as well as the distant future. Plans are the means to achieve goals. The EMS Officer must develop a set of goals and a timeline in which to accomplish them. To obtain the goals the EMS Officer must develop a plan and through communication and collaboration obtain employee buy in. These goals must be
Personal selling will be measured in both qualitative and quantitative terms. Salespersons will have to fill reports regarding the interlocutors behaviour and product knowledge.
Perry, D. G., & Pauletti, R. E. (2011). Gender and adolescent development. Journal of Research on Adolescent, 21(1), 61-74.
Company sales are important even if you are not interviewing for a sales job. If you have reviewed several years of annual reports, you can easily see if the company's sales have gone up or down. Asking questions about the company's sales during an interview scores lots of points because it shows you have done your homework.
Promotion: this is to tell the customers that the products or services that is available by advertising will encourage the customers to buy the products or services by offering promotions. Sales: this provides that the goods and services are suitable to customers that they need or want. This area of department involves making sales. This function helps Sainsbury's to achieve the objectives. The way they manage to do this is by increase their sales so that it increases its market share or market segment.
Kotler, P., & Keller, K. (2012). Marketing management (14th ed., Global ed.). Boston, [Mass.: Pearson.
The sale department focuses on the sale of the car i.e. how much the cars are going for etc. Also the sales department helps ford organisation customers with a variety of ways of buying the cars for example if a customer wanted to buy a car but the different of ways which the customer can pay is simple from monthly payments to weekly payments.
This paper presents a case study regarding Omega Inc., which has a contract sales force for its products. The contractors are employed by independently operated franchised dealers and do not work directly for Omega. Recently, Omega provided a training program for the sales force designed to improve sales performance and the franchisees instituted a performance management system to measure goal accomplishment. There are six primary steps in a performance management system and this paper will review five of the six steps as each relates to the subsequent step.
Harvard Business Review. Women in the Workplace: A Research Roundup. n.d. 15 November 2013 .
Managing diverse groups to achieve a cohesive philosophy and consistency of performance is what is required of today’s corporate leader. Evidence shows that women and men are as adept, or as bad, as each other at responding to this challenge.
A sales manager has many responsibilities such as spreading product to customers, setting sales areas, goals, and analyzing sales data (“Sales Manager” What’s para. 1). Although a sales manager performs many duties, people in this position will also set a sales goal for the year, and will build a sales outlook on what they will do in the upcoming years (“Sales Manager” Sokanu para. 1).A person in this position will also manage where the goods and products their company will be distributing by giving certain sales area where a salesman will work and sell the product (“Sales Manager” Sokanu para. 2). During work time, a sales manager may be asked to hire and train a new salesman added to his team (“Sales Manager” Sokanu para. 3). Occasionally, a sales manager will interpret sales statistics in a specific area when looking where to assign certain salesman to a sales territory (“Sales Manager” Sokanu pa...
Reese, C. (2000). Biological Differences Establish Gender Roles. Male/female roles: opposing viewpoints (pp. 18-19). San Diego, Calif.: Greenhaven Press.