Term Paper on "Sales Management and Emarketing"
Term Paper 4 pages (1757 words) Sources: 0
[EXCERPT] . . . .
Sales Management and e-MarketingHow can companies best use the Internet as a training tool for their sales
people? Is this a good use of the technology?
Given the advances in rich media presentation technologies including J2EE
programming languages (Java) and support for exception-based browser
updates through the use of AJAX technologies, online training systems for
evaluating salesperson's abilities and also teaching them new sales skills
have become very popular globally. Using the Internet to first test a
salesperson's innate abilities to sell is an excellent use of this
technology, specifically focusing in on role-playing and evaluating the
judgment of potential sales representatives. The basic mathematical and
statistical concepts can also be evaluated using Internet-based
applications. In addition, simulations of actual bidding and pricing
scenarios can greatly enhance the ability of hiring companies to evaluate
potential candidates. There is also the added benefit of seeing how well
candidates express themselves in writing by giving them scenarios to write
a letter back to a customer about a potentially stressful situation.
Seeing online what the salespersons' true knowledge is can greatly
alleviate interviewer bias as well, as Internet-based testing takes the
persons' race, color, creed and gender completely out of the consideration,
which is by far the fairest type of screening there is. In summary, this
is an excellent use of Internet-based technologies, as i
download full paper ⤓
companies with the opportunity to evaluate potential prospects without
having to manage the testing process manually, it can be done
electronically, testing potential employees directly over the Internet at
their convenience as well.
A new office supply company, selling B2B, is about to hire its first sales
people. You have been assigned to develop selection procedures to evaluate
applicants for the job as new sales personnel. What will you likely do? How
will your selection procedure differ if you are hiring sales people for
personal selling/outside sales or inside sales?
The key criteria that need to be used in the hiring evaluation process of
B2B sales people are significantly different than those that would be used
for personal selling, outside sales, or inside sales. For B2B salespeople,
there needs to first be a much more of a focus on solution selling, less of
a focus purely on just completing the transaction. In addition, as sales
cycles for B2B products can be over a year in length, it is critical that
B2B salespeople also have previous experience managing more complex sales
engagements. The ability to also create solutions for customers based on
integrating products and systems together unlike they have been done before
also requires a high level of product knowledge on the part of the B2B
sales person. What emerges from these requirements then is a set of
evaluation criteria that specifically looks to quantify how well
prospective employees can manage multiple, often conflicting priorities,
their natural skills at project management, and most important, their
ability to quickly ascertain complex needs and specific solutions for them.
Part project manager, part customer advocate and solution architect, the
B2B sales person must be tested for a unique set of needs if they are going
to succeed.
Personal selling and outside sales representatives on the other hand do not
require such a long-term orientation or as much technical expertise, yet
these salespeople do require a very high level of communications skill and
the ability to quickly ascertain customer problems. Personal selling
representatives also require a very high degree of autonomy and ability to
get work done on their own - they require high levels of intuitive.
Inside sales representatives need to be more adept at building
relationships internally and working on cross-functional teams to
accomplish tasks for their clients. Like the outside sales
representatives, inside sales representative candidates must also have a
very high level of intuitive as well. The attributes of being able to
quickly get solutions in place for customers, build and strengthen key
partnerships through the company to gain cooperation to solve customers'
problems, and the ability to define entirely new solution sets based on
knowledge of the company's products are all critical.
Most sales managers design their compensation and incentive programs to
achieve specific goals. What goals are best achieved with commissions? What
goals are best achieved by using incentives? How will employees from
different demographic groups respond to different compensation and
incentive programs?
The use of commissions and incentives are commonplace in both B2B and B2C
selling professions. For many companies the use of commissions is used to
reward keeping the price as high as possible, and in certain B2B selling
scenarios, commissions are also used to reward salespeople who keep gross
contribution margins high as well. Commissions also can be a relatively
high percentage of the sales price of a product or service, leading some
companies and industries to base compensation for salespeople purely on
commission alone. Typically on big-ticket items where price is relatively
set and the salesperson is incented to get the highest price possible,
commissions are often used.
Incentives on the other hand are often more short-term in nature and
focused on only one specific product or service for just a short length of
time. Incentives can range from cash payments for increasing sales
(sometimes called spiffs in sales jargon) or to point-based contests where
the salespeople can win a trip or some larger, valuable prize. Incentives
almost always have an immediate impact on the salesperson's income or
stature in the company.
Different demographic groups respond significantly differently to
commissions and incentives. Straight commission sales jobs often require
much sales prospecting, much cold calling, and lots of activity to keep a
salespersons' income at a specific level. Typically salespeople just
starting out, younger, and wanting to prove themselves in sales take
commission-only jobs. From an income standpoint this is a sales position
that can be very lucrative and then completely lacking in income, and as a
result many who participate in commission-only sales positions have few
financial responsibilities. The fluctuation in income is too great for
those salespeople who may have many other financial responsibilities. The
demographics of those salespeople who are attracted to incentives spans
across age and income groups, with the specific nature of the incentive
being the most critical aspect of the attractiveness to a given demographic
group.
Every week there are hundreds of ads for non-retail sales jobs on job sites
like Monster.com. Pick a Canadian ad from Monster.com or another site, and
provide a list of advantages and disadvantages of this job as part of a
sales career. (you must include a copy of the ad, or its text, in the
answer)
Link:
http://jobsearch.monster.ca/getjob.asp?JobID=56989981&AVSDM=2007%2D08%2D16+2
2%3A01%3A59&Logo=1&fn=10&lid=229&cy=CA&dcjvlid=229
The position of Agent Account Manager for Xerox Corporation has the
following advantages and disadvantages from the standpoint of helping to be
a stepping stone in a career.
First, the advantages include Xerox's excellent training programs in sales,
which are considered among the best in the industry. There is also
extensive role-playing and assistance with prospecting, sales cycle,
closing, and account maintenance techniques that Xerox provides as part of
its training. Second, the product training that Xerox provides to its
sales staff is also exceptionally good. It would be useful to anyone's'
sales career to see how Xerox manages the product and sales training
function as well. Third, Xerox is considered an excellent company and
would add value to any resume. Fourth, the position is taking over
existing accounts and prospecting for new ones, which means the sales
representative will have the chance to expand their sales network over time
both with customers and prospects.
The disadvantages include the fact that Xerox is by nature very
hierarchical and times can be inflexible in allowing for creativity in
sales and account strategies. The culture of the company could be
difficult to work in if a person likes much freedom in how they do their
work. Second, the job doesn't appear to require much creative thought; it
is a job that requires a person very strong at and motivated for completing
exectuoin-level sales strategies. For anyone who is a conceptual thinker,
this could be a challenge to stay focused. Third, Xerox is known for
having very high quotas and to attain the maximum income possible this job
will most likely require 50 - 60 hour weeks or more to accomplish the total
income potential available. Fourth, small businesses tend to expect high
levels of service for little price; which means this job could easily turn
into being in account maintenance roles with existing clients if the sales
rep allows that to happen. In summary, the job will require much work and
commitment and the sales rep will need to balance support for existing
accounts with the growth of new ones, as existing accounts will take all
their time if the rep is not careful.
Sales people are commonly evaluated using both subjective and objective
methods. For what performance attributes is each method preferable? Which
method is more important? Why?
Both subjective and objective measures of sales performance are critical in
evaluating… READ MORE
Quoted Instructions for "Sales Management and Emarketing" Assignment:
i want the ***** usernumber: ***** to do my paper, and each question should be at least half page. and i dont want too many quotes, thanx
1. how can companies best use the internet as a training tool for their sales people? is this a good use of the technology?
2. A new office supply company, selling B2B, is about to hire its first sales people. You have been assigned to develop selection procedures to evaluate applicants for the job as new sales personnel. What will you likely do? How will your selection procedure differ if you are hiring sales people for personal selling/outside sales or inside sales?
3. Most sales managers design their compensation and incentive programs to achieve specific goals? what goals are best achieved with commissions? what goals are best achieved by using incentives? how will employees from different demographic groups respond to different compensation and incentive programs?
4. Every week there are hundreds of ads for non-retail sales jobs on job sites like Monster.com. Pick a Canadian ad from Moster.com or another site, and provide a list of advantages and disadvantages of this job as part of a sales career. (you must include a copy of the ad, or its text, in the answer)
5. sales people are commonly evaluated using both subjective and objective methods. for what performance attributes is each method preferable? which method is more important? why?
How to Reference "Sales Management and Emarketing" Term Paper in a Bibliography
“Sales Management and Emarketing.” A1-TermPaper.com, 2007, https://www.a1-termpaper.com/topics/essay/sales-management-e-marketing/23080. Accessed 5 Oct 2024.
Related Term Papers:
Sales Management and Emarketing Term Paper
Sales Management and e-Marketing
"B2B selling is the easiest job around. B2B buyers need to buy the product
and B2B sellers need to sell it. It's just a matter of… read more
Term Paper 3 pages (1175 words) Sources: 0 Topic: Advertising / Marketing / Sales
Marketing on the Internet Term Paper
E-Marketing
Rockwell's Cafe and Bakery E-Marketing Assessment
Small and medium businesses (SMB) often see the Internet as a luxury, not a necessity, and as a result significantly reduce the opportunities… read more
Term Paper 6 pages (2438 words) Sources: 4 Style: MLA Topic: Advertising / Marketing / Sales
E-Business E-Marketing Models Term Paper
E-Business
E-Marketing Models
The intent of this document is to illustrate two of the more prevalent e-Marketing Models, which are Merchant Model and the Manufacturer Model. In the Merchant model,… read more
Term Paper 3 pages (998 words) Sources: 1+ Topic: Advertising / Marketing / Sales
Marketing and E-Marketing Integrating Professional Writing
Marketing and e-Marketing
Integrating Marketing and e-Marketing
For many companies the question of if they ought to integrate marketing and e-marketing is often answered by the more urgent question, and… read more
Professional Writing 2 pages (593 words) Sources: 1+ Topic: Advertising / Marketing / Sales
Barriers to the Growth of E-Marketing Term Paper
Marketing
Barriers to the growth of e-marketing e-marketing
Barriers to the growth of e-marketing
The field of marketing has been revolutionized by the internet and the world of online networking… read more
Term Paper 7 pages (2513 words) Sources: 12 Topic: Advertising / Marketing / Sales
Sat, Oct 5, 2024
If you don't see the paper you need, we will write it for you!
We can write a new, 100% unique paper!