Sales management Essay Example | Topics and Well Written Essays - 1500 words

Sales management - Essay Example Before the sales representatives go to the field, they have to acknowledge the approaches they can use to deal with different consumers. The electronic business should invest in regular training to make the workers familiar with the products offered by the company. Training is also vital because it enables the sales representatives to acknowledge the sales policies and processes. Some consumers are very rude. Consequently, failure to handle them makes sales representative appear rude. This may result into poor relationship between customers and worker. Moreover, it can make the firm to lose many consumers leading to low sales. The sales representatives should be trained on how to ignore rude customers. For example, customers may complain about things that do not involve the sales persons such as business policy or the prices of items. Workers should let the customers complain without responding to their complaints and express their regrets for any inconvenience later. Workers should receive sufficient training on approaches to address the polite customers to maintain good relationships with such customers (Overell 2003). Managers should equally stimulate consumers to be cooperative and committed to their work. They should set strategies for motivating the workers after seeking their opinions. Some of the common ways of inspiring the workers entail compensating and rewarding them. Managers should reward the workers by recognizing their efforts. This may entail praising them before other sales representatives or increasing their pay. Moreover, the managers should compensate the sales representatives who work extra time. For instance, some customers may set appointment times that are outside the usual working hours. Such workers who work beyond the working hours should be compensated by increasing their pay or other forms of compensation. Praising the workers and compensating them will increase the level of commitment and cooperation in the work places. Additional ly, the motivated workers will stop missing the scheduled appointments (Susan 2004 13). The managers need to create and maintain good relationships with the sales representatives. The relationship between workers and their leaders in the work places determines the communication between customers and workers. Good relationship may be created by involving the sales representatives in the decision-making process. This will make the personnel feel appreciated and contented consequently enhancing their productivity. The managers should also treat the sales representatives with courtesy and always acknowledge their presence and contribution. The managers should also comment on the work in private whenever it needs improvement (Garg & Rastogi 2006 577). Question 2 Globalised trade, high foreign investment and increase in cross-border transactions are putting a lot of pressure on businesses. This has forced businesses to devise innovative measures to allow them continue marketing their prod ucts and services. These measures include maintaining good and close relationship between the business and customers. This is difficult in the competitive environment because customers demand more choices than before. Consequently, for a business to meet customer demands and improve loyalty, it needs to access accurate and current customer information. This is possible with the application of the internet that is an ultimate communication tool. Using the internet can support businesses in maintaining customer loyalty because