Marketing assignment on: Personal Selling

Sales ManagementQ1. Why is personal selling so important in a time when technology is seemingly replacing people?

Ans1. Personal Selling refers to one of the most important aspects of the promotion mix. This refers to one of the most effective as well as efficient tool for promotion. Personal selling has been referred to as one of the most crucial aspects due to the following reasons discussed as follows:

Þ    Flexible tool

Personal selling has been referred to as one of the most flexible promotional tool which would help to communicate with an individual or a group of people at large. This refers to an impersonal form of communication. With the applicability of personal selling, the sales representative would be able to use one of the most flexible means to advertise the product. The sales representative would be able to tailor the characteristics or features of the product based upon the needs, motive as well as the attitudes of the target audience (Ingram, Avila & LaForge, 2009). The target audience would be able to perform the various adjustments at a particular given point of time. This method of communication would be referred to as one of the most effective as well efficient means to communicate & persuade regarding the product to be sold.Þ    Minimum wastage of efforts

The second benefit of using personal selling as one of the methods to communicate regarding a particular product as technology is being replaced by people would be in regards to the wastage of the efforts. With the help of personal selling, the sales representative would be able to focus upon a particular target group as well as ponder upon the potential customers. By using this method of communication only the potential or the prospective target group would be focused. Whereas on the other hand, with the help of technology the entire target group would be communicated. This would lead to high levels of wastage of the efforts (Hen, 2009).

Þ    Continuous feedback

Personal selling would help in order to provide continuous feedback & helps to practice two way communications with the target group (buyer & seller). This refers to one of the most helpful & efficient means which would help to understand the needs, tastes, preferences of the customers. This would help to provide fair knowledge regarding the tastes, attitudes of the prospective or potential target customers.

Þ    Helps in providing proper advertisementPersonal Selling would help in order to provide proper advertisement to its target group regarding the product to be sold. Personal selling would also help in order to persuade the customers to buy the product at a specified price. Proper advertisements would help to attract more number of customers & retain them in the best possible manner (Hen, 2009). With the help of personal selling advertising method, the various doubts & queries of the customers could be resolved hand to hand. Personal touch would help in order to support advertising of the products & services. The sales representatives would be able to educate the customer regarding its current product offerings along with the new products to be launched.

Þ    It educates customers

Salesmanship is not simply a tool of convincing people to buy certain products. It assists customers in satisfying their wants. A salesman provides: information, education and guidance to customers. He handles their complaints and assists them in getting value for their money. He can clear their doubts on the spot.

Þ    Face-to-Face interaction & Flexibility:

Personal selling would also help to provide face to face interactions & practice more flexible ways to sell a product. With the help of personal selling, the sales representatives would be able to get along face to face interactions with the sellers. With the help of personal selling the sale people would be able to brief the customers with the attributes, features of the products & face as many queries as possible (Hen, 2009). The sales representative would be able to resolve the queries instantly.

Q2. How would you define sales ethics, and why is this topic receiving so much attention today?

Ans2. Ethical issues are also known as Business issue which might arise within the organization. Ethical issues majorly arise in such type of sectors which deal with the buying & selling of the products. When the sales people are required to sell a particular product an agreement must be followed (Ingram, Avila & LaForge, 2009). The product would not be sold if the ethical issues would not be followed. Business or corporate ethics refers to the type of ethics which would comply with the various principles, policies & create an environment to sell the products & offer the services. With the applicability of the various ethical principles, the business organization would understand the behavior of the enterprise & adopt various methods to sell the product (Ingram, Avila & LaForge, 2009).

Ethical issues have been rendered to as one of the most embracing concepts which helps the business to run in the most effective & efficient manner. Ethical aspects refer to the way with which all the organizations would be able to rise in the future years to come (Shaw, 2010). This refers to one of the most vital parts of the business as well as develops relationships all across the globe. These practices would also help in order to attain success & increase the levels of profitability of the business houses. The topic ethical issue is one of the most talked about topics due to the following reasons (McCarthy, 2002).

Þ    Reduce the malpractices in business entity:

It has been noticed that, various business houses use malpractices or unfair trade means such as hike in the pricing, selling of imitated products, adulteration, black marketing, adulteration, etc. This would lead to various types of problems for the consumers. Business ethics should be followed by the enterprises which would help in order to reduce the malpractices (Hen, 2009).

Þ    To safeguard the rights of the consumers:

Customers have different types of ethical issues attached with them. They would be quite helpful to raise certain issues based upon health & safety, to be heard, representation, to redress, to be well informed, to choose amongst the various alternatives available (Shaw, 2010).

Þ    Relive the confidence of the consumers:Business ethics would help in order to regain the confidence of the consumers in terms of quantity, quality, prices offered to buy or sell a product. The target group would have high levels of trust & confidence with those business houses which would follow high ethical rules & keep away themselves from the issues, etc (McCarthy, 2002).

Þ    Protecting employees and shareholders:

Business houses would be required to safeguard as well as protect the interest of the customers, dealers, employees, suppliers, stakeholders, etc. The business houses should try to protect the organization from exploitation of the various practices (Shaw, 2010).

Þ    Develops good relations:

Using ethical aspects would help in order to develop good as well as cordial relationship with one another. This would also help in order to create better relations within that particular sector or industry type. The society would be able to be treated with the best of products, services in a long run at nominal prices (Nick, 2011). This would also help in order to raise the profits within the society which would lead to an increase in the overall growth of the economy.

Q3. You are the Sales Manager of a chocolate manufacturing company. Upon reviewing the half yearly figures you notice that there has been a decline in sales. What would you do to motivate your sales representatives so that they can reverse this decline?

Ans3. Being the sales manager of a chocolate manufacturing company, the following strategies should be followed which would help to motivate the sales representatives & reverse the decline in the levels of sales. Motivation refers to the driving force which would help the people working in the organization to generate high levels of revenue. Irrespective of the industry type, the sales representatives should be motivated in such a manner that would help to achieve high levels of power, ego, etc (Nick, 2011).

The following strategies should be used in order to motivate the sales representatives. They are as under:

Þ    More capable employees must be hired which would help to achieve the main goals of the organization. More effective as well as efficient employees should be hired with right type of skills to perform the various activities as well as reverse the decline in the levels of sales (Duska, 2007).

Þ    A structured training guide should be distributed amongst all the sales representatives. The sales representatives should be trained in such a manner which would help in order to locate the main reasons for the decline in the levels of sale & work upon it. Different training methods should be adopted within the organization. This would help to train the sales people as well as see the various ways with which different situations could be handled.Þ    Timely & adequate compensation should be allowed to the sales people within the organization as without paying the same would have various adverse impacts over the organization & the levels of sale (Duska, 2007). Proper commission over the sales unit shall be provided to them time to time. This would help the sales representatives to focus on the accomplishment of the organizational goals. Realistic goals should be formulated which would be easy to achieve. This would help to motivate each sales personnel within the organization & thereby lead to an increase in the revenue of the firm.

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