QUESTION
Words limit: 450 – 500 each question
Q.1 You have recently been promoted from a Sales Representative to a Sales Manager. Describe some of the difficulties that you may encounter in your new position.
Q2. Why is personal selling so important in a time when technology is seemingly replacing people?
Just need our opinions and some research online Journals .
SOLUTION
Q1. You have recently been promoted from a sales representative to a sales manager. Discuss some of the difficulties you may encounter in your new position.
Ans. 1 Sales Representative is among one of the ground level position offered to a fresher. Hence we can understand that the position has lot to learn but at the same time is not very tough to handle. It is a position that has a lot of exposure with very little power. The responsibility that is given to a sales representative is basically the responsibility of the Sales Manager. (Arthur 2000,12:15)
Sales Manager is a position that is a level higher to a Sales Representative. But the change in position also comes along with a huge lot of responsibility, power and tasks that are difficult to achieve. In the initial few months in the new position of a Sales Manager, the manager encounters many difficulties. (Danny 2003,34) During the time of a sales representative, a manager only gets to feel the work, responsibility and power but actually can’t execute them. But a sales manager has the power to do all of that. With power comes responsibilities and with responsibilities come huge work load that becomes difficult for a new sales manager to handle.
A sales manager’s role is to guide the sales people in his team. He needs to guide them in a way so that they can help him achieve his targets. Basically a sales manager achieves all his targets through the sales team he creates. Handling the sales team is extremely difficult. Most of the times the sales people in the team are young individuals who are just out of college. Hence they fail to understand the importance and seriousness of their work. They engage in fun and frolic leaving the sales manager in deep trouble. The sales manager has to make them understand the worth of their job. A proper guidance with motivation is not always easy to impart. But the sales manager has to do that to secure his own target. As sales job is not office bound, the sales team are driven out to work in the field. Most often than not, the sales people go out in the name of work but does not work at all. They roam and make merry but does not make calls. So the sales manager has to keep a track on them either by calling them asking about the calls they made or literary by following them to their calls. Anything that his sales team does is the responsibility of the sales manager. Most of the times the sales people go and create problems in the offices they visit or say something that should not have been disclosed. It is the duty of the sales manager to cover and manipulate the mistakes his team has made. He also needs to be harsh at times with his team to get work out of them. Amidst so many problems the sales manager needs to be patient and inspirational to motivate his team always. This is quite a tough thing to do for a new Sales Manager. (Waan 2009,10:15)
Q2. Why is personal selling so important in a time when technology is seemingly replacing people?
Ans 2. To know the importance of personal selling, it is essential for us to know what exactly personal selling means. It is the direct and face to face communication between the sales person and a prospective buyer. (Liza 2010,22) Personal selling is becoming immensely important in this technology governed world. Many companies have come up with online shopping, telephone shopping and even television shopping. But it has been seen that the customers for these are not as high as shopping from a shop. There are still many people who love the touch and feel concept of buying. But at the same time in this competitive world, time constraint is the biggest hindrance for prospective shoppers. So they order something via internet even if they are not very convinced with it. In this scenario the roles of personal selling come in the picture. There are times when shoppers get confused with the utility of the product or with the size and quality. In these cases too personal selling helps.
Personal selling is very important when a product is very expensive. People think twice before buying that. Most of the time being perplexed with the worth and value of the product they refuse to buy it. In such a situation if personal selling is done to tem it becomes easier for them to understand. Assistance and a bit of convincing and coaxing help the product to sell. Personal selling also helps a lot when the product needs to be custom made. In custom made products, there has to be a personal seller who would assist the customer, give him ideas and also tell him about the availability of the materials for it. (Venessa 2008,45) Only then a customer will take a risk of buying something that is customized. When the market is restricted and very fewer customers are there for the product personal selling helps to convince the buyers to take the product. With smart and effective communication a personal seller can easily sell a product that is difficult to sell. When a product is technically manned, often a customer fails to understand it’s working. In this condition if a personal seller assists the prospective customer and makes him understand how the product works, it will be beneficial for the customer to buy it. Therefore demonstration of technically manned product is very important. (Jilly 2007) When the market is concentrated and not wide spread personal selling helps to make the sales.
In this world of technology where humans are being replaced by them, it is very important to develop a personal relationship with the customers have a sustained sales. Through technology a product can be sold, but it can’t go on for life. Human touch and interaction with amicable nature is required for by people to develop an attachment with a company. Only then brand loyalty will come forth.
REFERENCE
Arthur.2000, “Sales Management”. Importance of Sales Management. Volume 2 ,pp.12-15
Danny 2003 “ Basics of Management”. Role of a Sales Manager.,edition 6th, pp34-35
Waan 2009. “ Business Management”. Difficulties of a Manager,pp.10-15
Jilly 2007. “Marketing Management”. Personal Selling.,pp. 22-27
Venessa 2008 ,“ Importance of marketing in life”. Direct Sales, pp.45-47
Liza 2010. “Implication of Marketing”. Importance of personal selling in today’s world.pp.34.
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