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1.) The Olympus Sportswear Australasia NSW sales force consists of four salespeople with each of them are allocated in different geographical regions and vary in market potential. Olympus uses the permanent sales force in NSW to support an order taking strategy. Order takers is a salesperson who contacted store personnel but did little creative selling and the orders are basically rebuy such as selling sportswear to retail stores (Moncrieft 1988, p.162).   In this case, the NSW sales force did not take the efforts to do the activities in the first phase of business-to-business selling process which prospecting. In this phase, the salespeople have to identify opportunities of new customers in the region and identify and matching the customers’ needs. The NSW salespeople typically morning pattern is that they make telephone calls from home and it only takes one hour. In this time frame, the salespeople can only call the current customers but would not make call to the potential customers. After that, they will make a visit to meet the customers but if the customers are not free they will just leave the order form behind or delay the meeting to next time. They had ignored the second phase of the selling process because they did not present the proposal and attempt to win the business. The NSW salespeople also visit the retailers every three weeks to get the reorders but no sales presentation is done. Based on this, creative selling is not performed frequently and that the products being sold are basically nontechnical and the order taker resupplies customers periodically with the product being sold and handles problems with the order (Moncrieft 1986, p.268).   Olympus Australasia can introduce the order getter forms of personal selling to the NSW sales force. Order getter encourages creative selling efforts of the sales people which is different compared to the order taker. For an example, the order getter kind of salespeople they will not only keep the current... [continues]

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