Sales Management
Sales Management
Ashley Cain
March 18, 2013
MKT/445
University of Phoenix
Sales personnel performance can be very difficult to manage based upon the type of business that is being run and along with the job responsibilities. Management techniques are basically the strategies that managers put into place in order to manage behaviors. There are numerous management techniques that can be effective. There are also many different tools that managers utilize to keep their business running properly and generating business. The first management technique that is vital to the success of any business is hiring. This is initially where it begins and there are many different priorities that go into hiring. The first aspect of hiring for any company would be to determine what you are hiring for. Each position is going to need a different skill set, therefore what you are looking for in a sales associate would be completely different than what the company may be looking for in a stock associate. Once the company determines the position then they will need to determine the skill set that is required. For example, when Victoria’s Secret is hiring a stock associate the skill set needs to be strong with organization, speed and efficiency, and overall just very task oriented. However, when the company is looking for a sales associate to sell bras, that person needs to be very personable and completely customer focus driven. Ensuring that the right behaviors are in place when completing hiring, can definitely set the company up for success or failure. The next management technique would flow into training. Now that the company has hired the correct individual, it is up to the management to ensure that the training is thorough and accurate to set that associate up for success. “The training process is a vital link in the process of converting the recruit into a productive sales representative. It has been estimated that U.S. companies spend over $7 billion
Ashley Cain
March 18, 2013
MKT/445
University of Phoenix
Sales personnel performance can be very difficult to manage based upon the type of business that is being run and along with the job responsibilities. Management techniques are basically the strategies that managers put into place in order to manage behaviors. There are numerous management techniques that can be effective. There are also many different tools that managers utilize to keep their business running properly and generating business. The first management technique that is vital to the success of any business is hiring. This is initially where it begins and there are many different priorities that go into hiring. The first aspect of hiring for any company would be to determine what you are hiring for. Each position is going to need a different skill set, therefore what you are looking for in a sales associate would be completely different than what the company may be looking for in a stock associate. Once the company determines the position then they will need to determine the skill set that is required. For example, when Victoria’s Secret is hiring a stock associate the skill set needs to be strong with organization, speed and efficiency, and overall just very task oriented. However, when the company is looking for a sales associate to sell bras, that person needs to be very personable and completely customer focus driven. Ensuring that the right behaviors are in place when completing hiring, can definitely set the company up for success or failure. The next management technique would flow into training. Now that the company has hired the correct individual, it is up to the management to ensure that the training is thorough and accurate to set that associate up for success. “The training process is a vital link in the process of converting the recruit into a productive sales representative. It has been estimated that U.S. companies spend over $7 billion
References: WebFinance. (2013). Business Dictionary. Retrieved on March 18, 2013 from http://www.businessdictionary.com Spiro. R., & Rich. G., & Stanton. W., (2008). Management of a Sales Force. Chapter 7. Developing, Delivering, and Reinforcing a Sales Training Program. McGraw-Hill. Spiro. R., & Rich. G., & Stanton. W., (2008). Management of a Sales Force. Chapter 8. Motivating a Sales Force. McGraw-Hill.