SELL Study Set 5

Answer:

Sales management leadership is a combination of sales management and sales leadership.
Sales management gives weightage to planning, implementation, and control of sales management process. However, sales leadership emphasize on those activities, that influence others, to achieve shared goals, and to develop an organization.
Following changes can be made in the Sales management leadership :
• Various styles of leadership such as transactional leadership and transformation leadership can be emphasized.
A transaction leadership gives importance to the use of rewards, and punishments, that are incorporated as per the employee's job performance.
A transformation leadership concentrates on hiring inspiring employees that engage in certain behaviors, and perform exceptionally well.
• Viewing the sales leadership carefully : Companies could focus on the relationship between the sales manager, and the salespeople. When a sales manager and the salespeople have strong relationship, it creates a positive impact on salespeople's job satisfaction, Goal commitment etc.
• Analysis of important dimensions: The important aspects of transformational leadership such as setting a vision, emerging as a role model or providing intellectual motivation could be analyzed thoroughly.

Answer:

The current sales organization often faces major problem. Following are mentioned below:
• It is often seen that salesperson does not take efforts, to resolve the customer's complaints. They often show lax attitude in addressing the customer's problem. For example , late delivery of products, damaged merchandise or invoice errors.
• Salesforce does not attempt or even take out time to fully explore, and understand the customer's problems or new applications, that require novel solutions.
• Salesperson attempts to pressurize and persuade buyers, rather than offering creative or customized product solutions.

Answer:

Sales Training is an essential requirement for any company, as it helps in maintaining or improving the salesforce's performance. More importantly, if sales training is well-designed and executed, it can produce fastest return on investment that a company can make.
Following changes can be suggested in sales training :
• Major traits such as skills, attitudes, perceptions, and behaviors must be carefully assessed by the sales manager, before proceeding with the sales training.
• Performance testing can be conducted, to determine the proficiency of the salespeople in a particular area, such as product knowledge etc.
• A customer survey can be done by the company, to know the issues faced by them, while dealing with the salesperson. The weak areas of salesperson can be improved through sales training effectively.