Selling Study Set 1
Quiz 1 :
Selling and Salespeople
Salesperson is an individual who is into the profession of selling products and services to the customers around the world. He is expected to introduce the products and services efficiently to the customers stimulating them to buy the product that he is selling and remain loyal to that product by continuously using it. It is said that many buyers today demand that suppliers should provide their services to the buyers 24*7 that for 24 hours and seven days a week. This kind of demand from the buyers' side creates a large amount of pressure over the salesperson as he is expected to be attentive and on his foot all the time throughout his life so that he could deliver proper services to the buyers. But there is an effective solution to this problem wherein the company could hire enough number of salespersons who would be available to provide services to the buyers everytime 24 hours and seven days a week in shifts. This will create a winning situation for all- the buyers, the salesperson and the supplier. When salespeople will work in shifts having a proper off for atleast two days a week in rotation, then this issue could be resolved quite efficiently.
Go-to-market strategies stand for the various methods that firm uses to enter into market and create awareness of its products and services. It includes selling using internet, through field sales representatives, business partnership, dealership, retailers, wholesalers, franchise selling, telemarketing etc. The organizations who make use of its salesforce in a heavy way to market and sell its products are called as salesforce intensive organization and the strategy is called as salesforce-intensive strategy. The salesforce intensive strategy will not be used in the following products- c. Shredding service for sensitive documents; and d. Solar-powered compactor garbage cans. This is because for selling the shredding services for sensitive documents, the customers will not rely upon the salesforce of the organization unless, the company creates a trust environment among customers that the company is genuine and the shredding of their sensitive documents will take place privately by their skilled and highly credible workforce. Similarly, sale of solar powered garbage cans first of all needs to be introduced at a mass level through newspapers and TV advertisement, so that large number of prospective customers get aware of the existence of such product and then the salesforce of the firm could be made to sell these cans at a large scale. While, the product like tennis racquets, and service like home air conditioning service could be made extensively using salesforce strategy as these products are quite common and could be used by the customers without much thinking.
Salesperson is an individual who is into the profession of selling products and services to the customers around the world. He is expected to introduce the products and services efficiently to the customers stimulating them to buy the product that he is selling and remain loyal to that product by continuously using it. It is mentioned that to get into a company where an individual wants to work, an easy access could be through sales job. This is because every company recruit individuals who are capable of selling its products and services. Mr. Y wants to be into a product development department but the position in the organization is for sales. He thinks that after doing job at the sales position for six months to one year, he would be promoted to the product development department. In this scenario, during an interview with the sales manager of the firm, Mr. Y should be honest and tell the interviewer that he wants to be into product development but ready to gain experience at sales position so that he could understand the in and out of the product and its selling aspects. This will help Mr. Y to gain sales manager's impression and attraction as he will think that this candidate is ready to work in sales and after understanding the aspects of selling, he could be shifted to product development wherein he will develop the product that will carry potential in the market. Thus, to conclude it could be said that Mr. Y should honestly tell the interviewer about his aspiration to be in a product development department.