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Essay / Research Paper Abstract
A 5 page paper that discuses different issues related to the sales force. The writer discuses hiring training and motivating and includes examples. Standards, such as targets and quotas are discussed. The essay ends with a discussion of the use of technology in sales management and its benefits. Bibliography lists 6 sources.
Page Count:
5 pages (~225 words per page)
File: ME12_PGslsm9.rtf
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Unformatted sample text from the term paper:
the organization, the criteria for those people are different. Since the persons total income will be on their ability to sell, the salespeson must have a lot of initiative, he
or she must be a self-starter and they must believe in the product they are selling. They need to have passion and commitment and a strong desire to achieve. The
next step in the manaement process is to train the people. No matter how experienced a person is, they can always learn new techniques with training. Stettner (2007) reported that
role-playing is one training technique that can be very successful in many situations, including how the salesperson handles refusals. One salesperson takes the role of the buyer, another, the role
of the seller and the buyer is reluctant. Stettner (2007) suggests that a list of ten objections consumers might make be listed and then, identify the objections the company hears
most often (Stettner 2007). The team can also identify the types of positions that use a specific objective (Stettner 2007). For instance, the chief financial offers could say the products
are too expensive (Stettner 2007). These are the examples, the role-playing will address. It is even more helpful to record the role-playing to allow the salespeople to review them. There
are many ways to motivate a sales force. Carmichael (2009) suggests: set clear expectations which tells the people exactly what is expected of them; create a system that helps salespeople,
e.g., a good marketing program, customer service for after-sale service; establish a culture that is customer-focused because this sets the tone for the salespeople; hold salespeople accountable for their performance
and for meeting goals; and provide the training the sales force needs to be most successful. These are all motivating because they give the salesperson what they need to succeed.
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