This might not be in relation to sales; however, having that background will help Linda as she goes into a line that requires her to sell specialty chemicals, plastics and polymer products to large consumer goods companies as she has knowledge in chemical engineering; therefore, making her qualification relevant to the job. Where Linda may lack knowledge and experience in the sales area, McDonnell-Cummins provides intensive training for three months. (Bhasin, H. , 2010)
These intensive trainings, which include classroom lectures and discussions, will help to provide knowledge and training needed to carry out the job at hand as any questions and problems can be examined and dealt with beforehand. Many companies now provide training for their staff to turn them into top sales personnel. These trainings have become essential to equip employee with sales, management and leadership skills. With the appropriate training provided, necessary skills can be developed in order to carry out the task required with excellence.
This in turn will provide profitability for a company and thus is an approach adopted by McDonnell-Cummins to better prepare their staff prior to sending them out into the field. Other than that, laboratory demonstration of products, videotapes and reading materials are also provided as part of their training. These help the sales personnel to not only be knowledgeable about the products they are required to sell, but also allows them to be familiarized with the products on a more personal and specific level in which gives them proper insight and nformation. On top of that, it adds value, as sales personnel will be able to speak with confidence for they experience demonstration of products firsthand. Another good activity carried out by McDonnell-Cummins is putting their staff through several examinations. This allows them to evaluate performance level of their staff and detect their level of comprehension. This strategy allows the company to identify if their staff is ready and able to carry out their tasks as well as understand their capabilities and weaknesses. Q2.
The Term Paper on Training and Professional Development
Training is the process of acquiring specific skills to perform a job better (Jucious, 1963). It helps people to become qualified and proficient in doing some jobs (Dahama, 1979). Usually an organization facilitates the employees’ learning through training so that their modified behaviour contributes to the attainment of the organization’s goals and objectives. Van Dersal (1962) ...
Prior to her sales call at Gamble & Simpson, Linda had identified her potential prospect to increase sales. Linda had checked by qualifying if he was a true prospect by obtaining a meeting with Mr. Constantin, someone from the purchasing department, who she would have thought would have authority to make purchasing decisions. Other than that, she had learnt the name of her prospect by checking the call reports done by the former sales engineer, which means she made the effort to plan before her meeting; therefore, allowing to present herself in a prepared and professional manner.
Although Linda may have been apprehensive, she was well prepared for her first meeting for she had taken the initiative to prepare herself before her sales call. Unfortunately, Linda had not anticipated that more than one person would be involved in making the purchasing decisions; consequently, Linda had left Gamble & Simpson without Mr. Constantine making a purchase. She did, however, manage to gain commitment as he indicated talking to the people from research and development department once he gets a chance to read the brochures, whereby further enquires would be made later on should it be necessary.
This does not necessarily show that Linda’s level of expertise is low as not only was it her first time but also that she managed to learn something while on the job. Therefore, it only shows that Linda’s level of expertise is not of a top sales engineer just yet, but still a work in progress. Q3 During her sales call at Gamble & Simpson, Linda managed to execute her presentation to Mr. Constantine, a representative from the purchasing department, and attempt to win the business.
The Essay on Wise Purchasing Decision
Albert W.Kayper-Mensah once said, “A crown is a hat, but you don’t buy that, when you need a hat.” Making wise purchasing decisions can be difficult because there are so many different products on the market today. A wise purchasing decision is not the kind of purchase that is made based off of emotions or impulse; a wise purchasing decision requires you think before the purchase ...
In her quest to do so, she was given the opportunity to be shown the laboratory by Marie through the orders of newly appointed purchasing manager, Esther Hughes. During her brief discussion with Esther, Linda manages to further fill Esther in on whatever queries that Esther had. Also, Linda was given product brochures in order to be kept up to date on the offerings by McDonnell-Cummins. Linda is then given the opportunity to communicate with people from the research and development department who use the products that are bought for them by Mr. Constantine.
Upon meeting scientists, Dr, Stuart Forbes and Dr. Li Chu, Linda is informed of the new idea and what their needs for this idea requires. Linda also gets the chance of being introduced to Dr. Leland Birsner, the director of the research and development department and takes advantage of the opportunity to hand him a brochure as well. Later she discovers that while many people are involved in concluding the purchasing decisions, the purchasing manages and the research and development director are the ones who have the final say on the purchasing decision.
The potential consequences of Linda’s actions may be in her favor as due to the fact that Linda has more information from the brochures she obtained from Esther. This gives her further details on the products by McDonnell-Cummins and a better understanding of their company overall. She also manages to gain knowledge of the detailed specifications for products needed for development of their new product idea from the scientists in the research and development department that she met.
Therefore, Linda is now more able to identify whether she will be able to meet the needs of McDonnell-Cummins or not. Furthermore, as she has managed to make contact with the two scientists that provide Mr. Constantin with whatever purchases is needed for their work, she is more able to develop a relationship with them and better understand the company’s wants and needs as the scientists have an input and play a part in the company’s purchasing decision, this allows Linda to approach the purchasing department with products that they require.
The Business plan on Marketing Plan For Hypothetical Product-Based Company
Executive Summary This report contains a marketing plan for a new and affordable repair shop in the San Antonio market. The new shop will be launched in the market and will tend to all types of customer’s needs, such as; tune-ups, engine diagnostic (free), oil change, engine cleaning, will be an exclusive high end smart watch. The gold and platinum watch with marble dial will be launched. The use ...
Other than that, by handing Dr. Leland Birsner and Esther Hughes a brochure, Linda also provides them with information about the products offered by her firm. As Dr. Leland Birsner is the direction that has a hand in making the final decision alongside Esther Hughes, his insight on the firm Linda represents may provide them with an easier decision to make leaning toward purchasing from Linda, as everyone important in making the final decision is well informed and have made personal contact with Linda.
Furthermore, having been introduced to the director of research and development and purchasing manager, Linda can build the necessary relationship she needs in order to built trust and make contacts that will provide her an opening for a future business opportunity with McDonnell-Cummins Company. She will be better prepared in developing suitable strategies and tactics for a more appropriate approach to the appropriate people within McDonnell-Cummins Company to give them exactly what they want and need. Q4.
As part of the B2B selling process, customer relationship management also plays an important role in maintaining a good relationship to be able to pursue a business relationship with the prospect. As Linda already realizes that more than one person is involved in the purchasing decisions at Gamble & Simpson, she has made the decision to have a deeper understanding of the various roles played by different people at Gamble & Simpson by preparing an organizational chart. Then she formulates her strategy and tactics to develop and maintain good relationships through customer relationship management with these people.
However, Linda can further improve her effectiveness as a salesperson within McDonnell-Cummins by coordination of product and service. Linda can ensure that her client’s wants and needs are being met by providing sufficient information of the product in order for them to make a decision. Therefore, should they need more brochures or a demonstration of the product, then Linda will have to provide to their needs by delivering brochures that give explanations they may seek or give a demonstration that they will be able to fully grasp.
The Research paper on General Electric Medical Systems – Global Product Company Concept
The Global Product Company concept means ”to concentrate manufacturing – and ultimately other activities – wherever in the world it could be carried out to GE’s exacting standards most cost-effectively”. That means that the production is moving to countries where people are mostly underutilized (the example given in the case study tells about engineers from Eastern Europe, who cost only $1,5/h). ...
She should then follow up with them to check if needs are being met and further verify her clients standing on their decision and level of comprehension towards the benefits of purchasing products from her company. Due to the fact that not all purchasing decisions can be made on the spot, a follow up is essential not only to evaluate the company but also to serve as a reminder of the product being offered to them in order to give a sense of urgency for the company to weigh the conclusion and come to a purchasing decision.
After that Linda can reflect back on her conversations and evaluate the performance and feedback by the operations area. Evaluations of performance and feedback will provide her with appropriate pointer in areas which she lacks and how to overcome her weaknesses. References 1. http://www. slideshare. net/mishraswapnajeet/sales-compensation-management 2. http://www. marketing91. com/recruitment-selection-sales-personnel/
