Management Science Case Study Solution Method

By Johnny C.H. Lok

How to achieve sale force management effectively? Sale management is one strategy to many organizations, because organizations expect their salespeople can only raise product sale number. So, they will consider whetther how to implement the sale management strategy to be the most suitable to themselves sale organizations in order to excite their sale teams to sell their products to achieve sale growth aim effectively. So for organization's long term sale growth development, it seems that one excellent sale management strategy can help the organization has stable sale number growth in long term possible.However, the term " selling" includes a variety of sales situations and activities. For example, those sales positions where the sales representative is required primarily to deliver the product to the customer on a regular or periodic basis. The emphasis is this type of sales activity is very different to the sales position where the sales representative is dealing with sales of capital equipment to industrial purchasers. IN additions some sales representatives deal only in export markets whereas others sell direct to customers in their homes. So, sale organizations need to sell to local or overseas market as well as its target customer is businessmen or individual consumer or both in order to implement to choose their most suitable sale management strategy to train their salespeople more effective or achieving sale growth objective only. Because these its sale major target and where sale market place both factors will influence how it ought train its salespeople, so any organization's training method ought be influenced to change by whom is its major sale target and where is its major sale market location factors.How to know the psychology of salesmanship? When the organization can predict or find reasons to explain why its salespeople feel unhappy to helpthis organization to sell its products. Then, it can attempt to improve its weaknesses in order to let its salespeople to feel more sale service satisfactory feeling to continue to help this organization to sell its products. Then, it won't need not often to train or recruit new salespeople to replace its old salespeople in consequence. How to know what its salespeoples' real need in order to raise their sale service satisfactory feeling ?Psychology means that " science of the mind" and psychology plays to important part in business and it is quite worth to bring to influence any organization salespeoples' posivitive or negative sale emotion in their every sale process between themselves and their every client in personal. For example, if the salesperson often have negative emotion or he feels unhappy in every sale process, then he will encounter or increase many times of sale failure possibilities. He will feel that he is one poor verbal advertiser or seller or promotor to help his organization to promote its products to sell again as well as he will lose confidence to sell any products next sale chance, because his failure sale experiences are accumulated to influence his sale emotion to be poor or difficult sale. Hence, the poor performance salesperson needs have more successful sale experiences to compensate his / her prior many sale failure times feeling, if the organization hopes this poor performance salesperson can raise sale number easily. Overall, any organizations need to concern how to improve or raise the more failure times of sale experience salespeoples' sale techniques or methods or attitudes more than choose to fire or dismiss them as well as finding another new salesperson to replace him/her.

• Format: Paperback
• Language: English
• ISBN: B08HB46C7C
• ISBN13: 9798681738176
• Release Date: January 1
• Publisher: Independently Published
• Length: 286 Pages
• Weight: 1.74 lbs.
• Dimensions: 0.7" x 8.0" x 10.0"