Three types of cost incurred by a company salesperson turnover

Subject: Consumer Behavior

Paper Model: APA

Paper Type: Business Plan

Total Words: 1151

Document Outline

  1. Why do you think it takes a new sales person (sales rep) three to twelve months to generate enough sales to cover their compensation and expenses?
  2. Explain 4 reasons why ‘Just-In-Time’ training may be a more effective and efficient means of sales training.
  3. Relationship selling requires active listening. What does that mean?

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The company experience the three types of the cost due to the salesperson turnover. These are the recruitment & training cost, productivity cost and sales cost. On the time of the hiring a new person the company has to incur the cost on the recruitment of the employee. After the recruitment the cost is incurred to train new hire according to the business and nature of the products for sale. When a person leaves the company it affects the business and sale. The reduction in sale will also reduce due the profit for the company in that specific time before the new hire.

  1. Why do you think it takes a new sales person (sales rep) three to twelve months to generate enough sales to cover their compensation and expenses?

This is the time for the adjustment and understanding the culture of the organization. If the sales person is new in the field then it needs time for the understanding of the market and selling tactics. The new person has lack of practical exposure therefore, he also needs to understand and study the consumer buying behaviour in some particular market. This is the normal time for the new hiring to learn about the market.

  1. Explain 4 reasons why ‘Just-In-Time’ training may be a more effective and efficient means of sales training.

Just in time or JIT is the most effective and efficient techniques used by companies for the sales training. These are low wastage, low use of inventory, on time delivery and high customer responsiveness. The main focus of the company is to make the customers satisfaction of the customers. The online stores need on time delivery for the customers. JIT also helps to increases quality of services. Moreover, this also helps to cut the selling cost of the company. Therefore, the companies prefer the JIT also in production. This saves warehouse and wastage cost.

  1.  Relationship selling requires active listening. What does that mean?

This means that the buyer has to listen actively to the sale representative. The reason is that customer will aware from the good and bad things of the products. Moreover, if it is the machinery, best way is to listen and pay attention to the words of the representative. Moreover, this thing also saves the customers from any kind of future problem about the product. This also shows the interest of the customers and trust. If there left some important point then this will effects the relationship of customers.

  1. As a sales person or sales manager, why do you think it’s important to know everything you can about the industry in which your target customer operates?

Yes, this is very important to have knowledge about the market and customers. The will help to understand the customer’s needs and the strategies of the competitors. This is important for the managers so that they can make the strategies to target the market. Moreover, the strategies will help to increase the market share in the targeted market. The lack of the knowledge will affect the business in terms of revenues and sales. Moreover, this also effects the growth of the business.

  1. Explain at least 5 things a sales person should know about their own company in their pre-approach to a sales call.

This is important for the sale persons to know about its own companies. He must aware from the nature of the business, Core products, targeted customers, potential & loyal customers, key strengths of the products, must know to cultivate the opportunity for the company and know to sell promote the business and new product development. The culture and structure of the organization is also important for the increase in sales and business. The expansion of the business and strategies are also important to know by the company.

  1. Explain 3 contrasting characteristics (between Millenials and Gen X’ers) which you would find the most difficult to handle in a sales situation and why.

Generation X’ers gown up with the massive layoffs, two income, divorce families and corporate downsizing. On the other hand, Millenials are grown up in diverse culture, enthusiastic, confident and self-centred. In the sale situations, the culture diversification, massive layoffs find little difficult in during the sales. The cultural diverse persons are more difficult because some specific product of the culture can be the disputed for them. This will hard to convince them about the product. The massive layoffs means if there is any lose point they cannot agree to buy the product.

  1. How would you use a NAICS number in your research?

NAICS stands for North American Industry Classification System. These number or statics can be use to target the competitors in the specific market, analyze their stratagems, working pattern, and contribution to the economy of the country. This also helps to understand the growth trend of a business. For the research purpose, this will provide the authentic data about the organizations and business. This can also use to make the policies of the organization. The economy of the market can also access with the help of statistics

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