Professional Documents
Culture Documents
Sales Management
Sales Management
Sales Management
appointed as a sales trainer for a consumer product strategic business unit of a large
multinational company with 100 salespeople
2.
Step 1
we should learn about soap making before starting up our own soap making business, that is
we must learn how to make a soap
We must be an expert in making a soap since there are many methods for making a soap
If we are new to soap making we can consider taking a class or check with local craft
organisations, stores, and soap makers to see what opportunities are available.
3a
When deciding on the best form of recognition for Anil, a high performing salesman at Sony
electronics, the sales manager faces a choice between 3 distinct options. Each option offers
unique benefits and impacts Anil’s motivation and career trajectory differently. The decision
should align with Anil’s personal and professional aspirations, the company’s culture, and the
objectives of the sales team.
The sales manager can present him the * performer of the year award in the annual sales
conference. the reasons are as follows
many salespeople require additional motivation to maintain continuing enthusiasm to
generate renewed interest in their work
most sales personnel require motivation to reach and maintain satisfactory performance
levels
although sales jobs vary from one company to the other, sales jobs are alike in certain
respects. Every sales job is a succession of ups and downs, a series of experiences resulting in
alternating feelings of exhilaration and depression. In the course of a day’s work, sales
persons interact with many pleasant and courteous people, but some are unpleasant and rude
and are difficult to deal with.
Furthermore sales person spend not only working time but considerable after house time
away from home, causing them to miss many attractive parts of family life.
These conditions cause sales persons to become discouraged, to achieve low performance
levels, or even to seek non selling positions. The inherent nature of the sales job is the first
reason that additional motivation is required.
Motivating sales person is an important aspect of Salesforce management. Sales persons
require additional motivation because of inherent nature of the sales jobs, role conflicts, the
natural tendency toward apathy, and difficulties in building group identity. The concepts of
need gratification and interdependence assist in understanding the complexities of motivating
salespersons. Implementing motivational efforts requires that sales executives be skilled
leaders, rather than drivers come out of sales persons. It demands that they be skilled in
interpersonal and written communications. Satisfactory job performance is developed out of
deep understanding of motivational forces an processes, effective leadership, two way
communications, and effective handling of relationships.
3b.
In the fast-paced and competitive landscape of the electronics industry, effective motivation
techniques are crucial for maintaining a highly productive and committed workforce. Sony
electronics, like any forward thinking organisation, should employ a range of motivational
strategies that cater to the diverse needs and aspirations of its employees.
Sony come out one of the famous electric companies achieves the motivation of their
employees by the application of maslow's hierarchy of needs. When these needs are achieved,
it is suggested that the employees will have motivation. There are 5 main stages of hierarchy
of needs. They are physiological, safety, belonging, esteem and self actualization needs
physiological needs
Sony provides a safe working environment. They follow human rights which involve the
safety, healthy and efficient working environments. They also make sure that there is no
discrimination between employees in the workforce which can prevent demotivation. Sony
provides the assessment to all the employees before they enter the working area to make sure
that they can avoid the unexpected accidents. By doing all these, employees are going to be
motivated ‘cause they would not have to worry about physiological needs.
Safety needs
Sony provides the contribution which means paying money for the employees individual
performance. It also gives flexible working hours so that employees can spend time with
families and children. In addition, employees can be assigned to higher level of the company
by the achievement of their job description and role. These motivate employees because they
meet the needs of safety.
Belonging
Sony provides the service an personal systems to listen to the employees opinion this stop
the personal systems is done through the frequent number of meetings with the high position
managers discussing and giving opinions about the work and the work environment.in this
way the communication is being achieved. This can be highly motivating because it will
create the ownership of a company which will make them feel that they are part of the
company and belong to the company
Esteem
Sony achieves the need of esteem by providing training and activities. it provides career
development which can give employees a chance to get higher level of position at work. It
also invests on its managers so that they create better an efficient working environment. this
can be highly motivating for people who want to learn more and gain higher skills.
Self actualization
Sony has the MVP awards which honour the employees who have achieved high
performance. This motivates people who wish to achieve persistence in the workforce
seeking to complete the task by themselves with creative ideas.