Interclean Sales Department Restructure Essay

The role of this job is to provide motivation for the sales team to do well and increase the amount of sales that they make. They have to make sure that the sales team is loyal and polite to customers so that customers come more to shop at their store. Also they have to make sure that the experience for customers is good and pleasurable so that they come in to the store more.

He is in charge of four departments, each headed up by a senior manager. These departments are distribution, trade marketing, market research, and sales. The sales department, which has 1400 employees, is further divided into urban sales and rural sales, and there are 13 rural sales managers reporting to the head of rural sales. Each sales representative serves a territory that usually consists of both licensed and non-licensed establishments. They supply retailers with product information and storefront displays. They also offer discounts and promotions, where appropriate, in an attempt to win limited retailer shelf space. A partial organization chart is shown in Exhibit A.

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Since Chern’s is at the top of its game in training associates to provide excellence in customer service, those skills need to be refined to meet Chern’s standard even though sales associates will already have a good foundation of the concept of customer service upon hire. Communication and Technology, while not as critical as customer service and sales, are still very important to the role but the organization and train on methods of communication specific to Chern’s as well as on the technology staff will use to make them more efficient on the job once hired. Below is a sample of the Job Matrix for Chern’s:

The new sales force will also have to be able to; create new working relationships, develop new business, create a personal atmosphere for customers, and promote new business. After the sales force creates new business, the team must be able to retain these newly established customers. They will have to create small, obtainable, measurable goals for themselves in order to create and sustain new business. The salespeople will have a sales quota of thirty units per month and the commission will go up in increments of ten percent after

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

4. Initiate year round sales force: This will allow for a more even flow of sales revenue. Presently, we have four geographic regions across the U.S. We will recruit a total of 500 commissioned based sales people across the country. Our recruiting efforts will continue via the web sites already being used. Each Vice President and Director will have final word on hiring for his or her district. The Vice President or Director will execute all training efforts.

This occupation isn’t like others because the success of the sales aren’t just based on how the salesman works, but also the customers attitude. Sometimes a customer may not be interested or lose interest quickly. This makes a salesman’s job harder because they must pay close attention to their customers and form correct reactions. A successful salesman must know how to persuade their customers, yet aren’t too pushy. The salesman must make the customer feel comfortable and feel a need to buy what they are selling. The greatest thing to remember is that a salesman must be understanding with customers. If the customers say the price is too high or that they don’t want the product, the salesman must stay kind to the customer. If not they might never buy a product from them or hinder any their future

Managers have to bring changes into a company because some of the old ways of doing order or working with employees need to change. The manager responsibility is to make sure the changes which the company is implementing are done at a right pace and all the employees know the reason for the change. Some people at an organization are use to one way and not want to settle for anything they are not use to. It is up to the manager to change the minds of the individuals who do not want to make the change. The manager has to show the older way of the company is in need of change and if they do not change, it

The sale associates typically work in retail setting where customer service is the top of their list. They are presented with daily and periodic sales goals ,which they should accomplish in order to be qualified for promotions. The retail world depends mainly on its sales strength which is why employers are very selective when employing sales associates.

Implementing change in any area of an organization can be challenging. Change can be good and bad. Change is not always easy to adapt too. According to Charles Darwin, "it is not the strongest of the species that survives, or the most intelligent, but the one most responsive to change". It is important that the manager has a plan of action before trying to implement any change. This paper will discuss the manager's role and responsibility in implementing change in the department. How should a manager successfully handle staff resistance to change and the paper will define each step of the change process.

These problems not only affect the employees, but also the various departments that work in conjunction with the employee. For example, if the Sales Manager has little knowledge of his position, much pressure is placed on the Sales Technicians to get the job done. This demand and lack of direction can lead to extreme dissatisfaction and engagement. Similarly, it can also lead to job withdrawal through acts such as behavior change, physical job withdrawal, or psychological job withdrawal. If the Service Technicians need assistance, they are unable to rely on the Service Manager to provide direction. This deficiency alters the flow of the department, and the lack of knowledge has caused the Salesman and other employees within the store to do service work to ensure that they do not lose their clients. By taking salesman out of the store front, this leads to prolonged deals and diminished sales revenue. As the Store Manager, Mr. Young’s job is focused on generating the most revenue possible for the company. If sales revenue is decreasing, it is important for Mr. Young to identify and address the problematic issues.

These transformative changes to the selling environment are ultimately forcing the salesperson to reengineer and rethink how they approach their business accounts. Failure in adapting to these changes can result in many adverse situations but ultimately revolves around ineffective team selling.

The job objective is to promptly respond to all customer inquiries, and to perform duties with tact and professionalism, manage all aspects of contract review, order processing, manage customer accounts, generate sales, participate

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