Jefferson Pilot: Growing the Sales Force Essay

The different types of agency relationships are principal-agent relationships, employer-employee relationships and employer-independent contractor relationships.

Christina, that is so true. The sales reps are the face of the company and this plays a very crucial role in building customer loyalty with the company. The clients do not know anything about your company so the sales reps are going to be the first impression of what your company has to offer. So it is vital that the sales reps are knowledgeable on all the company’s products and policies and ensure they are able to follow through on their promises. A good sales rep will listen to the concerns of each client and will try their best to accommodate the customer’s

With the addition of added services to DCI’s portfolio, it is imperative to add a sales department to assist the service and support department to maximize profits. Training and development implementation for the new sales division for every employee, regardless of the employees department must take place (Mayhew, 2012). This will ensure that every employee can assist customers who wish to purchase DCI’s products. Furthermore, it is necessary for current employees to complete monthly online scenario training and comprehensive training classes. Additionally, each of the new sales department teams will have a sales mentor available to provide guidance and feedback on an ongoing basis.

In sales, you have a great deal of autonomy in terms of how you plan your day, as you meet with a variety of customers. You have unlimited earning potential, depending on how hard you are willing to work. You can work independently, given that the majority of your day is devoted to traveling from one customer to the next. There is no 'boss' constantly looking over your shoulder: you

The first feature is money, because that is something the majority of salespeople want and need. They generally would not be working if there was no financial incentive for them to do so, although some people do work even if they are wealthy or retired simply because they want something to fill their days (Schein, 1985). Few people in the workforce today are there simply because they want to be and not because they have to be, so a company's first line of compensation should always be a fair wage. Whether that is salary, commission, or a combination of both, the idea that a person can make a living wage at his or her job is of utmost importance.

Personal selling is an important marketing component. In the glossary of our textbook, personal selling is defined as “personal communication with an audience through paid personnel of an organization or it agents in such a way that the audience perceives the communicator’s organization as being the source of the message.” (Ingram, LaForge, Avila, Schwepker, Jr. & Williams, 2015). Personal selling is trying to communicate with or convince a potential customer, usually through face-to-face contact, that your service or product is the best product or service that can satisfy or meet his or her product or service needs. Some examples of personal selling include real estate agents, retail clerks, insurance agents, automobile salespersons, telephone

By obtaining new customers there can be an increase in add-on sales opportunities for both the new customers and existing customers. By creating contracts with the new customers there is a guaranteed timeframe for being able to build a customer relationship.The second sales objective is to build better relationships between existing customers and new customers for UFS. There are many opportunities that have been missed due to not having the proper staff in place to build on customer relationships. An area of focus can be following up on existing customers to gain referrals for new customers. Finally, Mr. Shurtman has described that there are many customers that have to wait out contracts to expire before they can change maintenance providers. The new sales representatives need to be able to continue a relationship throughout the waiting period so that the customer feels connected to UFS. These sale objectives will help improve customer orientation and their experience with UFS and greatly improve sales representatives performance (Jaramillo & Grisaffe,

Smith et al. (2006) identified that there is a complicated interaction between marketing effort and sales efficiencies. However, if the collaboration between sales and marketing is improved, the company will gain significant advantages. According to CRM (2009), in Sirius Decisions Demand Creation Waterfall, leads are moving the inquiry stage to marketing-qualified lead to sales-accepted lead to sales-qualified lead and finally to a close. At the same time, marketing is allowed to work closely with sales and they realized that coordination between two functions results in the increase in a pool of prospects with a higher possibility of closing (CRM,

For the past ten years, Johnson Controls’ Product Distribution North America (PDNA) sales team has been segmented into eight geographic regions that each are responsible for every distribution channel. The results of the research conducted for this organizational development project clearly indicate the necessity to realign Johnson Controls’ resources in order to achieve a more customer face time with the company’s customers in each specific distribution channel. Under the existing regional structure, Johnson Controls’ Account Managers spend a mere 3.8 hours per week in front of customers, conducting sales calls, product training or making joint sales calls with distributor salespeople. Major competitors such as Honeywell, Siemens, Schneider Electric and Emerson spend between 6.5 and 12.2 face time with customers each week.

To be honest, a lot of this stuff to me is just common sense BUT the majority of people in sales don’t stick to that relationship type of selling that I think really makes or breaks a salesman. You can have a low paying customer come in and bug you non stop but if you bend over backwards for that person and they refer a high paying client to you. Then wasn’t that just worth the headache of dealing with Mr. Obnoxious the last 4 months?

  Your sales force must also understand the process and skill of true networking. I do not mean going through the motions of showing up at an event, with drink in hand, while speaking only to friends and colleagues who they already know. Networking means having a plan and a goal before walking in, and not leaving without its

First of all, if he decides to focus only the direct sales, the most obvious benefit is a growth of sales. In this case, there is some specific information which sets out how this achievement can be gained. According to the case study - BOC group: Ohmeda, it noticed that “Specialization would enable Ohmeda’s salespeople to develop a better understanding of their equipment and its, clinical application and, as a result, it would increase sales.” . Further, at current, the company established well-organized channel of distribution in term of direct sales . Moreover, both managers and sale reps have the professional

A consumer would have direct contact with the sales representative who belongs to the same community as that of the consumer. The consumer would have an access to interaction with the sales representative and would receive feedback on the product before purchasing it. Direct sales representatives also reduce the travel time and cost traveling to a nearby town to purchase the product. Millions of women gain skills and experience in becoming entrepreneurs by working in direct sales.

3. Hiring a salesperson is more attractive than increasing support staff in regards to revenue generated.

Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf. It is a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Being new and outsider Westerly tries to implement a change in sales call patterns and failed. She introduced and explained the changes to the sales department through a memo that outlined her directive and explained the reasons behind it. Field consultants (FC) immediately offended and complained about the