MKTG 577 you decide Essay

921 WordsOct 21, 20144 Pages
Statement of Problem Based on the article, Joe’s sales manager definitely did not do a good job as sales coach and sales leader in this case. His action and behavior was not helpful to Joe in order to convert the sales instead his language and body language had made the situation worse. In addition, he did not coach Joe effectively before the call and on-the-job. Based on the textbook, “the best sales managers should have a vision of where the sales force is going, and they have the ability to describe that vision is exciting terms.” (Spiro, R. L., Rich, G. A., and Stanton, W. J.) Obviously Joe’s manager didn’t foreseen the direction of the sales meeting before it happened. Even though the sales manager had some valuable questions in…show more content…
Analysis Joe’s manager’s coaching style is more suitable to salespeople who are excessing their sales quotas, not suitable to Joe since he’s falling behind on sales quotas and VP of the sales department isn’t pleased with his performance. Communication skill is extremely important in sales force management since every factor in sales needs communication skills including good oral and written communication skills. (Spiro, R. L., Rich, G. A., and Stanton, W. J.) Joe’s manager didn’t try to communicate with Joe and didn’t try to understand more about his weakness prior the arrival of the meeting with the hospital, instead, he tried to coach Joe in front of the clients by saying “try this…and tell him that…” His behavior is absolutely unprofessional because it shows the weakness of the sales person and it tells clients that sales person had poor strategic planning before the meeting and during the meeting. Recommendation According to the textbook, Joe’s manager should provide individualized support in order to address Joe’s specific problems. (Spiro, R. L., Rich, G. A., and Stanton, W. J.) Each individual sales person is unique, sales manager’s job is to help him/her to improve on his/her weakness and maximize his/her strengths. More, after the meeting, he needs to follow some steps in personal selling approach to ensure that he have

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