Sales Planning and Operations

“The employee placement process consists of four activities: recruiting, selection, orientation and employee development” (Reilly, Minnick & Baack, 2011). Since we now know whom we are looking for, it is time to find the employees that best fits the areas needed. Now we have to list our job, its description, and various functions. We should also add the minimum requirement on education as well as previous training. We will now send it out to advertise for potential employee has and show them the possible positions available. After we have our close date, we will begin with forming our short list of those applicants that are a perfect fit for the job.

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.

Recruitment and selection is the process that organisations use to attract potential employees and then choose the best person for the job.

Personal selling is where a sales man actually comes to target market doors and tries to promote and make a sale from his product. This method of selling is perceived to be quite intimidating and often salesmen can be quite bullish in their approach of the customer. A business that is looking to maintain its corporate image will want to employ good salesmen that will not give off a bad aura when they are at work.

In order to gather knowledge about the topic and create a basis for the forthcoming empirical research and analysis, a critical literature review has been conducted. The literature focuses on the theory of a sales plan, the B2B selling process and the diffusion of innovation. The results of the literature analysis will provide the answer to sub-question 1: "Which characteristics does the literature reveal on the development of a B2B sales plan?".

Buyers never want to feel pushed, manipulated, or rushed. Sales professionalism is another factor into having a buyer and seller trust based relationship. This method is a way to approach customers in a trusting and non-manipulating tactic to satisfy the long-term needs of both the customer and the selling firm. Salespeople play a critical role on the sales floor. Almost all consumers in the society who are early adopters of an innovation often rely on salespeople as a primary source of information. Given the increasing importance of building a trust bond and developing a long-term relationship is an imperative that salespeople are truthful with the customers. It is important for salespeople to

All selections must be made in line with this plan in order to ensure that the best candidate is chosen. All job vacancies are to be advertised internally and externally. Management must provide consent to this plan and approve finances required in the recruitment process. A successful candidate must provide three referees and request for documentary evidence of qualifications and job offers will be made once all the conditions provided in the plan are satisfied.

To Sell Is Human is a book that examines and evaluates the influence of sales in our lives. Daniel H. Pink, the book’s author, explores how nowadays, everyone is participating in sales: from lawyers trying to sell juries on a verdict, physicians selling remedies to their clients, to employers selling their bosses reasons why they should get a raise. We are all now on sales, and this does not mean we are only selling palpable products, but services, techniques and ideas. Moreover, in the book, Pink writes about how the sales world must be updated from its obsolete practices to more service-oriented ones, or in other words, it has to switch to techniques that will actually move others. Finally, Pink guarantees his book will change how the reader

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

The job description and personal specifications are the part of job advertising, which is the step of recruitment process. However, recruitment and selection process includes many more steps, continue even after the selection of a candidate. The proper documentation is needed to be maintained as directed by the data protection act at every step of recruitment and selection process. In addition to this there are some other legislations provide framework for fair recruitment process such as Equal Pay Act(1970), the sex discrimination acts (1975 1nd 1986), the race relations act (1976, 2000), the disability discrimination act (1995 and amendments), the employment equality

Recruitment and selection process held an important role for building a strong sales force performance. This process requires the company to invest through human capital as an important resource. The objective of this process is searching for qualified candidates to fulfil the right positions and hopes that they can make long-run returns for the company. Even though there is no right or wrong way how the company chooses the right candidates for certain positions, every single step in recruiting and selecting candidates should be taken carefully in order to get the right person in the right position.

personal selling is to persuade customers to purchase their motorcycles, parts, and accessories. A direct response is generated through the contact between the sales representative and the customer.

Recommendations- Personal touch of the employees of the company to their customers in terms of “personal selling” can prove out to be very useful to the company. This theory is the most powerful tool for service marketers such as ANZ bank (Burrows, 2011). Some of the private banks give direct visits to customers at their house (Lovelock, 2011).

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

Once applicants with realistic job expectations are recruited the actual selection process starts. Selection is the process of choosing from a group of applicants the individual best suited for a particular position and organization (Mony, Noe & Premeaux, 2002, p. 175). The recruitment process is very important for this because