Sales Management Strategies

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In 500 words or more, describe at least three sales management strategies currently used in organizations.
- Identify the advantages and disadvantages of each strategy.
- Provide examples of situations in which each strategy could best be used.

I am attaching some reading materials so you have an idea exactly what I need. If you use other references, please be sure to provide me references/links so I could refer to in case I need it.

A. Selecting and Training Outstanding Sales People

It is important to hire the best group of sales people, those who have the reputation of having done their jobs well. However, in today's world, keeping outstanding sales people as career employees can be difficult unless they are really encouraged and strongly motivated in doing the job and with the benefits of the company. Before the company begins to give sales training, management must make sure that they understand the policies, procedures and rules of how the business is going to be conducted as this will help eliminate any misunderstanding or conflict that could come up later. Good sales training focuses on the following approaches in any sales situation which are as follows: (1) understand what is going on, then (2) apply learning that works in this situation. Hence, good sales training provides lots of case studies and practical exercises where the student gets to try out the new learning in a safe environment. Good sales training has follow-up part of the package which includes setting targets for sales, action plan for new processes, post sales-session evaluation and reflection, revision of action plan and other actions deemed as necessary to improve sales effectiveness.

The advantages of sales training include instilling the right attitude (being passionate about the product) since genuine enthusiasm from the sales person about the product he/she is selling enforces a positive force in making a sale. Training can also add knowledge about the product and how to sell the product. Sales people will learn the importance of integrity as delivering the promises they will make will invariably make them more successful. Anyone can be taught to utilize the sales training techniques and strategies thereby improving the level ...