Optimizing Sales with different management techniques.
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Prepare a paper in which you compare the different management techniques used to optimize sales
personnel performance.
o Identify a minimum of five management techniques including hiring, training, and motivating.
o Include an analysis of the various sales management tools such as quotas, targets, call reports, and sales reports, used in your selected organization.
o Include a description of who prepares these sales reports and how they relate to the sales plan.
o Discuss how technology affects sales management in the chosen organization.
? Format your paper according to APA standards.
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Solution Summary
Prepare a paper in which you compare the different management techniques used to optimize sales
personnel performance.
o Identify a minimum of five management techniques including hiring, training, and motivating.
o Include an analysis of the various sales management tools such as quotas, targets, call reports, and sales reports, used in your selected organization.
o Include a description of who prepares these sales reports and how they relate to the sales plan.
o Discuss how technology affects sales management in the chosen organization.
? Format your paper according to APA standards.
Solution Preview
Optimizing Sales Personnel Performance
The organization that I have chosen to write about is a company called BankingMyWay, which is a financial rate survey company. There are two primary departments in the company, the first of which is the call center for data gathering, and the sales department for the selling of the data. The following information is based on the experience of the sales manager of BankingMyWay.
Being a successful manager means utilizing certain techniques and practices to help keep an organization running smoothly and to keep the staff satisfied that their employment is a positive experience. This is especially true in a sales department as this department is vital to the ability of the company to obtain a profit. Sales can be a very difficult field, as rejection levels are high and it can be challenging to remain motivated, especially if the sales tasks are monotonous. To keep this department functioning at its optimal level, the management can use the following techniques.
Hiring
Hiring staff is a critical component of being a successful manager. There are many parts to the process of hiring staff, and managers have the assistance of human resources to call upon in companies that have a human resources department. Human resources can assist in weeding through resumes, background and reference checking, and doing the initial phone screening. In large corporations there can be hiring going on every month throughout the year, so it is imperative that the various executives and managers utilize the assistance that HR can provide to prevent them from wasting time. Once the applicants get through the initial screening process it is up to the managers to interview and select the proper employees for their department. Things to look for when interviewing potential employees are relevance of their experience and education for the position, longevity of past jobs held and any obstacles or challenges that the applicant might have in successfully performing the job duties. By taking the time to properly interview candidates and hire the right one, it ...
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