To what extent do you agree with the points made in the case? You must justify y

Question

To what extent do you agree with the points made in the case? You must justify your statements with a 500 words, rationale and further examples to support your argument.

KELLEY SCHOOL OF BUSINESS ScienceDirect INDIANA UNIVERSITY ELSEVIER EDITOR'S PERSPECTIVE It's all about sales Catherine M. Dalton www.elsevier.com/locate/bushor Kelley School of Business, Indiana University, 1309 East 10h Street, Bloomington, IN 47405-1701, U.S.A people engage in behaviors that seem diametrically opposed to achieving a successful sale. Granted Sell it! As a product of the parochial education system, my there are those occasions when interactions are father during his formative years frequently found not designed to achieve such an outcome. Take, himself hawking everything from candy to tooth for instance, the case of a disgruntled customer brushes for various school fundraisers. He was never that falls outside the core customer group of a given comfortable in that role, and as a result my siblings and I were essentially banned from approaching relatives, friends, and neighbors during school or extra-curricular activity fundraising campaigns. So firm. Our behavior toward such a customer would understandably differ markedly from how we might approach a customer we desire to attract or retain One of my favorite examples of this scenario impacted by his early sales experiences was my playing itself out involves Mr. Herb Kelleher's re father that he swore he wouldnever be a salesperson ported approach to frequent complainers at South- It is not that he had any quarrel with salespeople west Airlines. As many of you may know, Southwest rather, it was simply that he was terrorized by the follows a specific business model designed to pro- experience and never felt at ease in that particular vide safe, quality air travel for the price conscious function consumer. It does not offer business or first class Even my father admits in hindsight that his vow accommodations, and is unashamed of being a no- never to sell anything was, at a minimum, unrealistic. frills service provider. Customers who complain fre- After all, even if our job title does not include the quently or loudly about the lack of amenities have word "sales," it may not accurately reflect the been known to receive a letter from Mr. Kelleher extent to which we are involved in selling. I would that invites them to enjoy their air travel hence- argue that each of us is involved in sales to some forth with oneo degree, regardless of occupation, industry, firm, cmmunication, it is clear that Mr. Kelleher is nei- and so forth. Taking myself as an example, whether ther trying to sell himself or Southwest to such writing a research paper or teaching a class, I am frequent complainers. Some customers are simply essentially selling my ideas. The success of my sales too costly to retain. pitch will be judged by whether my manuscript is eventually accepted for publication or by whether tions-particularly in a business context-are my class members positively receive, evaluate, opportunities to sell ourselves and our ideas and even remember, elements of my classroom performance. f Southwest's competitors. Via suclh In most circumstances, however, our interac- Based on this belief that we are always in sales mode, I am constantly amazed and befuddled when First impressions count We've all heard the adage about first impressions being lasting impressions. Just as there's the E-mail address: bushor@indiana.edu 0007-6813/S see front matter 2008 Kelley School of Business, Indiana University. All rights reserved doi: 10.1016/j.bushor.2008.12.001

Explanation / Answer

Definitely having an understanding of the first practice including sales and its management is the essential part providing information as well as availability of understanding of different factors which would improve the overall profitability of the organisation can be very beneficial for sales perspective.

Having understanding of the discussed situations in the case can be vary widely affected and initiation of the specific situation for improving the sales procedures can be done via following aspects

Some main qualitative approach are as follows.

• Jury of execution opinion.

Into the specific method opinions of experts are taken and later they are combined and averaged. The specific strategy takes individual opinion or Group opinions on the basis of the requirement. All element are requested to generate new ideas which are later evaluated for their specific profitability as well as feasibility .

• Opinion of the salesperson.

This specific method is done by having the opinions of the sales managers for setting the trend in the industry. Overall Trends for the marketing can be calculated by taking the opinion of the salesperson in the industry. Forecasting methods are basically used for short term planning as the level of data gained from the sales person or not very sophisticated.

• Consumers Expectations.

Consumer Expectations method directly works on the basis of creating a server with the customers. While asking the customers for the future needs this survey is carried out and provide a Useful information where the industry is very limited. Based on the specific Service result overall forecast for the specific survey can be implemented into the organisational structure.  

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Sales people are an asset to the company and they are just more than the sales people. A salesperson represent the company and its brand image to the customer. This specific term directly depends on the efficiency of the salesperson for the specific organisation.

An effective sales person can directly increase the level of implementation of the Strategies for selling the goods to the customers and to create a positive brand identity. Effective sales person does not only sells their product but also propagate the company's ideology into the customer's mind which creates a feeling of loyalty as well as providing support to the decision making for buying your products.

Other than taking orders from the customers and motivating them to buy the company's product is just not the only work a salesperson does. This specific also increases the number of utilised customers by the effective sales person. Buy effectively managing the customers and increasing the number of cells which are occurred in organisation structure, an effective sales person directly increases profits of a company and provides benefit to the overall structure.

Effective sales person are very good in communicating with the customers and their communication skills are excellent. This communication skills helps a salesperson to distinguish themselves from the normal sales person and to introduce their brand and product as a new identity to a customer which could be easily bought.

Sales person is one of the most essential part of any company and we can say that sales person are more than just order takers.

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