...research paper, describe your most memorable experience with a salesperson that was positive and made you feel comfortable. My most positive and memorable experience with a salesperson is when I bought my first car. At the time I had very little down payment and my credit was not the best for a new vehicle. The salesperson understood my needs for a vehicle and the importance of having a vehicle to get to work on a daily basis. I needed something reliable and would be good on gas because I drove quit a distance for work. My mother went with me to the dealership because I would need a co-signer for a loan. He showed me a few cars and we decided on one finally that would fit my needs. When we went to getting the loan it was nearly impossible and he came down the fact that he was trying every possible way to get this loan approved. It wasn’t the fact that he wanted to make a sale but he was catering to what I needed. The sales associate when to great links to work with the loan company to get the loan approved and after a week they settled on agreement to get the car for me. My experience with the salesperson was positive and very appreciative. He could just let the sale go because the sale would not have been a big commission for him, but he was determined to help. 2. Then in the next section, describe an experience with a salesperson that was unpleasant and made you feel uncomfortable. My most unpleasant salesperson experience is an ongoing experience that I have with sales associates...
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...The Evolution of the Salesperson Over the years the art of selling has evolved beyond our imagination. The days of selling door to door and traveling across the country to make a profit are almost extinct. Salespeople have been taught to hit the street, knock on doors and close deals but global markets, increased technology and complex products have combined to make the buying and selling business more profitable than ever. In “Death of a Salesman”, Willy Loman portrays a traveling salesman trying to fulfill the American Dream of not only being successful but more importantly to be respected and well liked. Willy is a weary and perhaps failed salesman who works on straight commission with barely enough money to pay his bills. Selling products today still has a large impact on our economy today but a lot of what the typical old-time salesman did as recently as ten years ago is now obsolete and replaced by an ever advancing technology. I will explain how selling has advanced immensely over the years from the historically door to door selling to global selling. A salesperson is defined as a provider of goods and services to the community or company. Their first impression is crucial to their success. They must be able to sell all day and the days following. Many people use fancy titles to disguise the fact that they really are a salesperson, but if your job is to sell someone a product or service, then you’re a salesperson. Their job intensity varies depending on many...
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...Sift: A MAC Protocol for Event-Driven Wireless Sensor Networks_ Kyle Jamieson1, Hari Balakrishnan1, andY.C. Tay2 1 MIT Computer Science and Artificial Intelligence Laboratory, The Stata Center, 32 Vassar St., Cambridge, MA 02139 jamieson@csail.mit.edu, hari@csail.mit.edu 2 Department of Computer Science, National University of Singapore, Kent Ridge 117543, Republic of Singapore tay@acm.org Abstract. Nodes in sensor networks often encounter spatially-correlated contention, where multiple nodes in the same neighborhood all sense an event they need to transmit information about. Furthermore, in many sensor network applications, it is sufficient if a subset of the nodes that observe the same event report it. We show that traditional carrier-sense multiple access (CSMA) protocols for sensor networks do not handle the first constraint adequately, and do not take advantage of the second property, leading to degraded latency as the network scales in size. We present Sift, a medium access control (MAC) protocol for wireless sensor networks designed with the above observations in mind. We show using simulations that as the size of the sensor network scales up to 500 nodes, Sift can offer up to a 7-fold latency reduction compared to other protocols, while maintaining competitive throughput. 1 Introduction Every shared wireless communication channel needs a medium access control (MAC) protocol to arbitrate access to the channel. Over the past several decades, many MAC ...
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...ID number: 0989700 ID number: 0989681 ID number: 0955679 TERM PAPER - AUTONOMY vs TEAMWORK IN SALESPERSON`s FUTURE PERFORMANCE - Hand-in date: 21.11.2015 Campus: BI Oslo Examination code and name: GRA 6441 Sales & Sales Force Management Programme: Master of Science in Strategic Marketing Management CONTENT Problem definition................................................................................................3 Literature review..................................................................................................4 Teamwork.............................................................................................................4 Autonomy.............................................................................................................8 Conclusions – our opinion..................................................................................12 References...........................................................................................................18 PROBLEM IN “Measuring and Managing a Salesperson`s Future Value of the Firm” by V.Kumar, Sarang Sunder, and Robert P. Leone (2014 Journal of Marketing Research) Businesses are moving from a product-centric to a customer-centric view and from a backward looking to a forward-looking strategic perspective, so sales organizations must adapt to the ever-changing marketplace to maximize performance. Given the dynamic and extremely...
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...Q2:The XYZ Co. is hiring salespersons. Due to the existence of asymmetric information, the firm has decided to pay the salespersons a fixed hourly rate that is independent of how much they sell or their ability to sell. Explain what type(s) of asymmetric information problem(s) may take place and how can they be addressed. You are expected to illustrate your answer using relevant diagrams and/ or equations. ECN256 ASYMMETRIC INFORMATION ECN256 ASYMMETRIC INFORMATION Salespersons, being boundary spanners between the organization and customers, play a critical role in enhancing customer satisfaction in order to maintain the buyer–seller relationship in situations involving service failures (Naylor & Frank, 2000). Companies hire sales people as employee’s or on a commission basis. According to the question, the firm is hiring a salesperson that will be paid an hourly rate. Paying hourly rate at start is preferable compare to that of commission. Because if the firm and its product is popular and the sales person effort level is high; therefore, in order to motivate the salesperson fixed hourly rate is advisable because whether the salesperson sales or not they still have their fixed hourly rate and also is independent of how much the firm sell or their ability to sell. Unlike commission, the higher you sale the higher you are been compensated and the lower you sale the lower you are been commissioned. Salespersons that are been commissioned, tend to feel ownership of their...
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...Pay enough, don’t pay too much or don’t pay at all? An empirical study of the non-monotonic impact of incentives on job satisfaction Pouliakas, K1 Centre for European Labour Market Research (CELMR), University of Aberdeen Business School, Scotland Keywords: Incentives, intensity, job satisfaction, non-monotonic JEL- Code: C23, J28, J33. Abstract This paper attempts to test the non-monotonic effect of monetary incentives on job satisfaction. Specifically, 8 waves (1998-2005) of the British Household Panel Survey (BHPS) are used to investigate the ceteris paribus association between the intensity of bonus/profit-sharing payments and the utility derived from work. After controlling for individual heterogeneity biases, it is shown that relatively ‘small’ bonuses exert a significant negative effect on worker satisfaction. In contrast, job utility is found to rise only in response to ‘large’ bonus payments, primarily in skilled, non-unionized private sector jobs. The empirical evidence of the paper is therefore consistent with a ‘V-effect’ of incentives, suggesting that employers wishing to motivate their staff should indeed “pay enough or don’t pay at all”. 1 Research Fellow, Address: CELMR, University of Aberdeen Business School, Edward Wright Building, Dunbar Street, Old Aberdeen AB24 3QY, UK; Tel: ++44 01224 272172; e-mail: k.pouliakas@abdn.ac.uk. 1. Introduction The principal-agent model, with its convincing illustration of the trade-off that arises between risk...
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...customers. 9.28. What salespersons need to know in the selling process? The selling process is a set of activities that the salespersons undertake to facilitate the customer in buying decision. Salespersons are an important element in the retail mix. The salespersons are responsible for making sales and providing the services in order to satisfy and create loyalty customers for the stores in order to create a sustainable customer service competitive advantage. In the first stage of selling process, salespersons need to recognize and try to stimulate what are the customers’ problems and unsatisfied needs. In the second stage, the salespersons search for information to satisfy the customer needs. In the third stage, the salespersons present and demonstrate merchandise to assist the customers to evaluate the alternatives. In the fourth stage, the salespersons attempt to make a sale by motivating the customers to buy the merchandise. In the final stage, the salespersons build future sales by influencing customers postpurchase evaluation of the merchandise and offering follow up service through building good relationships with the customers. However, not every sale goes through each stage in an orderly manner but these are the stages do illustrate the set of selling activities the salespersons perform when they selling their merchandise. 9.29. Why the preapproach in personal selling is so important? The preapproach in personal selling is very important to a salesperson to prepare himself...
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...possibly learn something new about our existing products. The course will review the company mission; introduce the new products and services and define the benefits to our clients; cover how to build positive client relationships and review governmental compliance standards. This course will consist of oral and multimedia presentations, peer reviews with defined mentors, interactive workshops and required reading. This course includes the Occupational Safety Hazard Workplace Safety and Hazardous Materials videos required by the Federal Government. Our objective is to prepare the sales team to handle any client request efficiently and effectively. The first week will review the salespersons responsibilities, what the organizational expectations are from the team and define the developmental path for each salesperson. The team will be involved in team building exercises, informal discussions regarding how the sales team will move forward, formal classroom study, and personal development. The second week the team will spend considerable time learning terms associated with the new chemical and service line and applications. The third week is a practical training course that informs employees how to use each chemical and reviews the rules and regulations that govern each chemical. The fourth and fifth week will cover the service programs the company offers and how to create a custom cleaning program for any company. The sixth, seventh, and eighth weeks will review how to develop opportunities...
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.../* Sajid Mahmood IT 106-011 11/30/2014 Programming Assignment 10 */ import javax.swing.JOptionPane; /* * The program identifies which salespeople are * doing a good job and who are not doing a good job. * To determine each salesperson's performance, the program calculates * their performance based on previous month's sales of the given salesperson. */ class Salesperson { private String name; private double lastMonthSales; //Amount of sales last month public Salesperson(){ name = askName(); lastMonthSales = askAmountEarnedLastMonth(); } public Salesperson(String n, double sales){ name = n; lastMonthSales = sales; } public String getName(){ return name; } public double getAmountEarnedLastMonth(){ return lastMonthSales;...
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...system is to gear up profitability towards HF76’s targets, I believe that there are still some issues that are yet to be resolved. The unresolved issues are; • Has the new system actually resolved the problem of sales forecast? • How can this new incentive system motivate salespersons in the negative and low margin products? • What about the sales assistants, how does the new system motivate them in line with the company’s goal? This memo aside examining the current and newly proposed system, will also analyze these unresolved issues in the newly proposed system and attempt to offer recommendations where possible. An Overview of Current Incentive Plan The current system as rightly pointed out by M.S Lee, there is a “mismatch between our company objectives and our sales force incentives because our commission is based on sales, not product profitability.” This as well as inaccurate sales forecast to bank on are the major problems in the current system. Besides, other issues include: salespersons attitude towards getting new customers. Salespersons hardly reach out to new customers; lack of communication between departments especial the sales and operations departments; commission paid out to salespersons even when they did nothing to earn them and lack of performance evaluation of staff. Although the currently existing incentive as clearly noticed lacks the direction of motivating staff towards the overall objective of HF76, there is no doubt that the system is easy to implement...
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...action (such as business) Ethical issues in selling Ethics in business is act of adhering to fair deal in the transactions, voluntarily, the mentality of adhering to fair deal which is not because of the fear of controlling authorities but arising out of the interest of wellbeing of humanity as a whole. This concept brings harmony between all the sectors and ensures healthy growth of all the sectors. The necessity for policing does not arise and the attitude of exploitation among the parties involved in business dealings also does not arise Most of the salesperson or company perform the Marketing activity without sacrificing on ethics that is expected out of them. If salesperson or company follow ethical practices in all its business activities ( which includes selling activity ) the need for bringing stringent policies by the law enforcement authorities will get reduced considerably but unscrupulous Company or salesperson follow unethical practices while selling their products / services to the consumers or against their competitors. An ethical dilemma is a complex situation...
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...1) The top 3 skills and attributes to be a successful salesperson are; good listener, decision making skills, and also organized. These skills make a successful salesperson because first they would need the listening ability to know what the customer wants. The salesperson would have to listen to the customer so he can take notes and fulfil the customer’s needs. The decision making skills would also be required because the customer would give little details of the services he would like, therefore the salesperson should be making decisions step by step give the customer recommendations so they can find a suitable service. The third skill required would be organizational skills. It is very important the salesperson is organized. If the salesperson is organized then the customer will be comfortable and confident working with them because the customer will know that the salesperson is aware of what they are doing. If the salesperson is not organized and does not know their information then the customers will have second thoughts of working with them and they will end up going to another salesperson. Therefore, I believe you need these 3 skills and attributes to become a successful salesperson. 2) I have learned a few things about analyzing about my social style. What I learned is I have to start paying attention and have more listening skills. This will help me to come up with better decisions for the customers. Other things I leant about myself are I should be more organized...
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...a) Situation Brief In this project, I was assigned to spend some time with a salesperson to observe and evaluate that individual salesperson’s selling skills and technique. Coincidentally, I intended to purchase a personal laptop for doing the school assignments. Therefore, on 19 January 2016, at around 2pm, my friend and I had visited Challenger, an IT retail outlet to pick a budget laptop for myself. Challenger is located at Jurong West Central 3 #B1-94/95/95 Jurong Point Shopping Central. Challenger is a dynamic regional IT retailer in Singapore, which it is well known for their strong brand name, attractive ValueClub member privileges and strong product partnerships with major global brands such as Apple, Samsung, Canon, Hewlett Packard (HP), Lenovo, Asus and Challenger’s very own private label, Valore. There are variety of technology gadgets displayed nearby the entrance of the store. These items are typically expensive and may require assistance from the sales representatives. b) Selling Principles * The existence of personal selling Personal selling is an important element of promotion mix and an effective promotional tool. Indeed, it is the oldest and the most popular method of selling goods and services. Challenger is using personal selling as one of their promotional tools. Selling process at Challenger outlet is often very “technical” in nature as they are mainly selling electronic items which has specialised aspects. The staffs are encouraged to...
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...Kaplan University IT234 Unit 4 Jennifer Polisano 1. In the General Hardware Corp. relational database as shown in Figure 4.1 (pp. 71–72) above: a. How many foreign keys are there in each of the six relations? Answer 1a: There are between three and six foreign keys in each of the six relations. b. List the foreign keys in each of the six relations. Answer 1b: Starting from top left and continuing down, they are Salesperson Number, Salesperson Name, Commission Percentage, Year of Hire, Office Number; Customer Number, Customer Note, Salesperson Number, HQ City; Customer Number, Employee Number, Employee Name, Title; Product Number, Product Name, Unit Price; Salesperson Number, Product Number, Quantity; Office...
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...conduct was linked to personal, ethical perspectives. The purpose of this essay is to discuss unethical behavior as it affects a salesperson. Individuals have a different approach to marketing because of its blinding effect on the points of levels. The personal, ethical perspective of a salesperson is philosophical. In an organization, unethical behavior is a rule that is administered by the organization for the purpose of communicating marketing strategies. This rule applies under a code of ethics that involved taking surveys from the organization, the individual, and society. The survey is designed to simulate the unethical behavior situations that grow over the amount of sales a salesperson receives from merchandise discounted without management approval. The importance of the survey identifies the salesperson in the organization, but in an organization, society portrays each as a component. The salesperson encounters the decision that stems from unethical behavior. Ethical pressure is mostly the work group that becomes the next level. The unethical behavior could be avoided by not following the organization's rules (Ferrell, Johnston, & Ferrell, 2007). Most dictionaries define unethical behavior as the manipulation of rules. Unethical behavior is a major focus of rules. The manipulation of rules experienced by a salesperson is accounted for through the questionnaire or survey. In this survey, a salesperson's query of experiencing society and the organization...
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