Podcast Beta
Questions and Answers
What are the stages in the recruitment and selection process?
Recruitment, Selection
Which of the following qualities are important for salespeople? (Select all that apply)
Maslow’s Hierarchy of Needs is related to ______.
motivation
Herzberg's theory includes hygiene factors and motivating factors.
Signup and view all the answers
What are some methods of selection aids?
Signup and view all the answers
Which type of salespeople are described as aiming to maximize their earnings?
Signup and view all the answers
What are the different types of salesforce organization structure?
Signup and view all the answers
Training programs for sales managers are important for ______.
Signup and view all the answers
What is a likely result of a sales manager having high performance goals?
Signup and view all the answers
Which of the following best defines motivating factors in Herzberg’s theory?
Signup and view all the answers
How can companies source recruitment effectively?
Signup and view all the answers
What role does personality testing play in the selection process?
Signup and view all the answers
What is the focus of Vroom’s Expectancy Theory in sales management?
Signup and view all the answers
What is the primary characteristic of 'Creatures of habit' salespeople?
Signup and view all the answers
Which type of sales structure focuses on specific product lines?
Signup and view all the answers
What characteristic is associated with effective salespeople?
Signup and view all the answers
Which of the following best describes the attractiveness of a job to a salesperson, according to Maslow’s hierarchy?
Signup and view all the answers
What defines 'Goal orientated' salespeople?
Signup and view all the answers
Which selection aid is likely to assess candidates' practical skills in real-life scenarios?
Signup and view all the answers
What is a common financial incentive method used to motivate salespeople?
Signup and view all the answers
Which compensation type sacrifices family relationships and leisure time for financial gain?
Signup and view all the answers
What is a key component of a successful motivation strategy for salespeople?
Signup and view all the answers
Which of the following best describes 'Trade-off-ers' salespeople?
Signup and view all the answers
In a sales organization, what is an industry-based structure primarily focused on?
Signup and view all the answers
Study Notes
Recruitment and Selection
- Salespeople recruitment is a costly process
- There is variability in the effectiveness of salespeople
- Other determinants of success also contribute to the effectiveness of salespeople
Stages in Recruitment and Selection Process
- This process includes several stages
- These stages may include, but are not limited to: Identifying the need for the sale, preparing the recruitment and selection plan, conducting the interviews, analyzing data and making hiring decisions
Some Important Qualities of Sales People
- Salespeople need to possess various essential qualities
- These include: communication skills, personality, determination, intelligence, motivation, product knowledge, empathy, initiative, confidence, self-discipline, experience, and adaptability
Sources of Recruitment
- This process involves looking for talent in a variety of places
- Some of these sources include internal promotions, recruitment agencies, educational establishments, competitors, other industries, and unemployed individuals
Selection Aids
- Several tools are used for the selection process
- These tools include: psychological tests, role playing, personality tests, and interviews
Motivation - Maslow’s Hierarchy of Needs
- This theory explores the hierarchy of human needs
- It proposes a five-tier model of human needs that include: physiological, safety, love/belonging, esteem, and self-actualisation
Motivation - Herzberg’s 2 Factor Theory
- This theory divides motivational factors into two categories: hygiene factors and motivating factors
- Hygiene factors relate to the workplace environment and include physical working conditions, pay, security, salary, and interpersonal relationships
- Motivating factors are intrinsic to the work and include nature of work, achievement, recognition, and responsibility
Motivation - Vroom’s Expectancy Theory
- This theory explains employee motivation based on three key factors: expectancy, instrumentality, and valence
- It suggests that an individual's motivation is determined by the perceived probability that their effort will lead to a desired outcome
Motivation - Likert’s Sales Management Theory
- This theory emphasizes the influence of sales managers on the behaviour of their sales teams
- High-performing sales teams usually have sales managers who themselves have high performance goals, implying a strong correlation
Motivation – The Churchill, Ford and Walker Model of Salesforce Motivation
- This model highlights two key components of sales force motivation: convincing salespeople that increased effort translates to increased sales and convincing salespeople that the rewards for better performance are worthwhile
Motivation in Practice
- Motivation can be implemented through various methods
- Some practical examples include: offering financial incentives, creating a commission-based compensation structure, setting sales targets and quotas, conducting meetings between managers and salespeople, facilitating promotions, and organizing sales contests
Training - Benefits
- Training salesforces can bring several benefits
- These benefits can include: motivating salespeople to perform better, increasing sales, lowering overall selling costs, reducing turnover, and fostering salespeople's personal and professional growth
Components of Training Program
- Effective training programmes require a comprehensive approach
- These programmes often consist of multiple components including the identification of training objectives, the development of appropriate training materials, the selection of suitable training methods, the provision of training evaluation, and the subsequent follow-up actions
Methods of Training Sales Manager
- Sales managers can be trained through various methods
- These methods include: on-the-job training, role-playing, case studies, simulations, and classroom training
Topics Covered in Training Programmes for Managers
- These trainings often cover essential aspects of sales management
- Some common topics include: sales management theory, planning and goal setting, managing the sales process and pipeline, coaching and mentoring techniques, time management and delegation, and customer relationship management
Types of Salesforce Organization Structure
- Several organizational structures are used to manage sales teams
- Common structures include: geographical structure, product specialization structure, industry-based structure, and account-size structure
Geographical Structure
- This structure divides sales teams based on geographical regions
- This geographical division enables focused coverage of specific markets and territories
Product Specialization Structure
- This structure focuses on organizing sales teams based on product lines or categories
- It can be used to create specialized knowledge and expertise around individual products
Industry-Based Structure
- This structure aligns sales teams based on specific industries or customer segments
- This approach allows salespeople to develop industry expertise and build relationships with businesses within those sectors
Account-Size Structure
- This structure classifies sales teams by account size
- It allows for specialized management and service for different account sizes
Types of Salespeople based on Compensation
- Salespeople can be categorized based on their compensation motivations
- These include: creatures of habit, satisfiers, trade-off-ers, goal orientated, and money orientated individuals
- The motivational frameworks that govern these individual groups vary significantly
Types of Compensation Plans
- Compensation plans are crucial for motivating and incentivising sales teams
- Different compensation plans are adopted by companies and can be tailored to suit individual needs and business goals
- Some common compensation plans include: salary-based plans, commission-based plans, combination plans that involve both salary and commission, and bonus plans that are based on achieving specific performance goals or exceeding sales targets
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Related Documents
Description
Test your knowledge on the fundamentals of sales management, including recruitment, selection processes, and salesforce organization structures. Explore essential qualities for salespeople and critical theories like Maslow’s Hierarchy of Needs. This quiz is perfect for students of sales management or professionals looking to refresh their knowledge.
