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I have summarised the views of Mr. Lau and Andy about the qualities of a successful salesperson and sales manager in the table below.  I have also included my view on this topic.

Issues

Salesperson’s Views

Sales Manager’s Views

My Views

 

 

Qualities Of A Successful Salesperson

  • Quick thinking
  • Foresight
  • Hardworking
  • Determination
  • Positive and sincere attitude
  • Patience
  • Diligence
  • Good presentation skills

Comments:

Andy passed for all the above qualities but lacked motivation to generate greater sales.

  • Personality Characteristics (include appearance, conversational habits and mannerisms)
  • Personality Traits (include assertiveness, dependability, Self-Management)
  • Personal Motivation to be successful

 

 

Qualities Of A Successful Sale Manager

  • Responsibility
  • Patience
  • Firmness
  • Good communication skills

Comments:

Mr. Lau possessed all the above qualities except good communication skills.

  • Foresight
  • Patience
  • Strong sense of responsibility
  • Ability to forecast and handle challenges

 

Their views about the functions of a salesperson and sales manager are also recorded below.  Similarly my views are also included.

Issues

Salesperson’s Views

Sales Manager’s Views

My View

 

 

Functions Of A Salesperson

  • Prospect new customers
  • Make sales presentations
  • Close sales
  • Collect payment
  • Prospect new customers
  • Make sales presentations
  • Close sales
  • Collect payment
  • Collecting information

Should convey the importance of information collection function to Andy.

 

 

Functions Of A Successful Sale Manager

  • Coordination
  • Recruitment
  • Training
  • Sales
  • Motivating salespeople
  • Product updating lines
  • Negotiating prices with suppliers
  • Making product orders
  • Making sure salespeople adhere to company policies and rules
  • Handling customer feedback
  • Forecasting sales figures
  • Setting sales target
  • Working with other departments
  • Sourcing for new products

3 broad functions:

(i) formulate a strategic sales programme

(ii) implement the program

(iii) evaluate and control the programme

Find out about the Sales Process!Back To Main!How do they recruit these salespeople?