Sales and Distribution Management
Q1.
Different companies have different strategies when implementing sales programs. A strategy used by McDonnell-Cummins is by providing compensation. As a B2B company, Linda is required to do direct marketing in order to introduce their products to large consumer goods companies. Therefore, as a motivation, offering an incentive in the form of compensation for staff such as providing a new car and expense account is to enforce desirable sales performance.
At McDonnell-Cummins Company, they hired Linda Stephens who has a background in chemical engineering as a sales engineer. This might not be in relation to sales; however, having that background will help Linda as she goes into a line that requires her to sell specialty chemicals, plastics and polymer products to large consumer goods companies as she has knowledge in chemical engineering; therefore, making her qualification relevant to the job. Where Linda may lack knowledge and experience in the sales area, McDonnell-Cummins provides intensive training for three months. (Bhasin, H., 2010)
These intensive trainings, which include classroom lectures and discussions, will help to provide knowledge and training needed to carry out the job at hand as any questions and problems can be examined and dealt with beforehand. Many companies now provide training for their staff to turn them into top sales personnel. These trainings have become essential to equip employee with sales, management and leadership skills. With the appropriate training provided, necessary skills can be developed in order to carry out the task required with excellence. This in turn will provide profitability for a company and thus is an approach adopted by McDonnell-Cummins to better prepare their staff prior to sending them out into the field.
Other than that, laboratory demonstration of products, videotapes and reading materials are also provided as part of their training. These help the sales personnel to not only be knowledgeable
Different companies have different strategies when implementing sales programs. A strategy used by McDonnell-Cummins is by providing compensation. As a B2B company, Linda is required to do direct marketing in order to introduce their products to large consumer goods companies. Therefore, as a motivation, offering an incentive in the form of compensation for staff such as providing a new car and expense account is to enforce desirable sales performance.
At McDonnell-Cummins Company, they hired Linda Stephens who has a background in chemical engineering as a sales engineer. This might not be in relation to sales; however, having that background will help Linda as she goes into a line that requires her to sell specialty chemicals, plastics and polymer products to large consumer goods companies as she has knowledge in chemical engineering; therefore, making her qualification relevant to the job. Where Linda may lack knowledge and experience in the sales area, McDonnell-Cummins provides intensive training for three months. (Bhasin, H., 2010)
These intensive trainings, which include classroom lectures and discussions, will help to provide knowledge and training needed to carry out the job at hand as any questions and problems can be examined and dealt with beforehand. Many companies now provide training for their staff to turn them into top sales personnel. These trainings have become essential to equip employee with sales, management and leadership skills. With the appropriate training provided, necessary skills can be developed in order to carry out the task required with excellence. This in turn will provide profitability for a company and thus is an approach adopted by McDonnell-Cummins to better prepare their staff prior to sending them out into the field.
Other than that, laboratory demonstration of products, videotapes and reading materials are also provided as part of their training. These help the sales personnel to not only be knowledgeable
References: 1. http://www.slideshare.net/mishraswapnajeet/sales-compensation-management 2. http://www.marketing91.com/recruitment-selection-sales-personnel/