MANAGING SALES WORKFORCE DIVERSITY
Journal Title: International Journal of Marketing and Technology - Year 2012, Vol 2, Issue 8
Abstract
The relevance of sales personnel in any organization has forever been unquestioned as they deliver the ultimate quality of buying experience to the end consumer. Unfortunately though, their position is still devoid of respect that it on an average deserves. The low vocational esteem fructifies the need for developing the need for enhancing their self-concept. Salespeople who lack motivation deliver only sub-optimal performance. The objective of this paper is to address the challenges in managing sales personnel. In a crosscultural milieu, how employees are retained to serve consistent brand experience. In the end, the paper shall conclude with a synergistic suggestive model to be applied in the organizations for reaping the best out of the sales force of an organization. The study is based on intensive research through secondary sources. Recent studies suggest that companies are largely dependent upon the intensity and efficiency of the sales staff for its development, profitability and growth. It is a complex art that requires objectives of both: customers and organizations to coincide. Cataloging of customers, products, and, communication though well structured still require rigorous research to be validated against the test of time and, thus, improved.
Authors and Affiliations
Dr. Meenakshi Handa and Ms. Jyoti Kukreja
Keywords
Related Articles
- EP ID EP19535
- DOI -
- Views 322
- Downloads 11
A study on point of purchase - An advertising and selling technique
The term Point –Of –Purchase, or POP, refers to the promotional graphics focused on influencing consumer behavior at the moment of purchasing decision. Point –of –Purchase displays are driving a retail revolution. They...
TRENDS AND DETERMINANTS OF FOREIGN DIRECT INVESTMENT IN INDIA: AN EMPIRICAL INVESTIGATION
The present study attempts to empirically examine the determinants of FDI in India by taking time series data for the period 1992-93 to 2008-09. It applies Ordinary Least Square (OLS) method for this purpose. The empir...
ETHICS IN SUPPLY CHAIN
Today, supply chain management is a well recognised area of academic debate. It has an international presence, with both practitioners and academics alike recognising that it’s an important area of management. An ethic...
E-COMMERCE AND M-COMMERCE: ISSUES AND RECOMMENDED SCREENING
The increase of the demand, flexibility and power of wireless deals provides proper opportunities for rising up services to customers. In fact, this could mean the real services providing in all times (Despite the pers...
ANALYSIS RELATIONSHIP BETWEEN PRODUCT RECALL AND CORPORATE REPUTATION
In this study, it is investigated that the relationship between product recall and corporate reputation. A Questionnaire has been used in the research. There are two main scales. Product recall (Magno, 2012) and corpor...