Answer to Question #188205 in Management for TAM

Question

a) Discuss the classification of functions of a sales organization.( please answer in 200 words )

b) Highlight the difference between formal and informal structures of sales organizations ( please give at least 10 points of difference)

c) Write short notes on: Methods of estimating training and development needs of sales people. ( please answer in 200 words)

Answer 1

a)

A sales team is responsible for a variety of tasks. Market research and other sources must be used to gather marketing information. It refers to market research, which involves forecasting, intelligence, and data. It's a crucial aspect of product sales. If this isn't done correctly, the market can end up with more products than it can handle. This could result in financial losses for the company. It can also result in underproduction, which has similarly unpleasant consequences.

It is required to carry out product planning. This entails agreeing on the product's box, name, and trademarks. It must estimate revenue and accordingly schedule its sales strategy. The Sales department's entire focus is on selling in order to maximize profit. For this purpose, a continuous search for viable markets is conducted. Various agencies are set up throughout the world, as well as in international markets if possible. To launch a new product, unload accumulated inventory, and overcome a competitive environment, the department, for example, engages in sales promotion. It must do sales budgeting, which entails estimating the likely gross income from sales as well as the selling and distribution costs in order to manage and monitor the selling and distribution costs. It must establish a clear and sound sales strategy, including policies relating to delivery methods or networks, terms and conditions of sale, product rates, trade and cash discounts, return policies, credit terms, and payment method.

b)

c)

Sales training and development is a systematic process that includes fact-gathering, preparing, coaching, learning, and attempting to improve selling skills and combine them with native abilities, expertise, and experience. Two-phased approaches to a sales training needs evaluation can be used to precisely measure training and material requirements, which involves gathering and reviewing data, as well as developing and validating the plan. The approach to the appraisal provides sufficient opportunities for feedback from key senior leaders, stakeholders, and constituents in the sales company to ensure that they take ownership of the plan's implementation and performance.

Administering online surveys with a sample of sales through interviews focuses on gaining an in-depth understanding of the sales and marketing strategy, organizational structure, culture, roles and responsibilities, priority product solutions, and priority customers, as well as consumer purchasing habits, behaviors, and cycles. The evaluation often considers different selling conditions, rivals, differentiators, key selling and coaching challenges and opportunities, customer experience, specific competency models, performance data, and key product details, all of which are essential to effective selling. Evaluators take note of the latest tools and data used during the sale process, as well as key selling strengths and weaknesses, key metrics, and qualification criteria. Using the data gathered and evaluated during the sale needs evaluation, the department creates a sales training program that equips sellers with the essential skills they need to turn every buyer experience and unlock revenue