The Importance of Salespeople in an Organization
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Sales people are the frontline personnel of the organisation. From that perspective it can be said that they are the face of the company to the customer. Customer can find the attitude of the company after interacting with the sales people of the organisation. They can develop the first impression regarding the organisation (Perez et al., 2014). The behaviour and the performance of the sales people can develop the impression regarding the organisation and the value it is offering to the customer. If the customer is satisfied by the behaviour and the performance of the sales people they accept the value offering of the organisation. In this case sometime sales people can play the role of an entrepreneur (Todosijevi?, et al., 2014). In this case the organisation can utilise the spirit of entrepreneurship of the sales people. In their article Douglas Amyx, Shahid N. Bhuian, and G. David Shows indicated that attitude of the sales people and verbally illustrated the possible outcome the company can expect out of this behaviour of the sales personnel of the organisation. There are two relevant tem has been use in this analysis one is customer value base that does indicate the value used to receive by the customer instead of the offered price of for the product or service. Psychological or sociological theories have been applied on the basis of social exchange theory. In another article Stave W. Martin Has describe the exact level of performance of the sales personnel. The attitude and the orientation of the sales people have been described by the writer. Bother auricle made an attempt to judge and understand the motivation and the application of the motivation in the field of sales and marketing by the sales people.
Entrepreneurial activity has a common behavioural trait that can be applicable to any entrepreneur. The attitude of the entrepreneur is different than the ordinary people. The ability of innovation, proactive behaviour, risk taking attitude is the behavioural pattern of the entrepreneur. In this article the writers has substantiate their argument in this direction. This study is based on a formed hypothesis that is there is communality among the behaviour of the sales people and the entrepreneur (Edelkamp, & Greulich, 2014). In order to claim their argument the writers indicated towards the autonomy that used to enjoy by the sales people to convince the clients. Organisations are offering this power to them on the basis of the sales performance that can be produced by the sales people by enhancing the sales revenue and the quantity of sales of the organisation. Problem solving is another important attitude of the entrepreneur at the same time it can enhance the credibility of the entrepreneur and the market value offering of the enterprise or the organisation they are governing. The same trait of behaviour is one of the major characteristics of the sales people of the organisation. Addressing the customers issue is one of the responsibilities of the sales person of the organisation. To the customer sales person is the face of the organisation. The customers are willing to interact with them in order to solve the problem they are facing the problem may get emerged out of the purchase of the product. Post purchase issue is one of major issue in the area of sales and marketing (Cri?an et al., 2016). Sales person can coordinate with customer regarding the post purchase problem related issue. In the area they are sharing their attitude with entrepreneur. Innovation is one of the major qualities of the entrepreneur. In most of the cases they do offer an innovative solution of the problem and they can get the market patronage out of it (Taylor, 2015). The same trait used maintained by the sales people they do offer different type of innovative solution of the existing problem. Out of this offering they can enhance the credibility and the acceptability to the customer. Risk taking is also the part of sales personnel. Like entrepreneur they take risk to gain the sale out of this. The whole endeavour of the salespeople in this respect directed toward a long term relationship with the customer. In this article the author mention the role of relationship marketing in the contemporary marketing scenario. The farther implication of this trend can lead towards sustainability. Relationship marketing has become one of the prominent trends of the contemporary marketing practice. In the article the authors has explain the relevance of this type of marketing and the relation of that with the approach of the entrepreneur. Long term relationship is one of the issues behind the relationship marketing in this regard. The independent business owners are putting stress on this issue because sustainability is one of the basic factors for the independent enterprise (Rachan, 2016). In the second article the writer has described after taking the survey of 1000 sales personnel the top sales personnel is he who has achieved 125% of the target that has assigned on him (Martin, 2016).from this perspective it can be said that he achievement is one of the major issue for the sales personnel. Long term relation can help the sales personnel to gain constant achievement that can help his carrier too.
The Similarities between Salespeople and Independent Entrepreneurs
Despite certain similarity there is a difference of the arguments between the authors of the two articles. In the second article the writer Steve Martin has stated that money is the only major motivator for the sales personnel but in the first article the authors said apart from money sustainability is one of the major motivator of them. That is reason the behaviour of the sales personnel adopts the trait and the nature of the independent business man. Sustainability is one of the major factors of the business strategy (Amyx, Bhuian and Shows, 2016). In the second article the writer Steve Martin described the emotional issue influence the customer to avail the service from the sales person (Martin, 2016) bout in the first article the writers put stress on the personal quality of the sales personnel to attract the patronage of the customer. In the case the writers described the role of innovativeness, proactive behaviour and risk taking. These faculties of the sales personnel lead them to earn customer satisfaction and gain the sales target. These faculties are available in the behaviour of the individual entrepreneur the writers find semblance among these two categories of people in this regard.
Sales personnel of the organisation do harbour the quality of the independent entrepreneur. On the basis of the personal observation it can be said the process of direct marketing is related with the achievement of the individual and the performance used to get counted on that basis. In this study the author has identified three qualities of the independent business owner those are getting reflected in the behavioural trait of the sales personnel those are innovativeness, pro activeness and risk taking activities. These attitudes are important for the sales personnel of the organisation too (Lee & Pinheiro, 2014). According to the finding of the study the entrepreneurial qualities of the sales people are treated as the ‘high order factor’ work as the positive influence over the customer because these are directly connected with customer satisfaction. The issue of commitment ensure the level of the satisfaction that a customer may get out of this behaviour of the sales personnel of the organisation. These behaviours are essential from the perspective of the sales personnel too ( Escario et al.,2015). The success in the sales process is largely depending up on the level of customer satisfaction. The entrepreneurial quality of the sales person enhances the sales power of the individual. The motivational level of the sales personnel as well as the purchaser gat increase out of that. From that perspective in can be recommended the adaptation of the entrepreneurial quality can be judge as the ideal behaviourial trait of sales personnel of the organisation. In the second article the writer Steve Martin has shared different important information these information can be the issue of consideration for the recommendation. According to Martin 50% of the marketing professionals are goal oriented. All the endeavour they used to adopt to satisfy the goal that they have envisage (Martin, 2016). This goal orientation can be the part of the enterprise behaviour of the sales personnel. So the recommendation can be made on the basis of goal orientation the organisation can cultivate the enthusiasm of the sales personnel and can channelize them towards the right direction to accomplish that goal.
The Role of Salespeople in Sustainability, Innovation, and Problem-Solving
In conclusion it can be said that the articles ‘Customer-sales people relationship Influence of sales people entrepreneurial behaviours’ and A Portrait of over performing salesperson are eye opener in its own quality, the article has indicated one of the most significant issues those are related with the attitude development of the individual working personnel. The attitude of sales is directly connected with the attitude that harbour by the business people such as owner of the small business. In the study of Steve Martin the reality of the attitude of the sales personnel has been articulated the sales executives wants to comply with the attitude of the customer(Martin, 2016). Same this applicable to the business owner, in this case the owner has responsibility to make sales because in this case he is the bread earner for the organisation. The customer satisfaction is the responsibility of the owner because the level of satisfaction can offer the sustainability to the business. The same attitude does harbour by the sales personnel of the organisation. Despite being an employed staff of the organisation a sales person has to interact with the customer as independent business owner. Sustainability is also one of the major issues for him. The right attitude for sales is to develop satisfaction of the customer through the product as well as post purchase service that is the reason the sales personnel has adopt the quality of innovation, pro activeness and risk taking attitude from the independent business person to progress in the verge of success ( Ruiz et al.,2014),
Amyx, D., Bhuian, S. and Shows, G. (2016). Customer-salespeople relationship Influence of salespeople entrepreneurial behaviours. Marketing Intelligence & Planning, 34(5), pp.586 - 598.
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Lee, S., & Pinheiro, V. (2014). Outsourcing sport sponsorship sales to a sport management class: Understanding the benefits and risks. Journal of Brand Strategy, 3(2), 184-192.
Martin,S.(2016). A Portrait of overperforming salesperson. Harverd Business Review,
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Rachan, W. (2016). Salesmanship: Enterprise Manager's Guide. Trafford Publishing.
Ruiz, M., Costal, D., España, S., Franch, X., & Pastor, Ó. (2014, June). Integrating the goal and business process perspectives in information system analysis. In International Conference on Advanced Information Systems Engineering (pp. 332-346). Springer International Publishing.
Taylor, G. (2015). Browsing, salesmanship, and obfuscation.
Todosijevi?, R., Mjirda, A., Mladenovi?, M., Hanafi, S., & Gendron, B. (2014). A general variable neighborhood search variants for the travelling salesman problem with draft limits. Optimization Letters, 1-10.
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