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Case 1-1: “What They Didn’t Teach in the Sales Class” 1. Should Rick Lester “turn in his keys”? ??? Rick Lester should not give up that easily and blame his job. No job can be done effortlessly. He should take everything as a challenge and learn from them. In this way, he can maximize his ability in coping up with similar instances that he faces in his job and being able to overcome much easier than he it was before. These will him a better person and a salesperson. He must develop to an optimistic person and try to take the risk for him to achieve his goals. 2. How should Mr.
Brown handle this situation? What should he say to Rick? ??? As Rick’s mentor, he should help and encourage him. Teach Rick some of the basic things he learned in situations like this, he should not leave him behind. Some empowering statements can boosts a person’s feeling, being positive can help solve a difficult situation like in Rick’s situation. He should give Rick advises rather than telling him to sarcastic and hypocritical answers. Mr. Brown should also empower Rick to use his strengths and not be bothered by his weaknesses like Rick’s perception of a salesperson to be a lower position. . How can firms reduce high turnover among new sales personnel? ??? Firms should provide better assistance to newly accepted sales personnel that may not encounter shock in performing in the actual field. A number of trainings and screenings should be conducted in order for the firm to get the most suitable person for a job in sales therefore lessens people from quitting their jobs because of wrong expectations and knowledge about it. 4. What can firms do to increase salesperson status? ??? A firm must provide rules and regulation and focus on the firms ethics hat could help protect their sales personnel. Employee empowerment is also an important factor to consider. This greatly helps sales personnel to maximize their ability in dealing with their work and helps in making their work process more efficient and effective. 5. What can professors do to better prepare students in sales classes? ??? Professors should not just base their teachings and discussions on the book alone but involve the students in the reality of the business and marketing world. For the students to be exposed and to have hands on experience.
Professors should also provide activities that have applications for the terminologies and methods that are shown in the book. Everybody Sells (Reaction Paper) In the past, I am an active type of a kid before. I’m really amused with what is see in people and media. As of that time I don’t have the purchasing power that is why I go to the people that has it, which is either my mom or my dad. I usually sell them the thing I like or I have interest in like; before, I was addicted with sports like BMX and skateboarding.
For me to provide for parts and accessories, I sell the sports to my mom or dad by frequently watching X games and sport channels and involving them to it and therefore convincing them to buy me one. Presently as a student, I want to achieve good grades as to have clean records that I will be using in the future to have a good career. I sell myself through making a good impression to the teachers and doing my best to capture their attention by actively participating in class and having good grades in our exams. After I graduate, I want to practice my profession first and earn a job that perfectly suits my needs and interests.
In order to have this, I must impress the heads of the firms with my skills and abilities through selling myself to them; confidently and honestly telling them my edge against the other fresh graduates that are also finding jobs for them. Three to five years after I graduate, I will either be in line with the top managers or own my own business as reward for my hard work and labor. I can do this by applying all the things I’ve learned in the past through selling to serve others and to provide for myself my needs as reward for my servitude.
As a top manager, I will use selling to help the rank and filers to improve, to efficiently maximize their roles, and to achieve their goals in the near future like mine. If I ever have my own business at that time, I will sell products that can help solve the needs of my consumers. Be of service to them and to the society as well as to my employees by providing what they need and not only for the purpose that I gain profit and take advantage from the action I offered or the need I provided.