personal selling & sales management (c17)

8/7/2019 Personal Selling & Sales Management (C17)

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JAYASILEN SIVAPRAGASAMGM 03613

PERSONAL SELLING

&SALES MANAGEMENT


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SALES & MARKETING

PERSONNEL

y Maturity

y Emotional stability

y Breadth of knowledge

y Positive outlook

y Flexibility

y Cultural empathy

y Energetic and enjoy travel


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CULTURAL THEORY

y Hofstede

y PDI

y IDV

y MAS

y UAI

y LTO

y Trompenaars

y Relationship with people

y Relationship to time

y Relationship to nature


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CULTURAL DIMENSION

Country PDI IDV MAS UAI

LTO

Malaysia 104 26 50 36 -

United States 40 91 62 46 29

Australia 36 90 61 51 31China 80 20 66 30 118


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MOTIVATION THEORY

y Maslow's Hierarchy of Needs Theory

y Physiological, Safety, Social, Esteem and Self-actualization

y Low level monetary, high level non-monetary

y Herzberg's Motivator-Hygiene Theory

y Satisfier/Motivator

y Motivate when present in work and de-motivate when absent

y

Hygieney Do not positively motivate when they are present but de-motivate when

they are absent


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MOTIVATION THEORY

y McClelland's Acquired-needs Theory

y Need for achievement

y The desire to accomplish challenging tasks and achieve a standard of work

excellence,

y Need for affiliation

y The desire to maintain warm, friendly relationships with others, and

y Need for power

y The desire to influence others and control one's environment


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MOTIVATIONAL TOOLS

y Sales contests

y Human nature to want to win and be perceived as a winner

y Sales meetings

y Train, encourage, recognize, and communicatey Promotion opportunities

y Performances need to be appraised regularly and properly

y Incentive programmes

I. It is fair

II. As soon as possible after the performance that earned the

award or recognition

III. Reflects some thought and trouble by the donor


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COMPARISONS

y Compensation

Factors Fixed Basic Car Subsudies

Malaysia Higher Yes Common

China Higher Company car CommonAustralia Higher Yes Not common


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COMPARISONS

y Rewards and attributes

Factors Base Salary Variable Pay Environment Growth

Malaysia 1 2 4 3

China 2 3 1 4Australia 1 2 4 3


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COMPARISONS

y Sales contest

Factors Task Reward Assessment

Malaysia Individual Superior

China Team SuperiorAustralia Team Collective


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COMPARISONS

y Span of control

Factors Supervision Relationship Contact

Malaysia Closely Hierarchical Frequent

China Closely Hierarchical FrequentAustralia Independent Egalitarial Periodical


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COMPARISONS

y Planning and management

Factors Budget Needs Leadership Control

Malaysia Future Group Collaborative Controlled

China Future Group Collaborative FreedomAustralia Historical Individual Top management Moderate


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HOLISTA COLLTECH

y Marketing

y A&P

y Brand plan

y

Monthly/quarterly activitiesy Field trip

y Sales

y

Daily sales conferencey B2B reports

y Monthly target and alignment meeting


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HOLISTA COLLTECH

y Daily sales tracking

Area

Day 1 Day 2 Day 3 Day 4 Day 5

Calls SO Sales Calls SO Sales Calls SO Sales Calls SO Sales Calls SO Sales

T A T A T A T A T A T A T A T A T A T A T A T A T A T A T A

1

2

3

4

5

6

7

Total


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Q& A

THANK YOU

personal selling & sales management (c17)

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