Principles of Selling

1. Based on the information given, what are the major problems facing the sales organization?

According to the given information, the sales organization is having a hard time with their salespeople appearing genuine to the customers. One of the main complaints from customer surveys is that the salespeople appear to be arrogant and self centered, and that they do not truly care about what the customer wants or needs. They are just looking for a sale and it is obvious by their canned responses. Customers feel pressured instead of guided to make the right choice for their individual situation. Another problem the sales organization is facing is difficulty keeping good accounts. Although there has been improvement over the past four years due to a new marketing strategy, there is still much room for improvement. This may be largely linked to how customers feel they are being treated.

2. What changes in the recruiting and selection of salespeople would you suggest? Why?

In order to better staff the company with salespeople who are more suited for the job, it is crucial to have an effective recruiting and selection strategy. It is important to first conduct a job analysis. This will give recruiters information regarding what tasks, duties, and responsibilities will be required. The next step they should take is to look at the job qualifications to know what skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job will be required from the prospects that are recruited. They should look internally and externally for possible recruits. Sometimes it is good to recruit people who already know how the company operates, however sometimes it works better to have someone fresh and new to the team with an open mind. After all the recruiting is complete, they need to spend time screening resumes and applications for the best candidates. Once they are narrowed