Question

assume you have been hired as the national sales manager for a newly formed electronics distributor. your salesforce will sell directly to electronics retailers. although the company is not widely known, it will use little other than the salesforce to promote its products in a highly competitive market. thus, salespeople’s skills are very important. salespeople will be responsible for providing complete customer service, including handling damage claims, helping with merchandising, providing advice, and following up after the sale to ensure the customer is completely satisfied. devise a reward system for your salesforce, being sure to address the type of financial compensation plan you will use and why, as well as the types of non financial compensation you will provide. what role will recruitment and selection play in this process? explain.

Answer 1

I personally believe that sales as a profession is one of the most difficult career to pursue because in this profession education may not be mandatory but skill and presentation skills are without which success is very much far. Sales people generally possess a different kind of pay and the structure of their pay is different from that of normal salaries profession, they possess a fixed salary but that is what is fixed and the incentives they earn by making a complete sale and my achieving or over achieving targets is huge. The reward system that I will be following will be a structured one and the employees and the offices they work under will be rewarded simultaneously.

1. There will be a fixed salary

2. There will be a percentage that the employee will receive when a sales is made and completed successfully without any issue with the customer.

3. Targets are important in sales and when an employee achieves his or her target will be getting an incentive based on the amount over achieved.

4. There will be monthly, quarterly, half yearly and annual awards which employees will be receiving based on their performance in the time frame and there will annual award for the offices as well based in different location and based on their performance as a whole they will be rewarded as well as it will be a joint effort.

5. The employees who is the best performer for the year will be given a vacation for 10 days completely sponsored by the organization.

6. Along with that each and every employee is given a smartphone with free internet connection.

I think that along with rewards which come later on, the primary aspect is recruitment and selection of employees and that is the reason it is said that Sales interviews are like hell because in that interview a person understands what sales is all about and the process is actually not at all a cake walk. The person should be selected based on Communication Skills, presentation skill, convincing skills, knowledge about the product and has to be street smart with unique ideas and only then the person should be a fit for sales.