Question

what is the role of a company's salesforce in creating value for customers and building customer relationships.

Answer 1

Today, most businesses are using salespeople to bring the offer of their business to consumer or business publics. The position of the salesperson is a vital part of the organisation. The high cost of holding a sales force means that management is increasingly interested in how this critical item can be managed efficiently.

Personal sale of a commodity by a sales organisation's agent to a prospective client is called personal sales. Personal sale is personal information contact to convince others to buy something. Personal Sales happens when a representative of a business comes in direct contact with a customer to tell a customer of a good orservice in order to get a sale. To business-to-business marketers, personal sales is especially important, as goods and services are complicated and costly. Private revenues in many businesses are the biggest single operating cost..

The interpersonal arm of the marketing mix is Personal Sale. Sales people represent the client to the consumer and serve as an intermediary connecting the consumer to the client Salespeople work for a company and do one of the following: new business prospecting; interacting with prospective and current customers; serving customers and collecting information. Sales positions range from: product delivery; order processing; building goodwill or educating customers; positions where professional expertise is needed; and innovative sales

Sales management includes the study, preparation, execution and supervision of the activities of the sales force. Advertisement consists of one-way, non-personal contact with target customer groups while personal marketing requires two-way personal communication between sales people and individual customers. Personal sales can be more successful than publicity

Most of today's companies are moving away from transaction marketing, with a focus on makinga sales. Instead, they practice marketing relationships which emphasize maintaining profitable long-term relationships with customers by creating superior value and satisfaction for the customer. They know that it costs much more to snatch new customers from rivals when operating in maturing markets and facing more intense competition than to retain existing customers