Sales management systems and the involvement of salespeople is an enormous topic that creates a significant channel between communication and social engagement systems. Salespeople play an important role in collecting market intelligence through their skills and responsibilities. In the current Era, selling and purchasing goods or services is a common factor but these are done through different transactions. These transactions can be different on the basis of persuasion (Braxton 2021). The sales manager has some significant objectives within a farm that follows sales structures and models to make the management system more efficient and effective. Some of the significant opportunities related to the sales management system of any organization are based on increasing the sales volume, increasing the profitability, increasing marketing share, and growth rate along with the brand image.
This particular study will focus and analyze the different sales models which have been implemented by Gipfel International company, which is a retail store chain selling kitchenware. The company’s products are produced in China under the German brand. Gipfel International has been one of the world’s leading manufacturing companies of quality cookware and kitchen accessories. At the current time, this company has become the market leader of single-brand stores entirely dedicated to stainless steelware in Russia. Since 1997 Gipfel International has been operating and developing practical and easy kitchenware where the German traditions are based on quality and style.
The company first entered the CIS region a long time back but in Uzbekistan, it entered in 2019 by opening the first Store. Currently, Gipfel International has 3 stores in Tashkent and is planning on expanding its business in Samarkand and Fergana valley. The company’s specialization lies with its feature of operating both in B2C and B2B markets (Ingram et al. 2019). The significant sales model of B2B markets and B2C markets are helping the business of Gipfel International to expand its businesses overseas.
As it is already known that Gipfel International already uses both B2C and B2B sales models for its operational activities. In this company majority of the retail stores follow the sales model of B2C where the businesses are conducted directly from selling the products to the customers instead of having a mediator. According to the B2C sales model, the personal selling approach of Gipfel International is implemented where the salesperson is acting as a bridge between the company and the customer so that the connection is built through providing appropriate information about the products (Jobber, Lancaster and Le Meunier-FitzHugh 2019). The major idea of the salesman is to explain every detail and benefit related to the products so that the customer is able to find their best suitable offers and convenience according to their requirements.
The sales manager of Gipfel International also indicates the provision of technical information which are most important to the customers. Here are the important lies because the customers or buyers are often familiar with the way the particular product works such as the non-stick coating of the pan of the situation in which way the fast iron can be used for Cauldron. The salespeople or the sales manager have the major responsibility of assisting all the customers related to their buying options. (Vladimirovich 2020)
The company also operates in some areas through its B2B sales model where it directly offers gift ideas to wholesale products and large corporations. According to Gipfel International companies, the B2B sales model directly markets and uses a direct marketing system for the main approach of selling and purchasing goods and products.
Figure 1: The Gipfel International organizational sales team structure
According to figure 1, the indication of organizational structure within the sales department of Gipfel International is showing the hierarchy of the sales team. The sales department based organizational structure of the company can be identified as a line sales organization. In this structure of the organization (Plank et al. 2018): the managers of the stores are the independent variables and personnel where the responsibilities are continuously delegated by the top managers among the salespeople team to fulfil their sales targets. The structure is also showing three levels of hierarchy with the sales manager at the top who is directly handling the managers of the three different stores and the store managers are directly responsible for the salespeople team of the 3 stores (Gammoh et al. 2018).
As claimed by (Hu, Chuang and Lin 2021) retail efforts provided by the salesperson is a significant contribution to organizational performance. The salespeople should always process some specific skills visa essential to attract more customers towards organized and organization and its products and services. These skills help the salespeople to enhance the selling of products and also to make the customers come back again. The responsibility of the salespeople also lies with their skills where they are able to construct a confident relationship between the organization and the customers that help throughout and represent it in the company through their skills.
As the company’s representative, the salespeople need to identify some specific skills which will be important in the case of personal selling (Amor 2019). The skills will evaluate the business performance through the salespeople and their representation of the company where the customers will feel more attracted towards the products and services that Gipfel International is providing. Some of the significant skills are stated below which are essential for the salespeople of the company to enhance their sales management system.
According to (Chen and Song 2018) the recruitment or hiring process within organizations play a great role in enhancing the sustainable growth rate of sales and improving the customer-organization relationship.
The Gipfel International company uses significant recruitment channels which have many types that only depend on the role of the employees. The company’s utilisation of the different channels is entirely based on the responsibilities and duties of the employees individually so that the hiding process can go through critical measurements and sustainable employee retention rate at the end.
For the store managers, the hiring process is either done internal or from a networking system. This particular factor is generally explained after the consideration of a reliable person within the store who decreases the potential stealing activities from the inventory. This is the major role of the store manager who observes and monitors activities happening within the stores (Torres, Chiappe and Segovia 2020).
On the other hand, the sales forces of the company are recruited through Headhunter, Rabota uz, OLX and so on so that they are able to represent the company through their specific skills. For the salesperson recruitment process, there are some significant questions related to the company representatives which are used for the hiring purposes for the salesperson.
The significant questionnaire is considered to be based on the roles and responsibilities as well as the knowledge and experiences of the salesperson individually. The questionnaire is stated below.
Figure 2: Job Opening of Gipfel International
According to figure 2, Gipfel International company based on the latest job vacancy is identified and observed. From the observation, it can be identified that the company is hiring candidates and only young women who have experience in the sales industry. The job vacancy has put pressure on the requirements of experienced women candidates only (Rabota.uz 2021).
After receiving all the applications of the company search sem according to the education age requirement skills and work history. The candidates who have passed are called upon for an unstructured interview to test their interpersonal skills, communication and knowledge of the sales sphere. If the selected candidates passed the interview round then they are invited for a one month probation period. The candidates who successfully pass and go through the probation period are offered a permanent employment letter.
According to the training of the employee Salesforce, it is one of the major important factors of the Gipfel International company because it has a direct impact or effect on the sales of the company. The training and development process within the sales management system is one of the most important and essential factors because of its relevance to sales and the profitability of the organisation (Chen and Song 2018).
As per the sales manager of Gipfel International Aziz Khashimov, the training is specifically and more critically designed so that the sales managers and the store managers are able to provide appropriate training to the newly recruited employees along with the existing employees who have difficulty in some areas (Leijala 2021). The training program entirely focuses on product data from different technical aspects, company information and the latest trends within the kitchenware sphere.
These three materials play the most important factor that needs to be trained to the employees because these are the three major elements of the entire operation that Gipfel International company operates within several market segments. In the case of the sales department, the importance of deep knowledge about the products is important to attract customers (Torres, Chiappe and Segovia 2020). On the other hand, company information plays a great role among the employees and the customers so that the confidentiality of the organisation is appropriately maintained by its own employees. Lastly, the latest trends in the kitchenware sphere are provided to them as training material so that they understand the requirements of the customers and the communication of presentation skills become efficient.
The entire training process is conducted through in-store training and video lessons (Kabir 2021). The Gipfel International company holds training programs only for one single time after employment.
After the analysis of sales management within Jeep fail International it can be identified that enough experience and appropriate instruments can establish a successful and sustainable sales program within an organisation. However, there are some significant elements that the sales managers need to review in order to establish a successful management system.
From the identification of the Gipfel store, it can be identified that the salespersons are unable to create a good relationship because of their lack of interest. Personal relationships need to be created with customers as effectively so that the loyalty of the customers towards a brand can be identified and the word of mouth promotions can be achieved.
Another recommendation can be stated regarding the recruitment process of the company. Here the recommendation is to hold a reference check of the candidate so that the confidence of the candidates can be identified. The potential employees can be identified from the references and the offences within the in-store activities can be minimised along with performance enhancement.
From 19 analysis in addition to the particular perspective (Khan 2020) states that salespeople who continuously work in personal selling are more likely to become angry due to annoying customers and their nature of creating conflicts. In order to prevent this particular situation from occurring, a psychological test can be used within the interview face and whole training to increase the possibility of stress resistance. Repeating and updating training will also be effective for salespeople who are on the verge of going down.
References
Amor, N.E.H.B., 2019. What skills make a salesperson effective? An exploratory comparative study among car sales professionals. International Business Research, 12(11), pp.76-93.
Braxton, K., 2021. Employee Retention in Alabama Media Companies (Doctoral dissertation, Walden University).
Chen, Y. and Song, J., 2018. What are the Best Practices to Conduct Sales Training?.
Gammoh, B.S., Mallin, M.L., Pullins, E.B. and Johnson, C.M., 2018. The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. Journal of Business & Industrial Marketing.
Griffin, P.F., Attaway, J.S. and Griffin, M., 2018, June. Bias in the hiring process of professional salespeople: The effects of gender, ethnicity, and religion. In Academy of Marketing Science World Marketing Congress (pp. 387-392). Springer, Cham.
Hu, H.C., Chuang, S.H. and Lin, S., 2021. How adaptive selling behavior influences performance: complementary roles of salespeople skills and service leadership. International Journal of Technology and Human Interaction (IJTHI), 17(1), pp.75-89.
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H. and Williams, M.R., 2019. Sales management: Analysis and decision making. Routledge.
Jobber, D., Lancaster, G. and Le Meunier-FitzHugh, K., 2019. Selling and sales management. Pearson UK.
Kabir, A., 2021. The aptness of sales training and development in BATB.
Khan, M.M., 2020, December. Development of An e-commerce Sales Chatbot. In 2020 IEEE 17th International Conference on Smart Communities: Improving Quality of Life Using ICT, IoT and AI (HONET) (pp. 173-176). IEEE.
Leijala, A., 2020. Disruption in B2B sales is enforced by COVID-19 internet of competition (IoC) model changes the way we sell [C]. In //Proceedings of the Annual Global Sales Science Institute Conference.
Peesker, K.M., Kerr, P.D., Bolander, W., Ryals, L.J., Lister, J.A. and Dover, H.F., 2022. Hiring for sales success: The emerging importance of salesperson analytical skills. Journal of Business Research, 144, pp.17-30.
Plank, R.E., Reid, D.A., Koppitsch, S.E. and Meyer, J., 2018. The sales manager as a unit of analysis: a review and directions for future research. Journal of Personal Selling & Sales Management, 38(1), pp.78-91.
Rabota.uz, 2021. ?????? ? ???????? – ?????? ? ?????? ??????. ?????? ? ???????? ???????????. ????? ?????? ? ????????. [online] Rabota.uz. Available at: <https://rabota.uz/vacancy/53823> [Accessed 10 March 2022].
Torres, H.A., Chiappe, A. and Segovia, Y., 2020. Sales training and ICT: a literature review. Industrial and Commercial Training.
Vladimirovich, K.M., 2020. Future marketing in B2B segment: Integrating Artificial Intelligence into sales management. International Journal of Innovative Technologies in Economy, (4 (31)).
Essay Writing Service Features
Our Experience
No matter how complex your assignment is, we can find the right professional for your specific task. Contact Essay is an essay writing company that hires only the smartest minds to help you with your projects. Our expertise allows us to provide students with high-quality academic writing, editing & proofreading services.
Free Features
Free revision policy
$10Free bibliography & reference
$8Free title page
$8Free formatting
$8How Our Essay Writing Service Works
First, you will need to complete an order form. It's not difficult but, in case there is anything you find not to be clear, you may always call us so that we can guide you through it. On the order form, you will need to include some basic information concerning your order: subject, topic, number of pages, etc. We also encourage our clients to upload any relevant information or sources that will help.
Complete the order form
Once we have all the information and instructions that we need, we select the most suitable writer for your assignment. While everything seems to be clear, the writer, who has complete knowledge of the subject, may need clarification from you. It is at that point that you would receive a call or email from us.
Writer’s assignment
As soon as the writer has finished, it will be delivered both to the website and to your email address so that you will not miss it. If your deadline is close at hand, we will place a call to you to make sure that you receive the paper on time.
Completing the order and download