QUESTION 1 (30 MARKS) Johan has been a salesperson at a medium-sized textbook publishing house for five years. He has just been promoted as a sales manager of a new territory. As a sales manager, he is tasked with hiring and training three new salespeople for his team. a. Suggest the topics that Johan should cover when training the new salesperson regarding ethics in dealing with the employers. (15 marks) b. With his power as a sales manager, elaborate on how Johan can manage sales ethics. (15 marks) QUESTION 2 (40 MARKS) James is a top salesperson at Perodua. Meanwhile, Chong is a prospect looking for the best car for his family of five. a. Suggest the most suitable territorial space that James can use when approaching Chong. (1 mark) b. Examine major communication elements involved between James and Chong. (24 marks) c. James is having difficulties in explaining suitable car for Chong. Investigate barriers to communication that might exist and suggest how James can solve the problems. (15 marks) CONFIDENTIAL/2 FBA/PMD2303/NOV21 QUESTION 3 (30 MARKS) Anjali is a salesforce employed by Coway, who is preparing to do a sales presentation to customers. The sales presentation is to promote the latest product of Coway - The New 'Coway Kecil' which is a slim, 7-inch design with 1 Touch Water Extraction. a. Anjali's primary goal is to sell 'Coway Kecil' to the customers. Examine the purpose of her sales presentation. (15 marks) b. Considering this situation, demonstrate the sales presentation mix that Anjali can apply. (15 marks)

1. a) Integrity.

Objectivity.
Competence in the field.

Confidentiality.

Professional etiquette

b) johan can ensure he does the folowing :

Create a sense of trust and credibility with your customers...
Be responsible....
Disseminate accurate, up-to-date information.

Compare and contrast in a fair manner.

Deal with issues head on.

Follow through on promises made to customers.

Take any criticism and lead by example .

3. a) james can employ these strategies:

 Personal Self-Control
This entails making and sticking to a plan. Consistency is key in sales. In both good and terrible times, you must be able to remain focused on your goals.

Repeat
One of the most common mistakes salespeople make is failing to follow up and perform what they claim they'll do. This is important not only for nurturing clients but also for being committed during the prospecting stage. You can't expect the consumer to wait for you. It's up to you to get in touch with them.

It's all about the client. It has nothing to do with you.

Customers are unconcerned about you. They have their own issues that they would like assistance with. When we let go of our pride and replace it with gratitude, we are able to see the world in a new light.

 Pose interesting questions
We'll gain far more respect as a result of the questions we ask rather than the information we provide. If we do all the talking, we won't be able to learn about the customer's demands. It's a simple concept that's far too often overlooked.

b) A connection between James and Chong is created . Take the time to interact with your consumers in a professional and kind manner.
Negotiation  between james and chong . Active listening is a skill, just like any other, that requires practice. I used to work as a salesperson.

Creation of customer service guidelines.

c)Communication is unclear.
There must be consensus among the teams in order to get on the same page; otherwise, barriers will continue to remain. Communication norms must be accepted by all.

Time constraints prevent  from thoroughly negotiating with Chong.
It's not that sales and marketing don't communicate. It is frequently due to a shortage of time. Marketing rarely has the opportunity to spend time with sales in order to learn how to collaborate more effectively.

James and Chong have poor listening skills.
This is most likely the most typical stumbling block. The salesperson performs the most of the talking, and when the customer does speak, the salesperson is not fully engaged.

solutions :James can break down the communication barrier by paying close attention to the objection. When you hear an objection, your first reaction could be to jump right in and respond.

Completely comprehend the objection. Many objections conceal underlying concerns that the customer is unable or unable to express.

Respond appropriately and affirm that he is happy with chong's objection.

4.a)One of the most significant tools available is the Anjali's sales presentation. When done correctly, a sales presentation can help develop a relationship with potential consumers and distinguish your organization from competition. It has the potential to set the tone for all subsequent interactions as the sales process develops.

b)Anjali can use the following sales presentation mix:

Communication to the audience that is persuasive

The product's visual aids

Demonstrations of how to utilize the product

Evidence of the product's effectiveness.

Step-by-step explanation

When selling a product, sales ethics refers to the use of honest sales tactics, accurate information, and genuine concern for the requirements of the customer. Unlike a "sell-at-all-costs" approach, ethical selling requires your sales staff to preserve their professional ethics at all times.

a territorial sales space It's essentially your plan for how your team will target and approach prospects, leads, and current customers in order to close more sales.

Demonstrating occurs early in the sales process and entails demonstrating, in a tailored manner, how a product or service can improve your client's life. Presenting occurs later in the process and is used to confirm the value you can deliver as well as adapt your call-to-action to the specific opportunity.

A successful sales presentation provides an engaging tale, emphasizes your value offering, and fits with the requirements and desires of your audience. It concludes with a compelling call to action and instead of starting with your differentiators, it drives prospects to them.