Premium Essay

Questionnaire on Career Planning of Sales/Non-Sales Employees

In: Business and Management

Submitted By nupursingh
Words 409
Pages 2
Dear respondent, I am a student from Business School, Master of Business Administration (MBA) specialization in Human Resource Management. I am conducting a research on career planning. This research is part of our summer internship. Your kind assistance in answering this questionnaire is very important for the development or result of this study. The information and responses gathered will be strictly be used for academic purposes only and will be kept as confidential. Finally, your kind cooperation in completing this survey is very much appreciated

Thank you.

Questionnaire on Career Planning of Sales/Non-sales employees

Instructions- This is the self assessment inventory to evaluate current and desired competencies of the employee on the basis of five point rating scale-:

5- extremely high
4- high
3- medium
2- low
1- extremely low

Make a circle on all the responses in both categories . There is no right or wrong answer ,while answering just be yourself.

Competencies Perceived Desired
Resource Management 5 4 3 2 1 5 4 3 2 1
Knowledge workers must be able to schedule time, budget funds, Arrange Space, or assign staff. Assess yourself against the following competencies:
• Budget management
• Coping with deadlines
• Establishing objectives
• Scheduling
• Forecasting
• Personal organization
• Time management

Perceived Desired
Communication and Interpersonal…...

Similar Documents

Premium Essay

Sales Operation Planning

...Executive Sales and Operations Planning Main Street August 7, 2009 Company Presented by: LOGO - PCI Associates President Adjunct Instructor – IU Kelley School of Business - IUPUI John S. Pennington Why Plan?  Planning is a strategy for survival. Planning can be anywhere on the spectrum from the dream to the nightmare. PCI Associates 2 Why Do Organizations Plan?  To anticipate and prepare for the future  To ensure adequate and available resources  To complete projects on time  To avoid problems  To establish backup plans  To ensure we don’t forget tasks  To determine potential results PCI Associates 3 What’s The Alternative? The alternative to planning is NOT planning, & businesses that do not plan are extremely difficult to control and manage:      EXPEDITING is endemic Drift from Crisis to Crisis Priorities change from minute to minute High Stress diminishes customer service Costs are difficult to contain PCI Associates 4 What needs to be planned?          Resources Information Systems Finances Services Products Materials Labor Equipment Facilities 5 PCI Associates SALES AND OPERATIONS PLANNING PCI Associates 6 Sales and Operations Planning All functions are aligned on one business plan CUSTOMER Strategic Plan Business Plan Sales and Operations Planning (Integrated set of Numbers) Mfg. Lab Finance HR Sales & Mktg. Aggregate Sales Plan Key Accounts Recruitment and Training Plans Territories Prd’n Plan Master Schedules Inventory......

Words: 2417 - Pages: 10

Premium Essay

Sales

...by several things. What information does the salesperson need to obtain concerning the prospect's buying intentions before developing a sales presentation? The method is called L-O-C-A-T-E (1) Listen to the customer when they drop hints (2) Observe the customer, meaning their appearance, body language. (3) Combine information obtained from the customer, this is done through varies question presented to the customer. (4) Ask questions, this is done to find out the customer’s needs and wants in the product the customer may be interested in purchasing. (5) Empathize with the customer, put yourself into the customer shoes and proceed with making the sales. 3. Explain what a feature, an advantage, and a benefit are. Then indicate which of the following statements is a feature, advantage, or benefit and why. (1) A feature is any physical characteristic of a product. (2) An advantage is the performance characteristic of a product. (3) Benefits is the result that the customer receives after the customer uses the product. a. Made of pure vinyl. Feature b. Lasts twice as long as competing brands. Advantage c. Guaranteed to increase your sales by 10 percent. Advantage d. Saves, time, work, and money. Advantage e. Baked fresh daily. Benefit f. Gives 20 percent more miles to the gallon. Advantage g. Adds variety to your meal planning. Advantage 4. Why is two-way communication important in the salesperson-buyer communication process? This process is important so......

Words: 681 - Pages: 3

Premium Essay

Sales

...Contract of Sale. By the contract of sale one of the contracting parties obligates himself to transfer the ownership of and to deliver a determinate thing and the other to pay therefore a price certain in money or its equivalent. |Contract of Sale |Contract to Sell | |Title over the property passes to the buyer upon delivery unless |Ownership is retained by the seller whether or not there is | |there is a contrary agreement |delivery. Ownership passes to the buyer only upon full payment of| | |the price | |Non-payment of the purchase price is a negative resolutory |The payment in full is a positive suspensive condition, meaning, | |condition, meaning the sale becomes ineffective upon the |if the purchase price is not paid, the obligation to deliver and | |happening of such condition |to transfer ownership on the part of the seller does not become | | |effective | |After delivery of the objective, the seller loses ownership over |Whether there is delivery or not, the seller retains the | |it. Unless, the contract is set aside, he cannot......

Words: 14544 - Pages: 59

Premium Essay

Sales

...market/ Channels for sales of: a) Pre-School As World School is leading player in pre-primary and ERP/learning management solutions for Schools and Colleges in Maharashtra. They have 200 pre-schools in tier-2 and tier-3 cities of Maharashtra. They were established in 2007 and have grown since then through the franchising channel for preschool business and direct sales channel for the ERP/learning management business. The decision to enter the smaller cities was deliberate and has helped the company evolve over the last 5 years. Having seen success, the management has now decided to enter into the metro/cities of Mumbai, Delhi, Bangalore and Hyderabad. The following are the most effective route to market/ channels for sales of Pre-School. Direct marketing Direct marketing is a one-to-one communication between the seller and the potential buyer. Traditionally direct marketing has been about direct mail – posting a printed piece of communication to a targeted visitor and calling for a response, typically a request for a brochure (or more recently a visit to the website). As this is Pre- School which is maximum based on Taking care for children and teaching (EMOTIONAL SELLING), this is done by consultation by our sales team, so that they can convey the matter and convince patterns by showing FAB (Features, Advantages, benefits). Direct marketing can be very cost-effective for reaching the target market and generating sales. The impact is also......

Words: 1964 - Pages: 8

Premium Essay

Strategic Sales Planning

...Skillsoft 2: Strategic Sales Planning At the beginning of every Skillsoft assignment, I like to take the test before and after going through the course to be able to compare what I have learned by completing the material. Upon completing my beforehand attempt of the course test, I had very poor scores averaging under 55%. After going through the assigned material and learning what the course had to teach me, there was a dramatic increase in my score to 83%. I didn’t think that my original score was that bad based on the fact that I hadn’t even viewed the material yet, it astounded me that just a little bit of listening and note taking could increase my score by 30%. What I learned from the course is as follows. The primary focus of the strategic sales planning course was to teach the importance of analyzing competition, segmenting customers, creating value propositions, and developing the sales process/strategy. Correctly being able to analyze the competition is a huge step in being able to fully coordinate your strategic sales planning. Listing out the key competition in terms of primary, secondary, and potential competitors helps to be able to find how you measure up within the market. Another key idea from the course was segmenting customers. Knowing whether or not a segment is diverse enough to sustain long term success can be a difficult task without doing the proper market research. For example, trying to market toward a small segment like 90+ year......

Words: 686 - Pages: 3

Premium Essay

Sales

...Engineering, Orion Drilling 3. Offshore Drilling Contractors – Transocean, Ensco, Diamond Offshore, Seadrill 4. Owner Operators – Statoil, Anadarko, Shell, Chevron 5. Original Equipment Manufacturers – Oceaneering, Subsea7, ITECH, Trendsetter 6. Engineering and Construction Firms – Genesis, Technip, AMEC 2.2 SWOT Analysis It is important to understand the strengths, weaknesses, opportunities, and threats associated with this endeavor into the oil and gas market. First we will look at the strengths of LRT. * LRT has an experience and knowledgeable engineering, procurement, and sales team. * LRT is a small corporation thus enabling the profit margins to be higher because of the low overhead. * LRT will be able to make faster decisions than the competition because there is less bureaucracy. * LRT will have a flat structure, allowing the employees to make the critical decisions and not having to go through layers of management to get the job done. * LRT will be able to align itself with key manufacturers for optimal system and control product offerings to its client base. Now we will address the weaknesses. * There is very little name recognition. * LRT will need to set-up a supply chain and negotiate optimal terms and discounts. * LRT will be struggling with cash flow at the beginning. The following opportunities are available in the oil and gas market place. * There is an opportunity to supply high quality systems and...

Words: 4039 - Pages: 17

Premium Essay

Sales

...ensure that the doctors have quick and ready access to clients’ reports and the latest technologies especially in Radiology, Dental and Dermatology. Given the fact that iCARE Clinics is new in the field of Healthcare, it is growing steadily and creating its customer base strategically. Even though old players like Prime Medical Centre and Aster Medical Centre have a high market capture, iCARE , with its strategic planning and timely execution , shall soon be a force to be reckoned with in the healthcare sector. 9 Methodology Two types of data used to find out the Healthcare needs of various organizations:   Primary Data Secondary Data Primary Data was collected using the following methods:  Direct Interviewing: Appointments were fixed with different organizations either through mail or telephone, most of the times both, and then a brief discussion followed about the specific healthcare needs of the organization.  Mailed Questionnaire Method: For organizations that had more than 500 employees, the Human Resource Manager was mailed a questionnaire document comprising of a set of questions that enquired about their healthcare issues directly or indirectly ( especially for Obstetrics and Gynecology). Secondary Data was collected using the following sources:    iCARE’s client database Insurance companies the Internet The methodologies used were simple yet effective. Most organizations requested an email to be sent first to know about iCARE, its various......

Words: 3039 - Pages: 13

Premium Essay

Sales

...that many dictionary definitions convey a military perspective: Strategy. The art of war, especially the planning of movements of troops and ships etc. into favourable positions; plan of action or policy in business or politics etc.’ (Oxford Pocket Dictionary) Early writings on business strategy adopted a military model combined with economics, particularly the notion of rational-economic man (Chandler, 1962; Sloan, 1963; Ansoff, 1965). This is known as the classical or rational-planning approach, and has influenced business thinking for many decades. The meaning of strategy has changed, however, and become more complex over the past 20 years or so, where the literature has moved from emphasising a long-term planning perspective (Chandler, 1962) to a more organic evolutionary process occupying a shorter time frame (Ansoff and McDonnell, 1990; Aktouf, 1996). Thus strategic management in the late 1990s, early 2000s is seen to be as much about vision and direction as about planning, mechanisms and structure. Throughout the first half of our century and even into the early eighties, planning with its inevitable companion, strategy – has always been a key word, the core, the near ultimate weapon of ‘good’ and ‘true’ management. Yet many firms including Sony, Xerox, Texas Instruments ... have been remarkably successful … with minimal official, rational and systematic planning. (Aktouf, 1996) ACTIVITY How would you define the word ‘strategy’? Note down five words you......

Words: 70707 - Pages: 283

Premium Essay

Sales

...Preface Most suveys into what employers want in their staff would result in a similar list. Employers are looking for people who are good at: • Teamwork • Communication • Self-motivation • Planning and organising • Problem solving • Decision making • Time management and prioritising • Flexibility and adaptability • Willingness to learn • Interpersonal and negotiating skills In our companion e-book: Hidden Communication Skills Revealed, we discussed the career skills that make you stand-out. These essential inter-personal skills for managing an effective career included: • Active listening • Body language • Assertiveness • Questioning skills However, this e-book goes one step further. It’s looks at the more advanced inter-personal skills needed to be an effective leader. 9 About the Author About the Author Apex Leadership Limited was founded by Anthony Sturgess and Phil Higson. They have a long track record of developing innovative and challenging management and leadership development interventions, including programmes which have won national awards. From several MBA programmes to tailored, client specific programmes, Anthony and Phil have worked with new and experienced managers, in a wide range of organisations, across a breadth of management and leadership roles. Anthony Sturgess has almost twenty years experience in the teaching, facilitation and coaching of managers and leaders. This experience ranges from individual leadership and......

Words: 10273 - Pages: 42

Premium Essay

Sales Career Research Project

...Name of Sales Professional Interviewew 1) What is the Sales Job Title and Description? Nuqleo Regional Sales Manager for Latin America & Caribbean at Accvent, LLC. Oscar works in the information technology industry and specializes on requirement analysis, development of business plans, process flow, business process, and performance measures. 2) What are the top three (3) job responsibilities for the sales person? Training: Oscar travels throughout Latin America and Caribbean not only to meet with clients but to provide the necessary training on products to the staff of 12 sales managers he oversees. Customer Breadth: Oscar utilizes every opportunity to expand his client portfolio. Line Gross Profit: it’s all about how much money you are making the company. Oscar has to keep his team motivated to sell and keep a close eye on the numbers. 3) What is the structure of the compensation for the sales person? Is there an upside opportunity? What are the downsides? Oscar’s compensation is 80-20. His income is $100,000 per year of which 80% ($80,000) of it, is his salary and the remaining 20% (20,000) is similar to a bonus and it is calculated according to his sales performance. The downside is that if he does not meet the bottom line, he won’t get the 20% bonus. Also, he has to travel three weeks out of the month and it’s difficult to balance family time. The upside opportunity is that there is an accelerated compensation, if he exceeds his sales goals where according to the......

Words: 1570 - Pages: 7

Premium Essay

Sales

...Why you lost the sale/How to keep a customer In order for a salesperson to be a good one (and make sales), they must know the customers personality, partner with the customer, know what they want; anything that will make the customer feel special in their own way and not just a number in your sales line. In chapter one we discussed ABCS, Analyse needs, present product Benefits, gain Commitment, and Service. This method is used to build long term relationships. In the article it says how many salespersons confuse or put the blame on why they may have lost a sale, but they are wrong. Below I have listed a couple reasonings the article has given and information related from the book, compaired to real life examples from my perspective. • The customer was loyal to someone else, lack of engagement. In my opinion, you have to be better at what you do in order to win over the loyalty of a customer. Make your product/deals/benefits more appealing to the customer. For example, create a rewards program. American Express has an extremely high interest rate on their credit cards, but I prefer teir service because they get me what I need when I need it. If I lose a card I get a new one the next day, if I have my card stolen they do not charge me for the costs. On the other hand, other credit cards you have to wait 7-10 business days for your replacement card, you are responsible for stolen costs, but the interest rate is less than have of American Express. To me, their benefits are......

Words: 712 - Pages: 3

Premium Essay

Sales Career Strength Essay

...Strengths of a Sales Representative Introduction A career in the field of sales and sales management requires an individual to possess certain qualities that are vital for the attainment of sales and sales management objectives. According to results obtained by Performance Based Results after interviewing 500 sales professionals with immense experience in the field, the five most important strengths that individuals in the field need to have a high degree of persistence, have a selling value, be able to get customers to make a commitment, and taking time to make appropriate plans. Persistence There is a big difference between being persistent and being pushy, and the creative sales specialists are aware of the difference. When a sales agent encounters challenges, for instance when calls are not returned, or there are no replies to emails, they resist the temptation to throw in the towel, but they refrain from making pests of themselves as well. They search for means of reconnecting before the prospect fades away. They go past leaving constant reminders on the voicemail. So as to make a reconnection, they will initiate conversations with the gatekeeper, the assist manager, and their colleagues within the organization. They will call persistently and even meet the person at unusual hours that are not within the business hours, or even on the weekends. Occasioned sales people use different angles when approaching a situation (Stinson, 2007).  From personal......

Words: 1364 - Pages: 6

Premium Essay

Sales

...Sales are used by the business to increase revenue and cash flow. With the potential for manipulation of order quantities, price, delivery locations, creation of false customers and misappropriation of funds or merchandise the area of sales requires control to ensure proper cash and a consistent flows of capital (Louwers, Ramsay, Sinason, & Strawser, 2007). The proposed controls for sale are: 1. Create an organizational chart of how is responsible for selling, authorizing sales, approving credit, entering orders, custody of products, recording sales in accounts receivable, collecting cash, recording receipt of cash, and entering sales into the ledgers. 2. The following files should be created to help control sales. • Credit check files • Price list master file • Pending order file • Sales detail 3. General ledger master file. 4. Record all sales on pre-numbered forms. 5. All sales require an accompanying customer purchase order. 6. Sales are documented on sequential numbered forms. 7. Perform credit checks on customers. 8. Vouch address, and phone number of customers 9. Establish credit limits for each customer. 10. Date all sales orders. 11. Training of individuals is performed and documented in regards to their duties. (Dickinson, July) (Louwers, Ramsay, Sinason, & Strawser, 2007) Segregation of duties: 1. Authorization of credit sales......

Words: 835 - Pages: 4

Premium Essay

Sales Planning and Operations

...3.1 Explain how sales strategies can be developed in line with corporate objectives. Prior to answering this quesltion, it is essential to define the two key words on which the discussion shall be based. First, sales strategy refers to the concept that a company has about how it will achieve its marketing goals, in addition to clarifying the objective and the purpose of their business offerings (Weber 2006). This is not to be confused with sales tactics which are defined as the actions that a company takes to put its sales strategies into action. For example, differentiation is a sales strategy and putting differentiation features on a company’s offerings is a business tactic (James 2011). On the other hand, corporate objectives refer to the goals of the company as whole for example sales revenue figures, market share, and target markets, among others. To develop sales strategies in line with corporate objectives, a company can carry out the following procedure: First, the company must identify the corporate objectives which in this case involve increasing the size of the consumer market. Once this is done, the company must carry out a marketing audit to find out if the situation in the market will accommodate its sales strategies in liaison with the corporate objectives. The market analysis involves an external audit of the macro environment (Lancaster & Massingham 2010) to gauge whether its factors such as the political, economic, social-cultural, technological, legal,......

Words: 3355 - Pages: 14

Premium Essay

Sales

...Sales and distribution Management Unit-1 Sales Management and Salesmanship : Introduction, scope and importance, personal selling: concept and scope, process of personal selling, types and qualities of salesman. Definition  The American Marketing Association has given a current day definition of sales Management as: “ The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force.”  Sales management is the management of the sales force and personal selling efforts to achieve desired sales objectives Objectives of sales management : • Qualitative Objectives (long term ) : 1. 2. 3. 4. 5. 6. 7. To do the entire selling job. To service existing accounts (customers) To search and maintain customer cooperation. To assist the dealer in selling the product line. To provide technical advice wherever necessary. To assist in training of middleman’s sales personnel. To provide advice and assist the middleman. Nature of Sales Management • Its integration with marketing management HeadMarketing rtis ManagerPromotion Manager – Market Research Manager – Sales Manager – Market Logistics Manager – Customer Service • Relationship Selling Transactional Relationship Selling Value – added Collaborative / Relationship / Partnering Selling Relationship Selling / / Varying Sales Responsibilities / Jobs Sales......

Words: 469 - Pages: 2