Sales Manager Team Training on Code of Ethics Karina Rodriguez MKG360: Personal Selling and Sales Management Colorado State University-Global Campus Alicia Lupinacci, Ph.D. May 6, 2018    Professional code of ethics is an important tool necessary for an organization to gain a unique competitive edge. A code of ethics will limit chances of problems. Organizational ethics entails procedures, policies and culture of doing right things amid difficulties.    A professional code of ethics is important for creating a positive corporate culture. Customer loyalty will be fully attained by code of ethics. A code of ethics will enable my organization to reduce financial liabilities    A comprehensive set of organizational code of ethics is universal to company stakeholders both local and at international level. Sales teams will be required to observe other local economic rules and guidelines. Embracing indomitable channels of communication is very important    Balancing performance based incentives with code of ethics will require embracing set of strategies by organizational. Effective application of situational leadership skills will be important. Other strategies include but not limited to: design an employee reward system.   Leonard, K. (2018). The Importance of Ethics in Organizations Mayhew, R. (How to Enforce a Code of Ethics through Rewards Sales Force Hiring, Training, and Evaluation Karina Rodriguez MKG360: Personal Selling and Sales Management Colorado State University- Global Campus Alicia Lupinacci, Ph.D. April 15, 2018 Training Plan Conducting the training need evaluation Determining the training objectives Developing training content Determining the method of delivery, training location and timing Evaluation of the training Reinforcement of the training Motivating the sales trainees Preparation of the trainees Training Methods ✓Some of the training methods will include ❖Role playing ❖On-the-Job-Training ❖Classroom setting training ❖Electronic training strategies Effectiveness of the Training Methods ✓The training will allow the trainees to learn the work in actual conditions other than from learning the job in artificial environment ✓Trainees will be under the supervision of the coaches and trainers ✓The trainees will learn the regulations and rules of the company in relation to sales ✓The trainees will learn special skills at a shorter time with the help of their coaches Example of a Sale’s Role Play to Use ✓ A role play between a salesperson and a client (both from the group) • Salesperson: good morning? I hope you have not had too much trouble parking in the lot. Being on a Friday, I know it is a bit crowded and snow is falling down. • Client: Actually, I had to park at the farthest end and my gloves are soaked. • Salesperson: Kindly allow me to place them at the heat vent for them to dry fast while I offer you a cup of coffee • Client: Thanks • Trainer: [interrupting]. Good job. However, do you think you could have done better that that? • Salesperson: yes, at times I avoided eye contact and I forgot to ask her how I could help her • Trainer: [referring to the rest of the trainees.] what could he had improved or did better • Trainee 2: he was to the engaged the client and offered help • Trainee 3: he could have asked the client how he could help him and maintain the eye contact • Leader: overall. I think he did a great job by showing the customer that he is ready to help References ✓ Clark, R. C. (2011). Developing technical training: A structured approach for developing classroom and computerbased instructional materials. John Wiley & Sons. ✓ Groza, M., Peterson, R., Sullivan, U. Y., & Krishnan. (2012). Social media and the sales force: the importance of intraorganizational cooperation and training on performance. The Marketing Management Journal, 22(2), 118-130. ✓ Miri, S. A., Mansor, N. N. A., Chasempour, Z., & Anvari, R. (2014). Staff Organization Training: Designing, Stages, and Methods. Procedia-Social and Behavioral Sciences, 129, 227-235. ✓ Pettijohn, L. S., Pettijohn, C. E., & Taylor, A. J. (2009). Retail sales training: activities and effects on job satisfaction, organizational commitment, turnover and customer-orientation. Marketing Management Journal, 19(1). Sales Force Hiring, Training, And Evaluation Karina Rodriguez MKG360: Personal Selling and Sales Management Colorado State University- Global Campus Alicia Lupinacci, Ph.D. April 15, 2018 Traits of a Successful Salesperson ✓ Salespersons are individuals working in companies to sell the enterprise products or services to the existing as well as the potential clients. ✓ Some of the traits of a Successful Salespersons are: ➢ Confidence ➢ Customer’s Interests ➢ Subtle ➢ Resilient Traits of An Effective and Ineffective Salesperson ✓ Based on a salesperson characteristic and traits, one could be described as an effective person or ineffective salesperson. ✓ The table below depicts some of the traits that make someone either effective or ineffective. Traits of Effective Salespersons Trait of Ineffective Salesperson ✓ Good Listener ✓ Highly Reactive ✓ Ability to multitask ✓ Poor time Management ✓ Honest ✓ Dishonest ✓ Focused ✓ Less confident Salespersons Job Description • Roles and Responsibilities ➢ Serving Customers by selling products ➢ Meeting the clients needs • Qualifications ➢ Relevant academic background ➢ Degree in marketing or business related course ( Master in relevant field will be an Added advantage) ➢ At least 2 two year working experience in similar position or relevant field Required Traits for a Successful Salesperson ❖ Must be focused ❖ Ability to make prompt decisions ❖ Objective- oriented ❖ Reveal high level of customer interest ❖ Must be confident to address a public ❖ Must be optimistic ❖ High resilient ❖ Broad in Cultural understanding ❖ A good listener ❖ Reveal high level collaboration and accuracy Reference: ✓ Fernandes, P., (2016). 14 Important Traits Successful Salespeople Share. Business News Daily. Retrieved from https://www.businessnewsdaily.com/4173-personality-traits-successful-sales- people.html Module 7 Milestone: Code of Ethics • Why is the Code of Ethics significant to your organization? How will your code apply to the international sales team? How will your organization balance performance-based incentives with its Code of Ethics? Module 8 Milestone: Evaluation Identify criteria that will be used to evaluate the new salespeople. • Include compensation, bonus plans and incentives. Final Presentation Requirements • Prepare a 10- to 15-slide presentation with voice narration. If you do not have access to a microphone, you may write out your narration as a script and submit it as an accompanying Word document. Be sure to clearly designate which slide the narration accompanies. • Cite a minimum of four peer-reviewed, scholarly sources. You may also use your textbook as an additional source. The CSU-Global library is a great place to find these resources. • Format all sources according to the CSU-Global Guide to Writing and APA Requirements. If you do not have access to PowerPoint, you may use a program like Google, SlideRocket, Prezi, or another software to create your presentation. Embed voice narration in your presentation or follow the same directions above for a written script and submit it separately. Familiarize yourself with the program you choose early on in the process. • You will be graded on the thoroughness of your presentation, its usefulness as a hiring, training, and evaluation tool, your understanding of the concepts presented in this course, and writing style and mechanics. Refer to the Portfolio Project grading rubric available in the Module 8 Folder for information on grading details. Option #2: Sales Force Hiring, Training and Evaluation Presentation Sales Managers spend countless hours developing sales and marketing strategies to acquire new customers. Yet, few invest the time to create strong sales hiring and onboarding practices-to prepare the salespeople who are supposed to launch those sales and marketing strategies. Unless your product sells itself, your sales force determines the organization's success. For Option #2, you are a sales manager for an international selling organization of your choice. You have been tasked with adding five salespeople to your team. You will create a presentation that will identify traits of a successful salesperson, define the roles of the salesperson, coach for sales ethics, develop a training plan, and address evaluation criteria. You will consolidate the portfolio presentations created in Modules 1, 4 and 7, and submit one sales force presentation in Module 8. This assignment will help you apply and integrate all of the course objectives for MKG 360. The sales presentation assignment will be completed in sections with the final sales presentation due in Module 8. For the purposes of this final assignment, you will be expected to revise the Milestones in Modules 1, 4, and 7, add the Module 8 slides, and submit a final version in Module 8 as a Final Portfolio Project Presentation. Module 1 Milestone: Traits of a Successful Salesperson . Identify the traits of a successful salesperson. • What traits make someone effective? What traits make someone ineffective? • Include a job description with a list of ten traits of a successful salesperson that you seek to hire. . Module 4 Milestone: Develop the Training Plan • Outline a training plan for the five new salespeople you have hired for your sales organization. • What methods would you want to employ? Why would they prove to be effective for your organization? • Include a role-play and the use of technology.
Purchase answer to see full attachment