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8/7/2019 Personal Selling & Sales Management (C17)
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JAYASILEN SIVAPRAGASAMGM 03613
PERSONAL SELLING
&SALES MANAGEMENT
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SALES & MARKETING
PERSONNEL
y Maturity
y Emotional stability
y Breadth of knowledge
y Positive outlook
y Flexibility
y Cultural empathy
y Energetic and enjoy travel
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CULTURAL THEORY
y Hofstede
y PDI
y IDV
y MAS
y UAI
y LTO
y Trompenaars
y Relationship with people
y Relationship to time
y Relationship to nature
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CULTURAL DIMENSION
Country PDI IDV MAS UAI
LTO
Malaysia 104 26 50 36 -
United States 40 91 62 46 29
Australia 36 90 61 51 31China 80 20 66 30 118
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MOTIVATION THEORY
y Maslow's Hierarchy of Needs Theory
y Physiological, Safety, Social, Esteem and Self-actualization
y Low level monetary, high level non-monetary
y Herzberg's Motivator-Hygiene Theory
y Satisfier/Motivator
y Motivate when present in work and de-motivate when absent
y
Hygieney Do not positively motivate when they are present but de-motivate when
they are absent
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MOTIVATION THEORY
y McClelland's Acquired-needs Theory
y Need for achievement
y The desire to accomplish challenging tasks and achieve a standard of work
excellence,
y Need for affiliation
y The desire to maintain warm, friendly relationships with others, and
y Need for power
y The desire to influence others and control one's environment
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MOTIVATIONAL TOOLS
y Sales contests
y Human nature to want to win and be perceived as a winner
y Sales meetings
y Train, encourage, recognize, and communicatey Promotion opportunities
y Performances need to be appraised regularly and properly
y Incentive programmes
I. It is fair
II. As soon as possible after the performance that earned the
award or recognition
III. Reflects some thought and trouble by the donor
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COMPARISONS
y Compensation
Factors Fixed Basic Car Subsudies
Malaysia Higher Yes Common
China Higher Company car CommonAustralia Higher Yes Not common
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COMPARISONS
y Rewards and attributes
Factors Base Salary Variable Pay Environment Growth
Malaysia 1 2 4 3
China 2 3 1 4Australia 1 2 4 3
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COMPARISONS
y Sales contest
Factors Task Reward Assessment
Malaysia Individual Superior
China Team SuperiorAustralia Team Collective
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COMPARISONS
y Span of control
Factors Supervision Relationship Contact
Malaysia Closely Hierarchical Frequent
China Closely Hierarchical FrequentAustralia Independent Egalitarial Periodical
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COMPARISONS
y Planning and management
Factors Budget Needs Leadership Control
Malaysia Future Group Collaborative Controlled
China Future Group Collaborative FreedomAustralia Historical Individual Top management Moderate
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HOLISTA COLLTECH
y Marketing
y A&P
y Brand plan
y
Monthly/quarterly activitiesy Field trip
y Sales
y
Daily sales conferencey B2B reports
y Monthly target and alignment meeting
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HOLISTA COLLTECH
y Daily sales tracking
Area
Day 1 Day 2 Day 3 Day 4 Day 5
Calls SO Sales Calls SO Sales Calls SO Sales Calls SO Sales Calls SO Sales
T A T A T A T A T A T A T A T A T A T A T A T A T A T A T A
1
2
3
4
5
6
7
Total
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Q& A
THANK YOU