Sales Management Telcontar

Questions: 1. Do you feel that Pages background in sales and marketing is the right kind of experience for this type of new venture? Might not a more technical background be more appropriate? 2.Pages immediate task is to recruit members for the sales team. Advise Page as to the type of salespersons he should be looking for. Answers: 1. Telcontar is known as the provider of the premier software platform for location-based services (LBS). A location based service is useful software that uses location data to control features. LBS can be used in different contexts such as agriculture, indoor, work, entertainment and personal life. Clients of Telcontar are Yahoo, Hutchison 3G, Criticom, Satronics and ATX technologies. Therefore, it can be seen that each of these companies belong to technical backgrounds. Managing director in any organization is the most senior person who bears the responsibility for the performance of his company. He reports to the chairman and shareholder and leads board of director. As Page has helped to restructure the business operation of previous company, it is evident that he is quite efficient in dealing with ground level employees. From this perspective, it can be said that Page will be able to handle these internal operations, as here critical technical knowledge is not required (Block, 20 16). However, it is also seen that all the clients of the organization are from technical background. While attending client meeting, Page will be asked to discuss about new technologies and software. From his experience, it can be assumed that he will ne be able to handle such situations. However, the questions are how many times he will be able to handle such situation without having proper technical knowledge and background. Therefore, it is important to have at least some amount of technical knowledge while communicating with such clients who are the leaders in software industry. 2. In order to expand the business, Telcontar would need a high numbers of salespersons that can capture greater market for the company. It is also crucial that he is aware of any problem related to that software in every area it materializes. They must understand that clients know all the problems; however, they do not understand how these problems cause problems in different functions and departments (Limbu et al, 2016). In addition to that, as the company is approaching towards new and unexplored market, the salespeople of Telcontar need to have the quality of developing proper relationship with the clients. The sales person will have to exhibit to his clients that he is an expert in the sector. Then clients will allow that salesperson to guide him in the implementation of new solutions. As a sales person, one has to trust what they are selling. Salesperson has to be persuasive as without it he will not be able to become an expert of the product (Farah, 2015). In this context, it can be observed the Telcontar would need consultant type of salespeople. The consultant salespeople have the capability of closing deals and developing relationships at the same time. The consultant sales persons are highly popular for their problem-solving ability and customer satisfactory approach. With the adoptive and well-rounded quality the consultant type of sales people are most appropriate for business necessity of Telcontar. Hence, Page should focus on consultant types of salespeople at the time of recruiting them. References Block, P. (2016).The empowered manager: Positive political skills at work. John Wiley Sons. Farah, J. J. (2015). What Makes a Good Salesperson. InProceedings of the 1983 Academy of Marketing Science (AMS) Annual Conference(pp. 334-338). Springer International Publishing. Limbu, Y. B., Limbu, Y. B., Jayachandran, C., Jayachandran, C., Babin, B. J., Babin, B. J., ... Peterson, R. T. (2016). Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior.Journal of Business Industrial Marketing,31(5), 654-667. Lo, S. M. M., Sharma, P. (2015). Exploring the role of salesperson attributes and service behaviors in adaptive selling. InBoundary Spanning Elements and the Marketing Function in Organizations(pp. 63-79). Springer International Publishing.