Outline
Supply chain diagram
HP Sales person Special skills and compensation
Prospective buyers for HP laptops and average sales cycle times
HP laptops Customers Profile and important information
Objections that sales person should overcome when meeting buyers’ resistance
Criteria for subdividing products sales territories and HP laptops major competitors
Supply Chain for HP Laptops from upstream to down stream logistics support.
Source:Author
HP Sales Person Special Skills and Compensation
The HP laptops sales person should have both good communication and interpersonal skills so that he or she can be able to communicate to the customers how the product will meet and exceeds his or her anticipatiopns.A good sales person should have the ability to listen to customer and clarify issues which seems to be unclear to the customers.HP laptop sales person should be a person of integrity and naturally persuasive without giving up. Additionally, a good HP sales person should have self confidence in order to attract customers. On the other hand, despite having the herein skills, the management set up a compensation plan whereby, sales persons are compensated on average based on commissions. Additionally, this may be done by providing them with commission remuneration and benefits as well as opportunities for their growth and development (Coyle and John, P.54).
Prospective buyers for HP laptops and average sales cycle times
Hewlett-Packard had been continuously channeling out HP laptops to various buyers. Majority of the buyers being both individual, learning institutions and Companies as well. On the contrally, HP Company has been continuously monitoring its sales cycles to ensure that, rewards are based on results of each employee (Hill, Charles and Gareth, P.65). This means that, if sales cycle is longer then, commission oriented compensation will be unattractive for employees.
HP laptops Customers Profile and important information
HP companies had been serving more than 170 countries. It has been approximated that there are 1500million annual buyers of HP Laptops in 170 countries. However, the number of buyers for this product has been increasing substantially because the company provides its customers with important information regarding prices and how each model executes its functions (Coyle and John, P.54).
Objections that Sales Person should overcome when meeting buyers’ resistance
In most cases, sales person face fear of rejection from customers whom they faces to overcome this problem they should change their attitude towards failure by trying to build self confidence within themselves (Mangan, John, Chandra and Tim,P.102).
Criteria for subdividing products sales territories and HP laptops major competitors
The sales manager should segment the HP laptop market based on territories in order to meet the needs and expectation of all customers profitabily.This will enable the company to overcome its competitors such as Samsung, Toshiba among others (Coyle and John, P.85).
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