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MNM3703 ASSESSMENT 3 SEMESTER 1 2024 4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques 2,65 €
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MNM3703 ASSESSMENT 3 SEMESTER 1 2024 4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques
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Grado
Sales Management - MNM3703 (MNM3703)
Institución
University Of South Africa (Unisa)
MNM3703 ASSESSMENT 3 SEMESTER 1 2024
4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques and equip agents with specific knowledge,...
BMZ ACADEMY 061 262 1185/068 053 8213/0717 513 144
, Contents
QUESTION 1 ............................................................................................................. 3
Types of Sales Training Programmes ..................................................................... 3
Product Knowledge Training ............................................................................... 3
Child Safety Regulations and Standards............................................................. 3
Effective Communication and Empathy Training ................................................. 3
Handling Objections and Ethical Selling .............................................................. 3
QUESTION 2 ............................................................................................................. 4
Leadership Style of Ally Cohen at 4aKid ............................................................. 4
Bases of Power Demonstrated by Ally Cohen ........................................................ 4
Legitimate Power ................................................................................................ 4
Reward Power..................................................................................................... 4
Expert Power....................................................................................................... 5
Referent Power ................................................................................................... 5
Coercive Power ................................................................................................... 5
QUESTION 3 ............................................................................................................. 5
Vroom's Expectancy Model for Motivation .............................................................. 5
Key Components of Vroom's Expectancy Model .................................................... 6
Application to 4aKid’s Sales Agents........................................................................ 6
QUESTION 4 ............................................................................................................. 6
Financial Remuneration Plans for 4aKid:................................................................ 7
Non-Financial Remuneration Plans for 4aKid: ........................................................ 7
References ................................................................................................................. 8
BMZ ACADEMY 061 262 1185/068 053 8213/0717 513 144
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