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I Ujjawal Ranjan hereby declare that the assignment entitled ³Required skill sets
and personal characteristics of sales people´ submitted to ICFAI Business
School, Bangalore in partial fulfillment of the requirements of the MBA Program
is an original and bonafide work done by me.
And also I hereby declare that this work is not my SIP work.
Ujjawal Ranjan
0901202606
ÿ S-Do the required skill sets and personal characteristics of sales people
vary from industry to industry?
ANS-Yes, the personal characteristics and skill set vary from industry to industry.
As the personal characteristics vary, so as the skills also vary. The various personal skills like
Discipline, Cooperation and Creativity may vary for various individual. It is also very much
important for any sales people to innovate the new idea for selling. This skill helps them in
becoming the leader.
1. Develop short term and long term sales objectives through effective use of sales data.
2. Application of structured selling process and negotiation techniques to achieve the business
targets.
4. Manage Distributor infrastructure (ROI, Coverage, Delivery Units, Godown Management, and
Credit in Market etc).
The above points help in achieving the goal of the organization and also in improving the
customer relation.
B. nited Breweries
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D. Hindustan atex
Hindustan Latex Limited (HLL) India¶s leading manufacturers and marketers of contraceptive,
Health Care and Pharma products is a Mini Ratna Company. The sales executive is called as the
Medical Representative. They are the person who involved in marketing and selling of products.
The marketing is done through various doctors who take the medicine from them. So it is very
much essential for sales executive or medical representative to build a good relation with the
doctors. They have to always meet them and communicate about the new product of the
company.
ÿ S-ii. Are women suitable for sales jobs in the above organizations?
Justify your response.
ANS- YES women are suitable for sales job. Women increasingly see a career in sales as one of
the best ways into top tier management, with two-thirds believing it gives them the same chance
of progressing to a senior position as their male colleagues. Sales and Marketing roles uniquely
position women to directly quantify their results compared to their male counterparts with many
women believing that their intuitiveness, empathy for others needs and their ability to form
strong relationships give them an advantage over males. As a result many women in Sales and
Marketing roles report that they find their careers to be more fulfilling, flexible and financially
lucrative than other industries.
In a survey in which it is shown that women wish list for the top ten most desired sales careers to
be:
á. Pharmaceutical Sales
2. Biotech Sales
3. Dental Sales
4. Insurance Sales
5. Healthcare Sales
6. IT Sales
7. Medical Sales
8. Advertising Sales
9. Medical Equipment Sales
á . Real Estate Sales
à Referral recruitment ± Candidates recruited by the contact of the person who is already
the employee of that particular organization
à Rehiring ± The hiring of the candidates who was previously working in the organization,
but left due to some reason, but then now rehiring them back for the specific position that
will be suitable for them
à Pouching ± Pulling the employees of other organization but of the same industry into our
industry
à Campus recruitment ± Companies visit the colleges that they target for their
organizational growth. They go to colleges and put their criteria for selection and takes
interview of the students and conducts GD and tests and then selects the best among
them, whom they consider is perfect for the required post.
à Recruitment via telecalls ± By getting the database of the candidates, the organization HR
dept make calls to the candidate and call them for recruitment procedure to the company
if they are looking for a new job, or looking for a change in job.
à Recruitment via internet ± According to the company vacancy and profile, search for that
specific profile on monster.com.