MNM3703: In October 2017, Thozama lost her part time job selling perfume. In order to survive and not have to worry about losing another job: Sales Management Assignment, UNISA, South Africa
|University||University of South Africa (UNISA)|
|Subject||MNM3703: Sales Management|
In October 2017, Thozama lost her part time job selling perfume. In order to survive and not have to worry about losing another job, Thozama knew that she had to take matters into her own hands.
Having worked in the perfume industry, Thozama identified a gap in the market and decided to start her own company. Fuelled with passion, a drive to succeed and an understanding of the perfume industry, Thozama started and registered Yonaperfume.
Thozama sells Yonaperfume fragrances through direct selling methods, by visiting various schools and churches, going door-to-door and at various networking events. Yonaperfume gets new customers when Thozama visits different locations and through word-of-mouth referrals. Even though
Yonaperfume products are of high quality and affordable, Thozama understands that she still needs to provide excellent customer service, as the business is reliant on word-of-mouth referrals.
The strengths of Yonaperfume are, firstly, that their products are affordable and long lasting; and, secondly, that consumers can easily get hold of Thozama for any queries regarding the products or to place any orders. Another aspect important for any business is to conduct some market research.
Currently, Yonaperfume performs basic research with customers who recently purchased their products. Thozama asks her customers whether they are satisfied with the scent of the perfume and whether the fragrances meet their expectations. Thozama conducts her research by sending customers WhatsApp messages or by calling them.
a) Yona perfume has seen some growth in their business and they would like to recruit you as a salesperson. Before they can send you into the field to start selling their products, they want to test your understanding of the job and its requirements. In demonstrating your understanding of the salesperson job profile, do the following:
i. Differentiate between THREE (3) types of sales jobs and use practical examples from the fast-moving consumer goods (FMCG) industry.
No marks will be awarded for theory. 6 marks will be awarded for your application of the types of sales jobs in the FMCG industry. (6)
ii. Create a job advertisement for this vacant position and outline all the relevant elements of the job advertisement. 11 marks will be awarded for the relevant elements of a job advertisement.
b) The recruitment team is satisfied with your understanding and knowledge of the sales job and its requirements. They feel that you are a suitable candidate to be appointed as a sales manager.
As a sales manager, your first task is to recruit two (2) salespeople and you successfully recruited them: Thato and Lebogang. During the orientation session with these new salespeople, there was a realization that Thato and Lebogang needed some training before starting their jobs. As a result,
you were approached for your input. What is your advice? work and she approaches you for your input. Advise Thozama by doing the following:
i. Distinguish between THREE (3) types of personnel who can provide training. You need to specify which type of personnel is best suited to train these new salespeople and justify your choice.
6 marks will be awarded for the different types of personnel and 2 marks will be awarded for the justification of the personnel suited to train new employees.
ii. Distinguish between THREE (3) types of locations/places in which training can take place. personnel who can provide training. You need to specify which type of place is best suited to train these new salespeople and justify your choice.
3 marks will be awarded for the different types of places and 2 marks will be awarded for the justification of the place suited to train new employees.
a) Thozama from YonaPerfumewas attending a business conference in Durban and she heard the concept “sales quotas” for the first time. She was told that sales quotas play a crucial role in the business as they provide salespeople with a means to measure their progress in achieving their goals. Thozama is unsure of whether using sales quotas would be good for her business. In
convincing her that sales quotas would be ideal for the business, explain and practically apply any SEVEN (7) different objectives that the businessperson or salesperson could achieve when using sales quotas.
No marks will be awarded for theory. 14 marks will be awarded for your application of the objectives to be achieved when using sales quotas.
b) He was working as a security guard and studying at the same time before he completed his Diploma in Marketing and was hired as a salesperson. After some time, however, Thozamarealized that her company’s sales were very low and she realized that Thato was not performing well as he was not closing deals/sales often. Using practical examples, outline to Thozama the
THREE (3) different reasons why salespeople fail to close sales and what she can do to assist Thato.
These practical examples must be in line with the perfume/fragrance industry.
No marks will be awarded for theory. 6 marks will be awarded for your application of the reasons why salespeople fail to close sales reason in the perfume industry and recommended solution to address thisQUESTION 3
a) Thozama has seen some growth in the business and would like to expand the company even more. Since South Africa has recently moved to Covid-19 alert level 1, you believe that Thozama’s company is ready to develop/establish sales territories. In convincing Thozama to take this step, outline the SIX (6) reasons for or benefits of establishing sales territories and how these can be
applied to Yonaperfume.
No marks will be awarded for theory. 12 marks will be awarded for your application of the reasons/benefits of establishing sales territories.
b) You have successfully convinced Thozama that she needs to establish sales territories. Now that she is in the process of establishing these territories, she needs to determine which salesperson should be assigned to which territory, based on the objectives and requirements of each territory. To do so, she needs to perform job analysis. Assist Thozama in this process by doing the following:
i. Use practical examples in any industry to outline to Thozama the purpose of conducting job analysis and justify why this will benefit the business.
No marks will be awarded for theory. 8 marks will be awarded for practical application of the purposes of conducting job analysis.
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