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Thotsaporn Khumwaree's Articles Public Relations Sales Business Display Category|Title|Newest|Oldest Advertising and public relations are motivation The second thing we did to make it easy for our salesmen to sell new safety products was to help them get in the door in the first place with strong advertising and public relations support. In industry, Cadillac has a well respected name for plastics. We wanted to capitalize on this goodwill as well as let the world know we had the finest line of safety products available anywhere. All morale problems are serious No sales manager worth his title will ignore a morale problem or treat it lightly. He knows that all morale problems are serious because they adversely affect a salesman's performance which, in turn, affects the company's profits. An approach that solved the problem Before our next sales meeting, I laid plans hoping they would effect a cure. As part of our sales force motivation program, we formed a Million-Dollar Club with award plaques and jewelry. Since Bill had reached that sales plateau first, he became the first charter member and president of the club. Finding the key to success At Cadillac, the first thing we did was to build such strong identity for our new line that it was hard to ignore. We chose the trade name to encompass the entire line of safety products that is required by customers as-a result of a new law in the United States called Occupational Safety and Health Act of 1970. The name describes the product line clearly and precisely. Motivate the salesman by helping him The bigger tire firms restrict the dealers not only to a narrow profit margin but sell through countless distributive outlets, including their own stores. This further depresses both prices and profits. We, however, gave the independent tire dealer territorial exclusivity. We made sure the salesmen understood this. Sell the salesman Flagrant errors in managing a sales force are easy to discern. What may be harder to spot are the subtle mistakes or oversights that can be just as counter-productive to profit-making and sales force motivation. Training salesmen in the new product line The next step was to teach our sales force about the new products we had just added. There were just under 2,000 products in the new line. How did we do it? By making it as easy and painless as possible. The perfect solution? Television!	Publish for Free Sign Up For Free Learn More Your Ad Here Authors and Writers Submit Articles Submission Guidelines Link to Us Member Login U Publish Store Publishers Article RSS Feeds Link to Us Contact Us More Link to Us Privacy Policy Terms of Service Submission Guidelines Popular Articles Article Aids We Recommend SubmitYourArticle iSnare Article Marketer Published.com Article Directories Word Count Utility Search U Publish by: Title Author Keyword

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