Sales Representative Experience
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We come across sales representatives in our everyday lives, whether at the retail level, or in an institutional setting (such as selecting a blueprint company for an architectural firm to use). Many of us dread used car salesmen, whose techniques range from the sincere to the dishonest, and few of us look forward to dealing with sales representatives of any type. While the specific techniques that effective sales representatives use may be different from one situation to another, the underlying strategies are essentially similar. At the same time, managing sales representatives includes motivating them to make new contacts, monitoring and helping to enhance their performance, and determining when disciplinary action is appropriate. During the course of my career I have participated in sales from both a representative and a manager position, and I have learned much in both of these roles which have helped me in other areas of my life.I hired on with Merry Go-Round Enterprises (MGRE) during the early 1980s as a retail clerk, eventually working my way up to Floor Supervisor. During the more than seven years that I worked for MGRE, I learned much about the retail business, but within my first month, I nearly ended my retail career because of a less than scrupulous manager. When I signed on one day shortly after hiring on, my store manager told me (outside of the hearing of other employees) that he had already "balanced
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caused friction between himself and others on his shifts.
Jack arrived exactly at the start of his shift, never before, and he never remained in the store following his shift, whether to finish a task he had started, or to visit with other employees. He was always appropriately attired, and he was never argumentative, but he would do only what he was specifically asked to do, and no more. In a retail store, employees typically develop a routine for performing the everyday tasks that must be accomplished. One employee will straighten inventory while another cleans the dressing rooms and so on. Each shift, Jack had to specifically be asked to perform these tasks when customers were not in the store. He had no initiative and did not look for tasks to take on during times when there were no customers in the store.
Yet he was one of our top performers. Although he was not outgoing with other employees, and he was not aggressive with customers, he developed a way of selling that perplexed me and his co-workers. I could not recommend him for promotion because of his lack of initiative, yet he continued to outsell everyone else in the store, including myself, on a regular basis. He never refused to perform the tasks that he was
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Some common words found in the essay are:
Concrete Experience, Conclusion Managing, Observations Reflections, Active Experimentation, Loss Prevention, Concepts Jack, Reflections Jack's, Concepts Changing, Employees MGRE, , sales representatives, ten dollars, store manager, six figure club, abstract concepts, figure club, six figure, motivating factor, loss prevention, dollar club, concrete experience, bolman deal 1991, figure club levels, manager concrete experience, employees led astray,
Approximate Word count = 4652
Approximate Pages = 19 (250 words per page)
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