Question

How the company encourage their sales staffs to build relationship with customers?

Introduction to CNI

Training & Attractive Salary

CNI provide monthly training to new/existing sales staffs to build relationship with customers, continuously, by seniors sales staffs Attractive salary package for sales force because of their importance in company sales growth

Training & Attractive Salary (cont.)

It helps the staffs to share their experiences and to learn making relationship with potential customers and know how to treat them (corporate culture) Salary attracts the freshmen and encouraged sales force to build long lasting relationship with customers to improve regular sales

Allowances and Commission

CNI provide RM 300/month for phone calls to communicate frequently with regular customers while build relationship with new ones 5% commission for rapid sales of 50 units or more (sign of successful sales force in market) It helps CNI to motivate the staffs to contact customer by frequent communication which helps them to get their clients in contact with them

Down-top Communication
CNI is providing the authority to the sales team to reach top management if they figure out any problem or need any kind of advice It facilitates CNI to keep flow of communication inside the firm which is good factor in their successful sales growth

Down- Top Communication (cont.)

Too much flexibility in communication paralyze the systematic/traditional communication approach which harm the morale of management (for example sales manager)

Recommendations
Laptop With CRM Good Working Environment Reduced Peer Pressure Flexible Working Hours Providing Mobile Phones

Laptop with installed SFA

What they should do? - They should provide a laptop (easy to carry) with SFA installed in it.

Why they should do it? - Easier to access the customers details and to keep track on the customers buying activities.

Providing Good Working Environment

What should CNI company do? - To provide more conducive and good working environment to the salespeople. Why they should do it? - To encourage enthusiasms - To prepare the salespeople to do sales

Reduce Peer Pressure

What they should do? - Giving positive encouragement to salesperson who did not achieve their sales target. Example: - comfort from peers - motivations - providing help and support group

Reduce Peer Pressure (cont.)

Why they should do it? - Salespeople may get low self esteem when they are not performing well. - Instead of being competitive of reaching the target and selling more, the peers should be helping each other to reach their goal. - When relationship within the company is not good, it will impact the salesperson performances as well.

Flexible Working Hours

What they should do? - They should implement flexible working hours to the salespeople.

Why they should do it? - Because sales can be operated at any time and any place. - It will be easier for the salesperson to do sales and manage their relations with their customers.

Flexible Working Hours (cont.)

Why they should not do it? - The salesperson might be taking advantage - There will be MIA (missing in action) happen in the office. - Leads to laziness.

Providing Mobile Phones

What they should do? - They should provide mobile phone which is specifically use for work. Why they should do it? - It will make it easier for them to communicate with their office and other salesperson.

Providing Mobile Phones (cont.)

Why they should not do it? - It is costly. - The salesperson might use the phone for other purpose, for example, personal use.