Emeka has been a sales representative for three years but has never met his target.
(a) State five reasons that could have accounted for his inability to meet his target.
(b) Explain five promotional tools he could use to stimulate sales of his company’s products
Explanation
(a) Reasons that could account for the inability of Emeka to meet his target:
i. Disconnection between sales and marketing teams: Disconnection between the sales and marketing teams is responsible for his failure to meet the target.
ii. Poor networking: Networking is a socioeconomic activity embarked upon by business people to form business relationships and share important information related to their line of business. If it is poorly done, it will lead to his inability to meet his target.
iii. Weak advertising moves: Meeting the target will be a tough task when his advertising moves are weak. Maybe due to his poor use of online and physical advertising.
iv. Poor quality of products: If the quality of the products is poor, there is no way he can meet the target.
v. Poor follow-up: Poor follow-up can also contribute to his inability to meet his target.
vi. Long sales cycle: If the circle of sales is long. it will be difficult for him to meet his target. This means that if it takes too long to reach your customers, they will look for an alternative.
vii. Poor use of promotional tools: He has never been able to meet his target due to his poor use of promotional tools such as public relations, advertising, sales promotion, etc.
(b) The promotional tools that Emeka could use to stimulate sales of his company's products:
i. Advertising: This is the process of creating awareness in the minds of the public about the existence of a product through print and electronic media.
ii. Personal selling: This is a way of meeting the Customers or consumers on a one-on-one basis and explaining the features, benefits, and uses of the products to them.
iii. Sales promotion: This involves giving Out free girts like I-shirts, openers, bags, caps, and stickers that will announce the products so as to attract buyers
iv. Public address system or ringing of bells: He can do this to herald their presence before bringing the products to the knowledge of the people gathered around.
v. Internet/Telephone: He can send unsolicited text messages to prospective Customers to create awareness.
vi. SalΔs promotion: This involves giving.out free gifts like T-shirts Openers, bags., caps, and stickers showing the products to attract buyers.
vii. Public relation: He could use this measure to maintain a good relationship with its customers.
viii. Search engine optimization (SEO): This means setting up his e-commerce website and content in a way that the products of the organization he works for can show up in online search results. This will announce the company's products or services to those who conduct online searches for products on devices such as personal computers, smartphones, tablets, etc.