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Salesman and Value Creation

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Salespeople play three primary roles. What are they? Salespeople create value in what two ways? Do customer relationships begin as transactional and move toward strategic partnerships? Should a company be happy or concerned if most customers are satisfied?

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Solution Summary

The solution outlines the primary roles salespeople play and necessary competencies, as well as how salespeople create value. The type of relationship the salesperson has with the customer is discussed, as well as other aspects of value creation.

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SALESMEN AND VALUE CREATION
Role of Sales people

According to Kotler (2005), sales personnel play the following roles:
1. The company's personal link to the consumers
The salesperson is the company itself, in front of the customer. Through him, the customer knows more about the company and its products and services.

2. Information gathering
A salesperson, while generating sales, gathers feedback and other information that would be used as inputs in many marketing decisions.

3. Selling
The bottom-line of the selling effort is the closing or generation of sales. Through the salesmen, revenues are generated and consequently, profits are ...

Solution provided by:
Elisa Valdez, PhD
Education
  • Bachelor of Science in Business Administration, University of the Philippines
  • Master in Business Administration, Saint Mary's University
  • Doctor of Philosophy in Education, University of the Philippines
  • Doctor in Business Adminstration (IP), Polytechnic University of the Philippines
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