ASSIGNMENT

The Nature and Practice of Human: Resource Management in Organizations



Table of Contents

Introduction1

Reasons Why Companies Outsource Field Sales Representatives1

The Relation between Sales Representatives Development and Turnover2

High Turnover: a problem3

Strategies to Tackle Turnover4

Review Hiring Practices4

Compensation Package4

Non-financial rewards and Recognitions5

Career Development5

Attitude of Managers5

Developing an Effective Training and Development program6

Need Analysis6

Practice Role-playing6

Letting the Sales Reps Create a Presentation7

Make them Understand their Significance7

Conclusion7

References9

The Nature and Practice of Human: Resource Management in Organizations

Introduction

This paper is about a company that is sole agent for many brands including the world renowned L'Oreal Paris. The company has faced high turnover of sales people, due to which it has to train new recruits and develop the existing ones to be promoted on next level. Sales function is the part of implementation/execution of strategies and plans. The training and development programs are conducted in an organization at various levels, to improve the employee and organizational capabilities. A technically imperfect plan can be a success if it is implemented in the right manner, however, even the flawless plan will fail if the implementation/execution is not good. The professional field sales representative provider companies need to make sure they do not lose their sales people at higher rates; this costs the agency and its customers both. Many organizations of small to large size and across industries take services of sales representative firms to sell their products to target customer in the best possible manner. Companies are finding cost effective and more efficient ways of targeting increasing number of their respective target markets. This paper highlights the issue the company is facing and also, how it is tackling the challenge of training and developing its sales force apart from working on lowering its turnover rates.

The paper starts with establishing the need for professional sales representative companies and how the company struggles to satisfy its customers. Several strategies will be discussed to present the solution employed by the company and what additional measures can be taken to improve the situation.

Reasons Why Companies Outsource Field Sales Representatives

Many organizations of small to large size and across industries take services of sales representative firms to sell their product to target customer in the best possible manner. Some large companies outsourcing the field sales function include, 3M, Hitachi, Intel, Sony, Texas instruments, Samsung, Murata, and Honeywell. This trend is further increasing with time. The professional field sales representative firms are more entrenched in the territories, with a portfolio of brands with no-competing businesses. This gives the obvious advantage of lower sales costs as compared to captive sales force by each of the brands targeting similar territory. These professional field reps agencies provide much deeper penetration and broader access. The field force is much more experienced and knows the area, and has developed relations with customers as well. These sales reps are often considered partner in the manufacturers business like L'Oreal.

The gains of specializations are reaped at micro and macro levels. These gains are likely to continue as the world is becoming a global village, and firms are ...