A Study of Sales Training within the General Aviation Industry

The study analyzed the manner in which the five leading utility aircraft companies conducted their sales training activities, the reasons for their methods of sales training, and the problems encountered in their sales training program. Sales training, as defined in this paper, refers to an organized attempt by the management of a business organization—in this instance a utility aircraft manufacturer—to advise, assist, prepare, discipline, teach, and educate the organization’s selling personnel at all levels so that better results—greater sales with less effort at lower costs—can be attained. Sales training in the general aviation industry appears to be important for three reasons: (1) the shift from a physical production orientation to a marketing orientation, (2) the changing attitude toward professionalism in selling, and (3) the growth potential which lies within the industry. It appears that the early development of sales training was adversely affected by the production orientation and when initial programs were prepared marketing goals were not clear. The changing attitude toward the sales function appears to have permeated this industry causing increased considerations of sales training. This training, a method of non-price competition, also provides a base for the exploitation of the growth potential which lies within the industry. The general development of all marketing within the industry is discussed so that the significance of sales training can be observed. Actual attendance in sales training programs was used to gather specific information from the five leading manufacturing firms who produced about 98 per cent of the unit and dollar volume within this industry, No attempt was made to investigate the supplementary training per* formed by the distributors and dealers in the channel of distribution. Six predictions concerning sales training within this industry can be made: 1. Staff positions for sales training will be increased. 2. Continuous training will receive greater emphasis. 3. Programs will become more decentralised. 4. Visual aids and programed techniques will be used more extensively. 5. Distributing organizations will become more selling oriented. 6. Future training will be directed more toward distributors than dealers. The eight conclusions of the paper are summarized in the following statements: (1) salesmen accept training only when they fully understand the benefits; (2) firms will tend to upgrade the selling profession; (3) companies should attempt to adhere more closely to the basic fundamentals of the selling process; (4) sales training, like all education, should be based upon th© laws of learning; (5) greater expenditures on sales training seem mandatory; (6) additional training is needed at the sales management level; (7) formal training schools will find it necessary to adhere to a strict time and subject schedule; and (8) evaluation of sales training is imperative

The State of Marketing in Leading MNC’s and their Local Competitors in Pakistan : Findings of a Baseline Survey

The objective of this research is to assess the state of marketing practices in leading multi-national companies operating in the country and their local competitors. This paper presents the findings of the first phase of the study. These findings are based on personal interviews with forty-three MNCs. The findings reveal that companies varied significantly with regard to marketing practices and processes --- both in terms of engaging in different practices and processes but also in terms of the level of marketing sophistication. This difference was found in companies within as well as across industry sectors. While such differences were expected, the extent of such differences was deemed to be significant, given that the participating firms were leading MNCs. Based on the framework for documenting marketing practices and processes, profiles were developed for the best company in each of the chosen industry sectors. The basis for identifying the top companies was the breadth and depth of marketing practices and processes reported. Five profiles of top companies (one from each sector) were developed. These profiles show the level of marketing sophistication and could represent a benchmark for other companies.Marketing Practices in Pakistan, Marketing Sophistication, Marketing Benchmarking, Marketing Practices in Multinational Companies (MNCs) in Pakistan

Milk Handling in the Supply Chains: The Case of Smallholder Retail Outlets In Nakuru, Kenya

This paper characterises smallholder milk outlets in Nakuru district one of the major milk producing Districts in Kenya, and also analyses factors that influence their current operating and handling capacities. Data comes from four divisions of the district. A sample of 137 smallholder milk retail outlets was made using systematic random sampling methodology. Both descriptive and ordinary regression methods were used in the analysis. A characterisation of the retail outlets is brought out and the factors that affect their current operating capacities presented. Results show that a unit change in education, experience and selling prices leads to 0.29, 0.18 and 0.23 significant changes in milk handling capacities by the retail outlets respectively. These imply that there is an efficiency gain from education and better prices through higher consumer incomes in the industry. Enhancement of milk retailers' value addition through provision of physical facilities such as cooling equipment and stability in prices should be encouraged through policy intervention to promote informal sector investments in the sub-sector.milk supply chain, smallholder retail outlets, Kenya, Industrial Organization, Marketing,

'Slowly becoming sales promotion men?': Negotiating the career of the sales representative in Britain, 1920s–1970s

The commercial traveler, or traveling salesman, was an agent of commercialism and modernization as well as a stock character in British popular culture. To C. Wright Mills, salesmen faced particularly challenging demands to conform to managerial direction. This article examines how British salesmen negotiated their occupational identity during the twentieth century. Developments in marketing, corporate growth, and periods of war and recession all challenged salesmen’s status and autonomy. These influences prompted a lengthy and recurring debate about how best to present, defend, and justify their work and identity. New marketing techniques and management systems evolved steadily, rather than producing sudden or uniform changes in the ways in which salesmen worked. Their culture of enterprise and individualism persisted, in part as it was shared by employers and managers. The impact of new marketing methods proved greatest in confectionery, tobacco, and other consumer goods trades as sales of branded, packaged goods expanded. Even then, salesmen contributed to shaping their work and occupational identity, proving unable to establish professional credentials and dividing over whether adopting trade union methods could improve their position