Question

How does Samsung utilize personal selling? How are sales representatives selected, trained, and evaluated?

Answer 1

answer-

Samsung is very famous electronics company which sells smartphones, TV, ACs, Microwave, Washing Machines etc like electronic products. The Company utilize personal selling where sales people in Showroom of Samsung as well as salespeople in field contact with customers and do face to face meeting. after meeting with customers sales people influence decision of customers by telling them of new products, offers, discounts etc so that customers can purchase the samsung product.

Selection of salespeople involved some steps where Samsung's authorized stores have HR department where they recruit candidate by posting job vacancies on job portal sites like Linkedin, Indeed as well use employee referrals to recruit candidate.

Samsung selection method involve screening where candidate take written test and preliminary interview. if they pass then they go to final interview round. Interview round include questions and answers by HR of the company.

Salespeople of samsung are trained in which Samsung organize orientation training in stores at small level for salespeople to get acquainted with the environment. This orientation involves thier job responsibilities, roles etc. as the time goes, Samsung organize time to time training for its salespeople in Hotels where the supervisor and managers of the company train them like how to approach customers, how to make sale, how to present product.

Samsung also involve role play training where employee are given set of conditions to approach customers and deal with customers in store as well in field.

Their performance is evaluated yearly based on MBO style. The store manager set targets which are SMART and both manager and sales people agree on those targets. then if they achieve set standard target then their performance is great. if they do not achieve then management take corrective action.