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MNM3703 ASSIGNMENT 3 SEM 1 2024 4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques and equi$4.13
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MNM3703 ASSIGNMENT 3 SEM 1 2024 4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques and equi
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Course
SALES MANAGEMENT (MNM3703)
Institution
University Of South Africa (Unisa)
4aKid needs to develop a comprehensive training programme for its newly appointed sales representatives. Given the sensitive nature of child safety products, the training needs to go beyond typical sales techniques and equip agents with specific knowledge, skills and attitudes to succeed. Criticall...
0717513144 MNM3703 ASS 3 2024 SEM 1 muzavazi47@gmail.com
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, 0717513144 MNM3703 ASS 3 2024 SEM 1 muzavazi47@gmail.com
Contents
QUESTION 1 ............................................................................................................. 3
Types of Sales Training Programmes ..................................................................... 3
Product Knowledge Training ............................................................................... 3
Child Safety Regulations and Standards............................................................. 3
Effective Communication and Empathy Training ................................................. 3
Handling Objections and Ethical Selling .............................................................. 3
QUESTION 2 ............................................................................................................. 4
Leadership Style of Ally Cohen at 4aKid ............................................................. 4
Bases of Power Demonstrated by Ally Cohen ........................................................ 4
Legitimate Power ................................................................................................ 4
Reward Power..................................................................................................... 4
Expert Power....................................................................................................... 5
Referent Power ................................................................................................... 5
Coercive Power ................................................................................................... 5
QUESTION 3 ............................................................................................................. 5
Vroom's Expectancy Model for Motivation .............................................................. 5
Key Components of Vroom's Expectancy Model .................................................... 6
Application to 4aKid’s Sales Agents........................................................................ 6
QUESTION 4 ............................................................................................................. 6
Financial Remuneration Plans for 4aKid:................................................................ 7
Non-Financial Remuneration Plans for 4aKid: ........................................................ 7
References ................................................................................................................. 8
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