Sales Management Report: Job Analysis for Pet Food Company

This report provides a comprehensive analysis of a sales representative job within a pet food company. It begins with a job description outlining the role's responsibilities, which include presenting products, promoting sales, adapting to product innovations, conducting cost-benefit analyses, and man...Read More

Running head: SALES MANAGEMENT
Sales management
Name of student
Name of University
Author note

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Table of Contents
Analysis of job...........................................................................................................................3
Steps for analysing the job.........................................................................................................4
References..................................................................................................................................5

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Analysis of job
Job description
The description for the job is Sales representative for Pet Food products. Due to the
lack of a sales person, there is need to have a sales person, who can manage selling of
products to various customers with the help of information about the products and services
provided to them. As it is a new and small pet food business, where customers can customise
the ingredients required to suit their dogs and at the same time, ensure checking the
ingredients that are chosen by the nutritionist (Algera, Jen & Martin p.160). The job
description also includes the criteria and qualifications needed to be possessed by the
candidates for making a mark with their suitable job position and at the same time, facilitate
management of sales by influencing the consumer buying behaviours and by keeping them
informed about the features of the products and services delivered by the company (Cummins
et al. p.8).
Job advertisement or brief
We are a new company and thereby seek a results driven sales representative who can
engage the customers’ prospects and influence their buying behaviours.
Job responsibilities
 The sales representative must be able to present products to customers, promote and
manage selling to the prospective clients
 Promotion of sales to the existing and potential clients and even providing
presentation to the customers about the significance of using the product
 Ability and skills must be possessed to adapt to information related to the innovation
of products and assessment of market conditions

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 The sales representative should also be able to conduct the cost benefit analysis for
the existing and present customers
 To manage good relationships between the business and its clients to ensure driving
sales in the future.
 Submitting orders by providing price list an product literature along with resolving the
queries of clients
Skills required
 Good communication and interpersonal skills
 Client relationships
 Meeting the sales target and goals
 Negotiation skulls
 Knowledge of the products and services delivered
 Prospecting and presentation skills to manage good client relationships
Qualifications
 High school diploma is mandatory
 A degree from a recognised University in the field of marketing and sales in MBA
 Prior experience in sales is added advantage
 Fluency in English and Canadian language
 Voluntary certification is needed, which shall be managed with the involvement of
Canadian Professional Sales Association
Steps for analysing the job
Questionnaires
What choice of job can suit your career prospects at present and in the future?

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Sales executive- 20
Marketing executive - 5
Operations engineer - 10
Sales executive Marketing executive Operations engineer
0
5
10
15
20
25
Chart Title
What is your expected salary from the concerned job role?
Below C$20,000
C$20,000 - C$25,000
C$25,000 - C$30,000
Below C$20,000 C$20,000 - C$25,000 C$25,000 - C$30,000
0
5
10
15
20
25
Chart Title
What do you think about starting as a fresher in a new Pet Food products company?

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Interview questions
Tell me about yourself
Provide a brief overview of your career and how the concerned job role can suit the career
needs
How can you generate as well as manage sales opportunities?
Do you have any prior experience in the sales achievement?
Why do you think yourself suitable for the job role?
How can you manage conflicts between business and the clients?
What is the most significant sales achievement and how you managed to do it?
Observations
Based on the observations managed through acqusitions of responses on the survey
questionnaires and also by interviewing few of the candidates, it has been found that most of
the candidates wanted to start their professional career as a sales representative. Because of
their skills and knowledge in the field of marketing and sales, they found the concerned job
role suitable based on their qualifications and interest in the area of sales management (Cohen
p.448). As the majority of candidates who found the sales representative job at the Pet Food
products company suitable, are fresher, so they expect a salary in between C$20,000 -
C$25,000 and sometimes lesser than C$20,000. Due to most of the candidates taking part in
the selection process are fresher, they do not possess much knowledge and skills to manage
sales opportunities, which has also been a major aspect considering their role as sales
representative within the newly found business (Dmitrieva et al. p.358).

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The existing job description has been derived from the NOC website, which has also
allowed to present the job description at present and even ensured that the job skills and
criteria are easily assessed by the candidates to justify whether their skills match the specified
criteria for the job role or not (Berg et al. p. 104). This would not only allow the HR manager
of the Pet Food products company to select the right candidate for the job role, but would also
help in managing sales opportunities effectively to ensure that the new business sustains in
the competitive business environment (Kang, YoungJu and Albert p.250).

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References
Algera, Jen A., and Martin AM Greuter. "Job analysis." A Handbook of Work and
Organizational Psychology. Psychology Press, 2013. 151-174.
Berg, Justin M., Jane E. Dutton, and Amy Wrzesniewski. "Job crafting and meaningful
work." Purpose and meaning in the workplace 81 (2013): 104.
Cohen, Lisa E. "Assembling jobs: A model of how tasks are bundled into and across
jobs." Organization Science 24.2 (2013): 432-454.
Cummins, Shannon, James W. Peltier, and Andrea Dixon. "Omni-channel research
framework in the context of personal selling and sales management: a review and
research extensions." Journal of Research in Interactive Marketing 10.1 (2016): 2-16.
Dmitrieva, Nina Victorovna, et al. "Scientific and theoretical aspects of the staff recruitment
organization within the concept of" Talent Management"." Asian Social Science 11.3
(2015): 358.
Kang, YoungJu, and Albert D. Ritzhaupt. "A job announcement analysis of educational
technology professional positions: Knowledge, skills, and abilities." Journal of
Educational Technology Systems 43.3 (2015): 231-256.