Hello, I am looking for someone to write an article on Management of Selling in Supplies-4-Gardens. It needs to be at least 2250 words. In the case of Supplies-4-gardens, personal selling through market segmentation has been rightly undertaken by the company wherein the sales personnel are supposed to act as order creators and missionary selling agents to proactively ensure an increase in the customer base at a faster pace in tandem to the industry growth at 10%. However, the present sales personnel are reactive acting as delivery salespersons and inside order takers resulting in sluggish growth of just 5% growth per annum (Ashford. R, Lancaster. G, Massingham. L, ).

Oldroyd, the Sales Manager of the company, who has come from a fast-growing consumer durable sector is unhappy about the performance of the company and is trying to gain the co-operation of the sales force for which he needs to motivate the staff who are highly paid irrespective of their performance. Their physiological, security and social needs are already been taken care of and for them to achieve better results, the esteem and self-actualization needs are to be generated in them through effective motivation (Maslow. H, 1954). In other words, while the hygiene factors of the sales staff are being taken care of by the company, it is the motivational factors like achievement, recognition, advancement, growth possibility and feeling of responsibility which can initiate better results to the company ( Herzberg. F, 1966).

Oldroyd noticed that the staff of late was resorting to bad service techniques like lack of product knowledge, initiative, helping/problem-solving nature etc. which can result into the geometric progression of unhappy customers which may have a negative impact on the growth of the company (Moffatt. L, 2002).

One more important point to be noted is that the marketing staff was not informed about the change in the database of the existing clientele on a regular base due to which designed catalogues of the company’s brand are being mailed even to non-existing customers thus resulting in an operative waste as more number of catalogues is ordered unnecessarily.