Sales Force and CRM Q6

Q. (Also posted in My-RealProperty1)
(a) Identify the six (6) major steps in sales force management. (15 marks)

(b) Discuss the roles of the company's sales person in creating value for customers and building customer relationships for a property development company. (10 marks)

(25 marks, 2016 Q6)

A.
a) Sales force management

Similar question was asked in

2013 Q7

The six major steps are:

1) Designing sales force strategy and structure: [In case of five (5) steps, this step is omitted]
2) Recruiting and selecting salespeople
3) Training salespeople
4) Compensating salespeople
5) Supervising salespeople
6) Evaluating salespeople

Ref:
Earlier post.

b) Creating value for customers and building customer relationships

Readings below are referred.

Strategic CRM for customer satisfaction
2012 Q3

Below are examples of CRM in a property development company.

1. WhatsApp group - for announcement of launching, show house and exhibition.
2. Emailing (e-blast) - periodically sending progress on site news, launches, weekend open day.
3. Facebook - news on progress and activities on booth & sales galleries, Expo and Open days.
4. Flea Market - organize weekend activities like food trucks, dance classes, at property sites (completed property only) to attract current customer and potential customers (buyers and tenants).

Ref:
Earlier posts.