1) Discuss how sales managers can empower their sales staff?

A manager who is managing a team of sales persons needs to understand first of all the strengths of the team and then the weaknesses of the team. It is only then can a sales manager decide how they can be empowered to improve the sales figures of a company.

The best way to empower sales staff is to train them well in selling skills so that they can be proficient in dealing with any situation when it comes to closing a sales call and selling the product.

Another way in which a sales manager can empower his sales team is by giving them the independence to take a few sales decisions on the spot without having to refer everything that the customer wants back to the sales manager. The sales manager can give the sales team the authority to take decisions on a variation of price or delivery or after sales support and also where to look for new target customers.

The next best way is to engage the sales team by mentoring, coaching and supporting the original styles of each and every sales person in the team to be able to effectively give them the space to sell in the distinctive styles without feeling constrained in flexing their individual styles.
The fourth way is to give them the technological support to be able to handle the volumes of sales call from any geographical territory so that there is no delay in answering specific questions.

2) What three points interest management most when interviewing an applicant for a sales job? Prepare a series of questions an interviewer might ask with respect to each of these points.

The greatest interest to the management when appointing a sales person is the overall impression of the person’s personality, his selling abilities and how result oriented the candidate is. This comes as the first impression that a sales person makes on a customer will