An Analysis on the Styles of Sales Executive in Automobile Industries

Abstract

The most common problem that organizations face in the context of styles of sales executive is they fail to understand the way the sales people are needed to deal with in the company and some switch to other jobs. Organizations design various strategies to reduce the rate of their attrition so as to reduce talent crunch or drainage of good and talented people. But making or designing strategies to reduce attrition is more of a reactive approach, which means after the incidence has occurred we take steps to manage the loss which has been incurred due to that incident. A more proactive approach to the same problem can be looking on to the other side of it i.e. Designing strategies which talks about retaining good people well in advance.

There are basically 5 five prominent sales styles pointed out by Paul Eccher

.The Technical Problem-Solving Style

. The Relationship Selling Style

. The Account Servicing Style

.The Business Partnering Style

. The Assertive Style

This study was conducted on sample of 100 executives working in Automobile industry in the Bhubaneswar region. The reasons for the phenomenon of an employee to continue with an automobile company were gauged by finding out their styles of executive through the inventories developed by Dr. Uday Pareek.