It is obvious that Logistics Logic's sales team has played a major role in the company's expansion. When employing salespeople who can handle the goals and wants of the company, management should take into account a variety of skills and competencies. It is clear that Logistics Logic has specified what its sales staff has to do. Therefore, its sales team needs to have a solid understanding of logistics and the fundamentals of modern selling. According to Johnston & Marshall (2013, p. 291), Logistics Logic is aware that their clientele has shifted to seasoned professionals with formal supply chain management training.
My suggestion for the company
My suggestion for the company is not to take into consideration the physical and demographic attributes when searching for the best candidates to join its sales force. This is because physical and demographic characteristics contribute to less than five percent of the overall performance (Johnston & Marshall, 2013, p.278). In addition, the physical and demographic characteristics can cause bias during the interviewing stage; the typical white male, unfortunately, is still perceived to be more qualified for a sales job. The last three years has seen Logistics Logic recruit mostly females, and interestingly, its revenue exceeded $350 million.According to an article by David (2013), while education can improve sales representatives, it cannot make them stars. A fine educational background can be beneficial; however, it is not the only factor that matters. It is thus my suggestion that Logistics Logic focuses more on sales field experience rather than the educational background. For a firm intending to improve its total revenue in the coming years, hands-on experience will be more important. Since the salespersons will be handling customers who are knowledgeable in the area, they will have to be well-informed.
My advice for Logistics Logic
My advice for Logistics Logic, in this case, is to consider conducting personality, aptitude, and skills tests when hiring new members. A sales aptitude test will help the firm determine if the candidate possesses the abilities necessary for the performance of specific tasks. Also, I would find individuals that possess creativity, self-esteem, responsibility, and the desire for extrinsic motivation. While these characteristics contribute to less than five percent in performance, I believe that they are associated with successful salespeople. The successful salespeople, in this case, possess the desire and ability to learn, excel, and develop constructive business relationships. They are also passionate and ambitious (Smith, 2013). In addition, the future sales representatives of the firm should be flexible and able to adapt to changing situations. The relocation of the firm's headquarters to Hong Kong means that salespeople also have to move and adapt to newer cultures. Other important requirements include sales presentation, vocational skills, and interpersonal skills. Interpersonal skills are vital for communication and understanding the wants and needs of customers.
References
Davis, J. (2013, Jun 26). How much do college sales degrees really matter to sales performance? RingDNA.com. Retrieved September 15, 2017, from http://www.ringdna.com/blog/do-sales-degrees-really-matter
Johnston, M. W., & Marshall, G. W. (2013). Salesforce Management (11th Ed.). New York, NY: Routledge.
Smith, N. (2013, Mar 20). 10 traits of successful salespeople. Business News Daily. Retrieved September 15, 2017, from http://www.businessnewsdaily.com/4173-personality-traits-successful-sales-people.html
Exports and Imports
Many major economies of the world have in place policies that discourage imports as well as those encouraging exports. While I agree that exports are good for the economy, I tend to think that imports are not as negative as perceived by a lot of people. The production costs of goods are different from country to country. While some countries are endowed with significant portions of production factors, some are not. Therefore, it is only beneficial for an economy to import products from countries that produce them favorably.
The importation of goods can lead to better living standards due to increased choices and lower priced goods. When raw materials are imported, jobs are created. Therefore, it is my opinion that moderate imports are not as bad as perceived by a lot of people. It is important, however, to note that excessive importation may suggest an underperformance in the economy. Examples of countries with protectionist policies that discourage imports include the U.S., Russia, and India.
