Read the following case study before you answer the questions:

Yona Perfume

In October 2017, Thozama lost her part-time job of selling perfume. In order to survive without having to worry about losing another job, Thozama knew that she had to take matters into her own hands. Having worked in the perfume industry, Thozama identified a gap in the market and decided to start her own company. Fuelled with passion, a drive to succeed and an understanding of the perfume industry, Thozama started and registered Yona Perfume.

Thozama sells Yona Perfume fragrances through direct selling methods, by visiting various schools and churches, going door-to-door and at various networking events. Yona Perfume gets new customers when Thozama visits different locations and through word-of-mouth referrals. Even though Yona Perfume products are affordable and of a high quality, Thozama understands that she still needs to provide excellent customer service, as the business is reliant on word-of-mouth referrals. The strengths of Yona Perfume are, firstly, that their products are affordable and long lasting; and, secondly, that consumers can easily get hold of Thozama for any queries regarding the products or to place an order. Another important aspect for any business is to conduct market research. Currently, Yona Perfume performs basic research with customers who recently purchased their products. Thozama asks her customers whether they are satisfied with the scent of the perfume and whether the fragrances meet their expectations. Thozama conducts her research by sending customers WhatsApp messages or by calling them.

QUESTION 1

a) Yona Perfume has seen some growth in their business and they would like to recruit you as a salesperson. Before they can send you into the field to start selling their products, they want to test your understanding of the salesperson job and what the requirements for the job are. In demonstrating your understanding of the salesperson job profile, do the following:

1. Create a job advertisement for this vacant position and outline all the relevant elements of the job advertisement.

b) Thozama is happy with your understanding of the sales job and its requirements. She feels that you are suitable for the position and then appoints you as a sales manager. You are then given the task of recruiting two salespeople. You manage to recruit Thato and Lebogang for this role. During the orientation session with these new salespeople, Thozama realises that Thato and Lebogang need some training before they can start with their sales work and she approaches you for your input.

Advise Thozama by doing the following: Distinguish between THREE (3) types of personnel who can provide training. You need to specify which type of personnel is best suited to train these new salespeople and justify your choice.

QUESTION 2

1. Thozama was attending a business conference in Durban and she heard the concept "sales quotas" for the first time. She was told that sales quotas play a very important role in the business as they provide salespeople with a means to measure their progress in achieving their goals. Thozama is unsure of whether using sales quotas would be appropriate for her business. In convincing her that sales quotas would be good for her business, explain and practically apply any SEVEN (7) objectives that the businessperson or salesperson could achieve when using sales quotas.

1. Thato was working as a security guard and studying at the same time before he completed his Diploma in Marketing and was hired as a salesperson. After some time, however, Thozama discovered that her company's sales were very low and she realised that Thato was not performing well as he was not closing deals/sales often. Using practical examples, outline to Thozama the THREE (3) different reasons why salespeople fail to close sales and what she can do to assist Thato. These practical examples must be in line with the perfume/fragrance industry. Practical and recommedaion