The Company I am Using is Oracle Write 23 pages identifying

The Company I am Using is Oracle!

Write 2-3 pages identifying the following:

At least 2 ethical issues that managers should be aware of when managing their sales reps for your selected company.

Explain the appropriate response that should be taken in each case.

Identify at least 3 key characteristics that are required for the sales reps for your selected company. Discuss how this would impact training of the sales representatives.

Solution

The following answer will consume more than 2 pages with Times New Roman font (size 12), double-spaced letter sized paper.

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Oracle, as a company, is involved in producing and selling software solutions for different businesses. The brand name is associated with complex software such as simulation software and Enterprise Resource Planning (ERP) solutions. Unlike some other industries, the software industry needs sales reps to have the adequate technical knowledge to deal with the clients at the initial phase of the interaction i.e. in the RFQ/ RFP/ Bidding phase.

Two ethical issues that managers of Oracle should be aware of when managing their sales reps

The managers of this company should be concerned with the following two ethical issues.

(1)

The sales reps should always report to the clients the true features and functionalities of the software systems that can be delivered. They must not exaggerate or misrepresent the ability of the development team in order to gain the initial bid consideration of the client. In the case of any doubt arising, the sales reps should always consult the appropriate design team before making any commitment to the client.

(2)

The sales reps should always quote the initial price of the bid logically relevant with any discount given further in the course of negotiation. In other words, the discount given in the later phase should of such high amount that the validity of the initial price quoted can be challenged and doubts can be due on the actual value of the software system developed by the company. The initial price should, therefore, be quoted based on the best price that can be offered to the client keeping a little margin for further discounts. Also, in this context, the sales reps, in no ways, should contact or influence the known leads of the clients to know the price offered by the other competitors and modify the bid according to that information. The bid should thus be made as the best price offered to the client for the value delivered.

Appropriate response that should be taken in each case

The appropriate action for the first case is to interact with the client very closely, realizing the problem of the client, and proposing solutions based on the capability of Oracle. In most of the cases, the sales reps are expected to offer the ‘off-the-shelf’ solutions only and they may not commit to any development which Oracle has not developed yet before consulting with the concerned development team.

In the second case, the appropriate action is to quote the initial price based on the actual value of the system, cost incurred, and margin expected by Oracle and not on the basis of other competitor’s bids. The sales reps must refrain themselves from getting such information from any representatives of the client. Even asking the client for a ‘target price’ is also considered unethical in this case. Similarly, the sales reps must not involve in inflating the initial bid in order to offer a high discount at the later stage to win the bid or negotiation process.

Three key characteristics that are required for the sales reps for Oracle

Besides having the generic traits and characteristics of a sales rep f any industry, Oracle will need the following three characteristics in its sales reps.

Technical skills – The client will deal with the sales reps for most of the time at least in the pre-negotiation stage. The sales reps should be in a position to answer most of the queries the client makes in these stages. This requires a solid technical knowledge of the product that is being offered to the client.

Problem Solving – The client is expected to come with a set of problems. The actual product offered should resolve those problems. The sales reps should act as a consultant to the client which requires understanding the needs of the client and offering the best solution.

Networking and partnership – The sales reps should be able to connect and communicate with different teams of his/ her company most lucidly for a timely and effective resolution to the advanced queries made by the client. Sometimes this efficiency in information flow can lead to a competitive advantage to Oracle over other competitors.

How this would impact training of the sales representatives

As far as the technical abilities are concerned, the sales reps should first be recruited from technical background only. Then they should go through rigorous technical training before interacting with their first client. In the initial days, the sales reps should be given adequate backup supports to grow their knowledge and confidence. The support system can be planned by using the competence of the senior sales reps.

The problem-solving skill can be developed by associating each junior sales rep with a senior rep with each client. The junior sales rep will learn from the process and can start work independently after the initial two or three products being sold.

As sales reps should go through a rigorous orientation program and given opportunities to interact and make networking with representatives of other divisions such as development, finance, and purchasing.