Now in its 44th year, the Distinguished Salesperson Award (DSA) organised by the Hong Kong Management Association (HKMA) once again puts to the test the old cliché that a good salesperson can sell sand in the desert.
“The DSA does more than give recognition to successful salespersons for their achievements – it helps salespeople enhance their careers and reputations,” says Rayson Chan, chairman of the HKMA DSA Organising Committee.
He says the award also helps improve the quality of salesmanship in Hong Kong, and builds up the image of selling and marketing as a prestigious profession.
In addition to recognising the individual achievements of salespersons, Chan says the high standard of entrants indicates the level of importance companies place on sales training.
“We see this reflected through the quality of the candidates. It shows that companies understand the need to invest in quality sales training,” says Chan. “This can only be achieved when management, human resources and training departments work together to build a strong team spirit and a robust sales culture,” he adds.
Chan believes that by supporting DSA candidates and celebrating their successes, firms demonstrate their commitment to employees, which can help retain top talent. “Salary increases and bonuses are some of the ways of recognising successes, but public recognition of achievement is also very important to strengthen the bond between companies and their employees,” says Chan, who is also an investment consultant with Citibank (Hong Kong).
He says that during the judging process, participants are tested on their product knowledge and required to make a sales presentation to a panel of expert judges. They are also asked to make a short sales presentation to a target audience, based on a random product selected by the panel.
“Because entrants are unfamiliar with the product, the judges are looking for the creativity and interpersonal skills it requires to make a sale,” says Chan, who notes the DSA is judged independently by a panel of experts and industry personalities spanning different industry and market sectors.
As part of the competition, participants also face an in-depth question-and-answer session where they are presented with probing queries. “Entrants need to be well-prepared because standards are high and participants face some tough questioning,” says Chan, who notes the panel of judges was impressed with the standard of mainland entrants representing companies there with outlets in Hong Kong.
Drawing attention to other benefits the award programme offers, Chan says contestants have the opportunity to learn from each other. “The award programme provides a platform for sales professionals from different industries to interact and share insights,” he says. “There is a great opportunity for participants to gather ‘outside-the-box thinking’ from different markets and apply them to their own industries.”
Chan says while the standards in this year’s competition were high, in a few cases the judges voiced a minor criticism. “Where companies had more than one entrant, the judges noted some of the presentations used the same style and seemed a little bit formulaic or scripted. They didn’t feel the participants’ true personalities came through as well as it could have,” says Chan, who stresses that the Hong Kong sales industry sets a benchmark for the region.
Like other sales experts, Chan says technology is having a major impact on the sales profession. “Salespeople have been quick to use technology tools such as iPads to make the presentation of products more interesting,” he says.
Meanwhile, as consumers also use the internet to research product prices and performance, Chan says it is vital salespeople completely know and understand their market and who their competitors are.
Offering advice to anyone interested in joining or further developing their career in the sales industry, Chan says it is important that individuals are resilient. “Salespeople need to be tough and proactive, and whatever the economic environment, they need to drive sales revenues,” he says.
Chan says while it is important to be knowledgeable about products, another hallmark of a good salesperson is the ability to listen to customers and find creative ways to increase business. It is also vital for Hong Kong sales professionals to improve their Putonghua and learn more about mainland culture.
“Learning more about mainland preferences, market news and trends, which can vary slightly from the local market, can help facilitate sales,” says Chan, who believes a sales career offers a sense of accomplishment and pride with each new sale.
LIST OF WINNERS
Outstanding Young Salesperson Award
AIA (Bermuda)
Karena Lei Ka-in
Bank of China (Hong Kong)
Ng Pui-ki
China Construction Bank (Asia)
Ivan Ngan Kai-kong
Chow Tai Fook Jewellery
Wong Siu-kit
Citibank (Hong Kong)
Shirley Tang Hiu-hung
CITIC Telecom International CPC
Avery Lo Chun-him
Michelle Leung Woon-yan
(DCH) Guangdong Dachanghang Nissan Motor Trade
Li Lianjuan
(DCH) Guangzhou Zhongxie Motor Trading
Zeng Jiawei
Xie Yuequan
Hong Kong Broadband Network
Ivan Ko Chi-yung
Lip Tsz-wing
Hong Kong Property Services (Agency)
David Wong Tin-ngai
HSBC
Catherine KW Sin
Sam CH Lai
Hutchison Telecommunications Hong Kong Holdings
Rachel Wong Wai-ying
Evans Ho Lok-sum
New World iMedia Solutions
Yoko Lai Wing-yu
Ngong Ping 360
Wancy Ma Wing-sin
Wing Cheung Wing-man
PCCW Media
Rosanna Wong
Pricerite Stores
David Lee
Ricacorp Properties
Martin Yim Hok-kan
CK Chan Hong-yi
(DCH) Shanghai Zhongtai Motor Sales (Nanjing Branch)
Liu Hongtian
(DCH) Shantou Jiahao Automobile
Zhang Honglong
(DCH) Shenzhen Shenye Industrial
Li Yunyun
Yan Sha
(DCH) Shenzhen Shenye Toyota Auto Sales Services
Lai Maolun
Standard Chartered Bank (HK)
Carol Chan
(DCH) Yunnan Zhongchi Motor Sales & Services
Xing Jie
(DCH) Zhongshan Lide Automobile Sales & Services
Zou Xing
Distinguished Salesperson Award
American Express International
Anthea Chau Wing-sze
Abbie Tsang Hau-heung
Bernie Lam Yat-hung
ANZ Banking Group
Andrew Lau
Eva Chan
Branda Wong
Bank of China (Hong Kong)
Lam Yin-ling
Wilson Lau Yuk-wo
Wong Hin-tseung
Centaline Financial Services
Wilfred Yiu Wai-ho
Kristy Wong On-ying
Martina So Wai-chi
Johnni He Peng-peng
Centaline Property Agency
Kurt KC Wong
Moko FY Mok
Idy SH Chan
Alex CC Choi
China Construction Bank (Asia)
Chloe Ng Wing-lam
China Enterprise Communications
Lava Lin Yi
China Telecom (Hong Kong) International
So Kit
Chow Tai Fook Jewellery
Sin Wing-kin
Lau Wai-fong
Lam Pik-mei
Citibank (Hong Kong)
Nicky Szeto Ka-yiu
Ray Lau Ka-chuen
CITIC Telecom International CPC
Phoebe Wu Shun-yan
Fanny Pong Chun-ling
CSL
Kit Ho Sze-yuen
Jerry Yeung Yip-fai
Terry Hung Chun-kwan
Johnny Wong Hoi-kit
Joyce Tsang Yin-ting
(DCH) Dah Chong Hong Used Car Centre
Wong Yuen-sing
Dah Sing Bank
Choi Nga-yan
DBS Bank (Hong Kong)
Joey Kwok Yin-ting
Alex Tsang Pak-yu
Paul Yeung Hon-kei
Lawrence Chan Man-pui
DHL Express (Hong Kong)
Thomas Cheng
Jacqueline Shum
Jun Poon
Henry Yung
(DCH) Guangzhou Hejun Motors Trading
Zhou Licong
Hip Shing Hong Development
Sandy Kwan Wai-yee
Ruby Wong Yuen-kwan
Derek Ng Kim-fung
(DCH) Honest Motors
Li Sheung-lun
Fung Kam-keung
The Hong Kong and China Gas Co
Louis Mok Yui-chung
Tammy Chan Man-yee
Hong Kong Broadband Network
Tony Hau Tik-leung
Kenme Chan Pui-yan
Jesse Fung Kai-man
Hong Kong Property Services (Agency)
Roy Lam Kam-yeung
Aaron Mak Ching-lun
Keith Wong Kit
Steven Yung Ching-yu
HSBC
Tim KH Cheng
Edward SH Yiu
Vera FW Cheuk
HSBC Bank (China)
Crystal Xu
Crystal Liu
Vivian Xue
Carol Xie
HSBC Insurance
Alice Lau Yuet-ngor
Hutchison Telecommunications Hong Kong Holdings
Matt Ho Ka-ki
Victor Chan Yeuk-fai
Efe Lee Shi-kan
(DCH) Jiangmen Hesheng Automobile Sales & Service
Ou Jiamin
(DCH) Jiangmen Yicheng Automobile Sales & Services
Xu Wanyu
(DCH) Kunming Lianya Toyota Motor Sales & Service
Yang Jun
Midland IC & I
Leo Chan Yiu-cheong
Shirley Hui Shan-lee
Michelle Lau Yee-shan
Elza Wong
Katherine Wong Shuk-kit
Midland Realty International
Larry Chau Wing-yip
Clement Lam Chun-fung
Raymond Tang Wai-ho
Alex Wong Kam-fai
New World iMedia Solutions
Elaine Liu Chi-ning
New World Telecommunications
Chau Pui-fung
Chris Lau Shing-wah
The Prudential Assurance Co
Max Lim Wai-hong
The Prudential Assurance Co - Partnership Distribution Department
Anthony Foo Kin-chung
Heidi Nam Hoi-ying
(DCH) Qujing Lianqing Auto Sales & Services
Yang Kewei
(DCH) Reliance Motors
Rex Chan Chung-ho
Ricacorp Properties
Andy Shiu Kwan-hoi
Dick Ngo Tao-kui
San Miguel Brewery Hong Kong
Penny Wong Yan-kit
(DCH) Shanghai Dah Chong Hong Bentley Motor Sales & Services
Mao Xiaoyi
(DCH) Shenzhen Shenye Industrial Company
Liu Jianyuan
He Xunxin
Standard Chartered Bank (HK)
Ivan Tang
Henry Lau
Jacky Tai
Sinky Chung
Sun Life Hong Kong
Cindy Chan Sin-lai
Phoebe Lee Yiu-man
Corey Hui Kwok-fai
UPS Parcel Delivery Service
Dende Kan Che-wah
Vitasoy International Holdings
Denise Chiu
W Hong Kong
Cynthia Cheng Wing-sze
(DCH) Yunnan Liandi Auto Service
Wang Jie
(DCH) Yunnan Zhongchi Motor Sales & Services
Dai Chunyan
Zung Fu
Alex Lai Shui-ming
Vincent Chen Siu-kei
Fabian Lai Yiu-lun
Sam Lam Hok-wang
Andrew Yeung Chi-hung
