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Sales force management

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Sales force management

  1. 1. SALES FORCE MANAGEMENT Presented By Gouthami S Powerpoint Templates Page 1
  2. 2. SALES MANAGEMENT• Means the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force Powerpoint Templates Page 2
  3. 3. MANAGING THE SALES FORCE1 • Designing Sales Force Strategy and Structure2 • Recruiting and Selecting Sales People3 • Training Sales People4 • Compensating Sales People5 • Supervising and Motivating Sales People6 • Evaluating Sales People Powerpoint Templates Page 3
  4. 4. DESIGNING SALES FORCE STRATEGY AND STRUCTURE Sales force strategy Territorial Sales force Product structure Customer Sales force Size Complex Powerpoint Templates Page 4
  5. 5. RECRUITING AND SELECTING SALES REPRESENTATIVES •Enthusiasm and Self-Some Characteristics Confidence of Salespeople •Persistence •Initiative •Job Commitment •Current SalespeopleRecruiting Procedures •Employment Agencies •Classified Ads •College Campuses •Sales AptitudeSalesperson Selection •Analytical & Organizational Process Skills •Personality Traits Powerpoint Templates Characteristics •Other Page 5
  6. 6. TRAINING THE SALES REPRESENTATIVES Help sales people know & Identify with the company Learn How the product works Learn about Competitors and Customers Characteristics Learn How to make effective presentations Understand field procedures and responsibilities Powerpoint Templates Page 6
  7. 7. Powerpoint Templates Page 7
  8. 8. COMPENSATING SALES REPRESENTATIVES Salary Components ofBenefits Bonus Compensation Commission Powerpoint Templates Page 8
  9. 9. SUPERVISING AND MOTIVATING SALES REPRESENTATIVES Supervising Sales Force Motivating Sales force • Directing the sales force • Organisational Climate • Identify customer targets • Sales Quota and set call norms • Positive Incentives • Develop prospect targets – Honors • Use sales time efficiently – Trips – Annual Call schedule – Merchandise/Cash – Time and Duty Analysis – Awards – Sales force automation Powerpoint Templates Page 9
  10. 10. EVALUATION OF SALES REPRESENTATIVES Call ReportsExpensereports Sales report Sources of Information Annual Territory Work plan Marketing Plan Powerpoint Templates Page 10
  11. 11. Reference• Marketing Management by Philip Kotler Powerpoint Templates Page 11
  12. 12. Powerpoint Templates Page 12