SlideShare ist ein Scribd-Unternehmen logo
1 von 4
1. Determining the factors that affect sales
force performance
 Purpose and reasons
 Information sources of evaluation
 Company records
 Customers
 Managers field visit
 Reports from salesmen
 Manager’s personal insights
2. Criteria for evaluation of sales force
performance.
 Qualitative
 Territory management
 Personality traits
 Sales skills
 Quantitative
 Sales volume
 Average call per day
 Sales orders
 Gross profits obtained from new customers
3. Establishing performance standards
 Qualitative standards
 Quantitative standards
 Time based standards
 Cost based standards
 Record performance
4. Methods for sales force evaluation
 Essay
 Rating scales
 Forced choice method
 Ranking
 MBO
 Work standards methods

Weitere ähnliche Inhalte

Was ist angesagt?

Ch7: Controlling the Salesforce
Ch7: Controlling the SalesforceCh7: Controlling the Salesforce
Ch7: Controlling the Salesforceitsvineeth209
 
Marketing concept of today
Marketing concept of todayMarketing concept of today
Marketing concept of todaydipikasingh
 
Marketing Research
Marketing ResearchMarketing Research
Marketing Researchkkjjkevin03
 
Sales force evaluation and control
Sales force evaluation and controlSales force evaluation and control
Sales force evaluation and controlBHOOMI AHUJA
 
how can market leaders expand the total market and defend market share?
how can market leaders expand the total market and defend market share?how can market leaders expand the total market and defend market share?
how can market leaders expand the total market and defend market share?Sameer Mathur
 
Ssm lecture-19 (sales force evaluation)
Ssm lecture-19 (sales force evaluation)Ssm lecture-19 (sales force evaluation)
Ssm lecture-19 (sales force evaluation)Revisiting Strategy
 
Measuring advertising and campaign effectiveness
Measuring advertising and campaign effectivenessMeasuring advertising and campaign effectiveness
Measuring advertising and campaign effectivenesssksbatish
 
Marketing Management Book kotler(summary)
Marketing Management Book kotler(summary)Marketing Management Book kotler(summary)
Marketing Management Book kotler(summary)Kavery Gupta
 
Analyzing Business Markets
Analyzing Business MarketsAnalyzing Business Markets
Analyzing Business MarketsNishant Agrawal
 
Channel of Distribution - Place, 4th P of Marketing Mix
Channel of Distribution - Place, 4th P of Marketing MixChannel of Distribution - Place, 4th P of Marketing Mix
Channel of Distribution - Place, 4th P of Marketing MixJudith Gomes
 
How to choose the most attractive target markets.
How to choose the most attractive target markets.How to choose the most attractive target markets.
How to choose the most attractive target markets.Sameer Mathur
 
Market Targeting
Market TargetingMarket Targeting
Market TargetingAbhijith R
 
Advertising Campaign management
Advertising Campaign managementAdvertising Campaign management
Advertising Campaign managementRamil Jabbarov
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management Citibank N.A.
 
Consumer promotion
Consumer promotionConsumer promotion
Consumer promotionAditya Mehta
 
sales force management
sales force managementsales force management
sales force managementDevika A K
 
Chapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasChapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasNishant Agrawal
 

Was ist angesagt? (20)

Ch7: Controlling the Salesforce
Ch7: Controlling the SalesforceCh7: Controlling the Salesforce
Ch7: Controlling the Salesforce
 
Marketing concept of today
Marketing concept of todayMarketing concept of today
Marketing concept of today
 
Marketing Research
Marketing ResearchMarketing Research
Marketing Research
 
Sales force evaluation and control
Sales force evaluation and controlSales force evaluation and control
Sales force evaluation and control
 
how can market leaders expand the total market and defend market share?
how can market leaders expand the total market and defend market share?how can market leaders expand the total market and defend market share?
how can market leaders expand the total market and defend market share?
 
Ssm lecture-19 (sales force evaluation)
Ssm lecture-19 (sales force evaluation)Ssm lecture-19 (sales force evaluation)
Ssm lecture-19 (sales force evaluation)
 
Measuring advertising and campaign effectiveness
Measuring advertising and campaign effectivenessMeasuring advertising and campaign effectiveness
Measuring advertising and campaign effectiveness
 
Tapping into global markets
Tapping into global marketsTapping into global markets
Tapping into global markets
 
Marketing Management Book kotler(summary)
Marketing Management Book kotler(summary)Marketing Management Book kotler(summary)
Marketing Management Book kotler(summary)
 
Analyzing Business Markets
Analyzing Business MarketsAnalyzing Business Markets
Analyzing Business Markets
 
Channel of Distribution - Place, 4th P of Marketing Mix
Channel of Distribution - Place, 4th P of Marketing MixChannel of Distribution - Place, 4th P of Marketing Mix
Channel of Distribution - Place, 4th P of Marketing Mix
 
How to choose the most attractive target markets.
How to choose the most attractive target markets.How to choose the most attractive target markets.
How to choose the most attractive target markets.
 
Market Targeting
Market TargetingMarket Targeting
Market Targeting
 
Sdm ch5
Sdm ch5Sdm ch5
Sdm ch5
 
Advertising Campaign management
Advertising Campaign managementAdvertising Campaign management
Advertising Campaign management
 
Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management
 
Consumer promotion
Consumer promotionConsumer promotion
Consumer promotion
 
sales force management
sales force managementsales force management
sales force management
 
Chapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasChapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and Quotas
 
Territory mgt tab 1 a 0403
Territory mgt tab 1 a 0403Territory mgt tab 1 a 0403
Territory mgt tab 1 a 0403
 

Mehr von Richa Singhvi

Customer satisfaction for hero honda with test
Customer satisfaction for hero honda with testCustomer satisfaction for hero honda with test
Customer satisfaction for hero honda with testRicha Singhvi
 
Case study on perception
Case study on perceptionCase study on perception
Case study on perceptionRicha Singhvi
 
Evaluation of channel performance
Evaluation of channel performanceEvaluation of channel performance
Evaluation of channel performanceRicha Singhvi
 
7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issuesRicha Singhvi
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudiesRicha Singhvi
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudiesRicha Singhvi
 
1 who i_am_makes_a_difference
1 who i_am_makes_a_difference1 who i_am_makes_a_difference
1 who i_am_makes_a_differenceRicha Singhvi
 
1331275663.5053 organizational structure
1331275663.5053 organizational structure1331275663.5053 organizational structure
1331275663.5053 organizational structureRicha Singhvi
 
Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Richa Singhvi
 

Mehr von Richa Singhvi (13)

Customer satisfaction for hero honda with test
Customer satisfaction for hero honda with testCustomer satisfaction for hero honda with test
Customer satisfaction for hero honda with test
 
Marketing mix ppt
Marketing mix pptMarketing mix ppt
Marketing mix ppt
 
Case study on perception
Case study on perceptionCase study on perception
Case study on perception
 
Curriculum vitae
Curriculum vitaeCurriculum vitae
Curriculum vitae
 
Evaluation of channel performance
Evaluation of channel performanceEvaluation of channel performance
Evaluation of channel performance
 
Hr competencies.ppt
Hr competencies.pptHr competencies.ppt
Hr competencies.ppt
 
7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudies
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudies
 
1 who i_am_makes_a_difference
1 who i_am_makes_a_difference1 who i_am_makes_a_difference
1 who i_am_makes_a_difference
 
1331275663.5053 organizational structure
1331275663.5053 organizational structure1331275663.5053 organizational structure
1331275663.5053 organizational structure
 
Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Survival strategy for unorganised retailers
Survival strategy for unorganised retailers
 
Application formphd
Application formphdApplication formphd
Application formphd
 

Sales force evaluation

  • 1.
  • 2. 1. Determining the factors that affect sales force performance  Purpose and reasons  Information sources of evaluation  Company records  Customers  Managers field visit  Reports from salesmen  Manager’s personal insights
  • 3. 2. Criteria for evaluation of sales force performance.  Qualitative  Territory management  Personality traits  Sales skills  Quantitative  Sales volume  Average call per day  Sales orders  Gross profits obtained from new customers
  • 4. 3. Establishing performance standards  Qualitative standards  Quantitative standards  Time based standards  Cost based standards  Record performance 4. Methods for sales force evaluation  Essay  Rating scales  Forced choice method  Ranking  MBO  Work standards methods