Click toBy Priya Kothari style edit Master subtitle

Managing the Sales Force

Objetive
Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills.

Definition..
The analysis, planning, implementation, and control of sales force activities. It includes setting and designing sales force strategy; and recruiting, selecting, training, supervising, compensating, and evaluating the firms salespeople.

Steps in Designing and Managing the Salesforce

Designing the sales force Salesforce objectives Salesforce strategy Salesforce structure Salesforce size Salesforce compensation

Managing the salesforce

Recruiting and selecting sales representatives

Training sales representatives

Directing sales representatives

Motivating sales representatives

Evaluating sales representatives

Improving salesforce effectiveness

Salesmanship training

Negotiation skills

Relationship building skills

Role of Sales Training in Sales Force Socialization

Sales training helps socialize the new hires, providing them with a positive:
Initiation to Task The degree to which a sales
trainee feels competent and accepted as a working partner

Role Definition An understanding of what tasks

are to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks.

Assess Training Needs: Methods

Sales Force Audit Performance Testing Observation Sales force Survey Customer Survey Job analysis

Designing the Sales Force

Steps in Process
Objectives and strategy Structure Sales force size Compensation
Objectives
Sales volume and profitability Customer satisfaction

Strategy
Account manager

Type of sales force

Direct (company) or contractual

Designing the Sales Force

Steps in Process
Objectives and strategy Structure Sales force size Compensation

Types of sales force structures:

Territorial Product Market Complex

Key accounts

Designing the Sales Force

Steps in Process
Objectives and strategy Structure Sales force size Compensation
Workload approach:
Group customers by volume Establish call frequencies Calculate total yearly sales call workload Calculate average number of calls/year Calculate number of sales

Designing the Sales Force

Steps in Process
Objectives and strategy Structure Sales force size Compensation
Four components of compensation:
Fixed amount Variable amount Expense allowances Benefits

Compensation plans
Straight salary Straight commission Combination

Understanding Your What motivates them? Salesperson

What de-motivates them?

First Motivator

$ MONEY
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Second Motivator

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SECURITY

Third Motivator

ACHIEVEMENT
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Fifth Motivator

PERSONAL GROWTH & Click ACCEPTANCE to edit Master subtitle style