Chapter

26 Sales
Manageme
nt

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 Sales Management

Sales Management
At the end of this chapter, you will be able to understand:
 Meaning and Concept of Sales Management
 Evolution and History of Sales Management
 Importance and Functions of Sales Management
 The Selling Process
 The Sales Management Process
 Emerging Trends in Sales Management

26-2 Marketing Management text and cases, Indian Context Tapan K Panda Excel Books
 Sales Management

Designing the Sales Force

 Sales-Force Objectives and Strategy
 Common tasks for salespeople
 Prospecting
 Targeting
 Communicating
 Selling
 Information gathering
 Allocating

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 Sales Management

Designing the Sales Force

 Leveraged sales force
 Direct (company) sales force
 Contractual sales force
 Sales-Force Structure

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 Sales Management

Designing the Sales Force

 Sales-Force Size
 Workload approach:
 Customers are grouped into size classes
 Desirable call frequencies are
established for each class
 The number of accounts in each size class is multiplied by
the corresponding call frequency
 The average number of calls a sales representative can
make per year is determined
 The total number of sales representatives
needed is determined

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 Sales Management

Designing the Sales Force

 Sales-Force Compensation
 Four Components:
 Fixed amount
 Variable amount
 Expense allowances
 Benefits

26-6 Marketing Management text and cases, Indian Context Tapan K Panda Excel Books
 Sales Management

Managing the Sales Force

 Recruiting and Selecting Reps
 Training Sales Reps

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 Sales Management

Managing the Sales Force

 Training Programs Have Several Goals
 Sales representatives need to:
 Know and identify with the company
 Know the company’s products
 Know customers’ and competitors’ characteristics
 Know how to make effective sales presentations
 Understand field procedures and responsibilities

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 Sales Management

Managing the Sales Force

 Supervising Sales Reps
 Norms for Customer Calls
 Norms for Prospect Calls
 Using Sales Time Efficiently

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 Sales Management

Managing the Sales Force

 Time-and-Duty Analysis
 Preparation
 Travel
 Food and breaks
 Waiting
 Selling
 Administration

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 Sales Management

Managing the Sales Force

 Motivating Sales Reps
 Churchill, Ford, & Walker Motivation Model:
 Sales managers must be able to convince salespeople that
they can sell more by working harder or being trained to work
smarter
 Sales managers must be able to convince salespeople that the
rewards for better performance are worth the extra effort

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 Sales Management

Managing the Sales Force


Sales Quotas

Supplementary Motivators
 Sales meetings
 Sales contests
 Evaluating Sales Representatives
 Sources of Information
 Formal Evaluation

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