Presented By-:

Ramesh pandey
 Sales Force Management
 Economies of Effective Sales Force Management

 Rate of Sales Personnel Turnover

Formula-:

Rate of Personnel turnover Number of Separation 100

Average total sales Force
Activities Involved in Sales Force
Management
 Causes of Turnover of sales personnel
Caused by Actions Caused by Action
Controllable by company Not Controllable by Company

1. Poor recruiting 1. Retirement

1. Improper selection and 2. Death
assignment
3. Training deficiencies 3. Illness or physical
disability
4. Inadequate supervision 4. Personal and marital
and motivation difficulties
5. Breakdown in communication 5. Dislike for the job –
travel, type of work,
working conditions, etc.
6. Unsatisfactory performance 6. Military duty
customer complaints, etc.
7. Discharged for cause, e.g., 7. Better position
alcoholism, conviction of elsewhere
a felony dishonesty, etc.
8.Cutbacks in personnel
9.Transfer to another department
10.Promotion to a higher position
INVOLVEMENT OF SALES EXECUTIVES IN
SALES FORCE MANAGEMENT

 Need for the Proper Setting

 The Law and Sales Force Management

 JOB ANALYSIS
 Sales Job Analysis

 Sales Job Description

 Procedure for Sales Job Analysis and Preparation of

Written Job Description

 Preparation of Sales Job Specification

 “Duties and Responsibilities”
Section of a Sales Job Description
Sales:-
Make regular calls
Sell the line; demonstrates
Handle questions and objections
Check stock; discover possible product users
Interpret Sales points of the line to the customer
Estimate customer’s potential needs
Explain company policy on price, delivery, and credit
Service:-
Install the product or display.
Report product weaknesses, complaints.
Handle adjustments, returns, and allowances.
Handle requests for credit.
Handle special orders.
Analyze local conditions for customers.
Territory Management:-
Arrange route for best coverage.
Balance effort with customer against the potential
volume.
Maintain sales portfolios, sample kits, and so forth.
Sales Promotion:-
Develop new prospects and accounts
Distribute home office literature, catalogues, and the like
Make calls with customer's salespeople.
Train personnel of wholesalers, jobbers, and so on.
Present survey reports, layouts ,and proposals.

Executive:-
Attend sales meetings.
Build a prospect list.
Collect overdue accounts ; report on faulty accounts.
Collect credit information.
Goodwill:-

Counsel customer on their problems.

Maintain loyalty and respect for the company.

Attend local sales meeting held by customer.