5 sales management ifim
TRANSCRIPT
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 1/22
Sales Training Programs Purpose:
To achieve improved job performance Supplements experience
Process (A.C.M.E.E.)
Planning (A.C.M.) Executing
Evaluating
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 2/22
Planning Sales Training
Programs Identify Training Aim
Deciding Training Contents Selecting Training Methods
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 3/22
Planning Sales Training
Programs Identify Training Aim
Job specifications Sales-related marketing policies
Trainees background and experience
Identifying continuous training needs
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 4/22
Planning Sales Training
Programs Selecting Training Content
Product Data Sales Technique
Market Data
Consumers
Competition
Company Information
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 5/22
Planning Sales Training
Programs Selecting Training Methods
The Lecture Method (Traditional)
The Personal Conference (Problem Analysis) Demonstrations
Role Playing
Case Discussion Method
Impromptu Discussion Sales Games
On-the-job training
Additional Programmed Learning (External Courses)
Individual or Group Training Methods
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 6/22
Executing Sales Training
Programs Training Methods:
Conditioned Response Method
All expected to react in the same way to any
given situation
Insight Response Method
Seeks to develop trainees insight and analyticalskills
Appropriate for developing individualized ways of
selling
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 7/22
Executing Sales Training
Programs Organization for Sales Training:
Identifying sales trainees
Sales Trainers: Internal/External
Timing: Initial/Continuous
Training site
Training Instruction Materials and Aids
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 8/22
Evaluating Sales Training
Programs Training History of Performance before
and After Training
Discriminant Analysis
Session Reviews/Feedback
Immediately after training program
After gaining additional field experience
Tests and Examination Measurements
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 9/22
Motivating Sales Personnel Motivation:
Goal directed behavior, underlying which are
certain needs or desires
Sales jobs have experiences that result in
series of exhilaration and depression
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 10/22
Motivating Sales Personnel Sales person's role conflict:
Linkage with:
Sales management
Department that handles order fulfilment
Customers
Other company sales personnel (colleagues) Conflict: Being a go-between of customer and
company whose interest is dominant?
Experience and training reduces this conflict
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 11/22
Motivating Sales Personnel Tendency towards apathy:
A sales person in the same territory gets into a
routine and loses enthusiasm
They require additional motivation to work with
renewed interest
Linking sales persons working alone to groupperformances increases motivation
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 12/22
Motivation Theories
Abraham Maslow: Hierarchy of needs
Basic physiological needs
Safety and security needs
Belongingness ans social relations needs
Esteem needs
Self actualization needs
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 13/22
Motivation Theories
Herzberg's Two-factor theory:
Hygiene factors
Motivating factors (achievement, growth)
Alderfer's ERG
Existence needs Relatedness needs
Growth needs
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 14/22
Motivation Theories
McClelland's achievement-motivation
theory
They like situations to take personal
responsibility for finding solutions
Tend to set attainable goals
They expect feedbacks
They are self motivated
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 15/22
Motivation Theories
Process theories:
Equity theory: Fair and equitable treatment
Expectancy theory (Victor Vroom)
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 16/22
Expectancy Theory
Utilizes 'valences' (effective orientations towardsparticular outcomes) multiplied by the strength of the expectations of these outcomes
This product yields an estimate of the force on
a person to perform a particular act
This theory is used to predict what motivates:
Job satisfaction, one's occupational choice, the
likelihood of staying in a job and work effort
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 17/22
Expectancy Theory
Motivation is a combination of :
Valence: What's in it for me? Instrumentality: Clear path?
Expectancy: My capability?
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 18/22
Expectancy Theory
IndividualNeeds(Goals)
IndividualBehaviour (Effort)
IndividualPerformance
Rewards andPunishments
Perceived effort-performanceRelationship
Perceived performancereward/punishmentrelationship
Recycling
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 19/22
Motivating Sales Personnel
Interdependence and motivation
Salespersons are partially dependent uponsuperiors and regard their authority as
appropriate
Superior is partially dependent on salesperson
for help in reaching sales revenue goals
Effective supervision means treating
salespersons as human beings with individuals
in their own right
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 20/22
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 21/22
Motivating Sales Personnel
Motivation and Communications:
Interpersonal contacts Arrange individual meetings with big bosses
Written communications
Notifications, bulletins Appreciations by written communication is
more motivating than verbal mode
8/3/2019 5 Sales Management Ifim
http://slidepdf.com/reader/full/5-sales-management-ifim 22/22
Motivating Sales Personnel
Unionisation of Sales Personnel:
The nature of work, salespersons' individualattitudes, confidence in management's fair
compensations has been the cause for little
progress in unionisation of salespersons; within
a company or across the industry