development and management of sales force
TRANSCRIPT
![Page 1: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/1.jpg)
Girish JadhwaniMBA II
Development and Development and management of management of Sales ForceSales Force
![Page 2: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/2.jpg)
Objectives
• 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.
![Page 3: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/3.jpg)
Developing the Sales Force
• Sales engineer• Executive
salesman• Missionary
salesman
• Industrial supplier salesman
• Inside salesman
Types of Sales Representatives
![Page 4: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/4.jpg)
Developing 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
![Page 5: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/5.jpg)
Developing the Sales Force
Steps in Process
• Objectives and strategy
• Structure• Sales force size• Compensation
• Types of sales force structures:– Territorial– Product– Market– Complex
![Page 6: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/6.jpg)
Developing 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 representatives
![Page 7: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/7.jpg)
Developing 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
![Page 8: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/8.jpg)
Managing the Sales Force
• Recruitment and selection
• Training
• Supervising • Motivating• Evaluating
Steps in Sales Force Management
![Page 9: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/9.jpg)
Managing the Sales Force
• Recruiting begins with the development of selection criteria– Customer desired traits– Traits common to successful sales
representatives• Selection criteria are publicized• Various selection procedures are used to
evaluate candidates
![Page 10: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/10.jpg)
Managing the Sales Force
• Training topics include:– Company background, products– Customer characteristics– Competitors’ products– Sales presentation techniques– Procedures and responsibilities
• Training time needed and training method used vary with task complexity
![Page 11: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/11.jpg)
Managing the Sales Force
• Successful firms have procedures to aid in evaluating the sales force:– Norms for customer calls– Norms for prospect calls– Using sales time efficiently
• Tools include configurator software, time-and-duty analysis, greater emphasis on phone and Internet usage, greater reliance on inside sales force
![Page 12: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/12.jpg)
Managing the Sales Force
• Motivating the Sales Force– Most valued rewards
• Pay, promotion, personal growth, sense of accomplishment
– Least valued rewards• Liking and respect, security, recognition
– Sales quotas as motivation tools– Supplementary motivators
![Page 13: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/13.jpg)
Managing the Sales Force
• Evaluating the Sales Force– Sources of information
• Sales or call reports, personal observation, customer letters and complaints, customer surveys, other representatives
– Formal evaluation• Performance comparisons• Knowledge assessments
![Page 14: Development and management of sales force](https://reader035.vdocuments.us/reader035/viewer/2022070512/589b89001a28abc0098b4da1/html5/thumbnails/14.jpg)