sales management 3

8/13/2019 Sales Management 3

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Sales ManagementUnit 3- Sales Force Management


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Recruitment

Recruitment is the process of obtaining qualifiedcandidates for the job. It a process of searchingcandidates with an objective to stimulate themto apply for jobs in the organizations


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Job Analysis

The identification of specific activities performedin a job and the characteristics of the person, thework situation, the materials or equipmentnecessary for performing the job effectively


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Job Analysis:Process

Company records the past activities andperformance related to a specific job

Interviews with the existing salespeopleperforming the jobs

Observing the behaviour of the sales force at

work Self-appraisal and reporting by the salespeople

Consulting various secondary information


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Out come of Job Analysis

Job Description

Job Specification


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Job Description

Job title

Primary objective

Secondary objective

Reporting Authority

Duties and Responsibilities

Performance Criteria Remuneration


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Job Specification

Demographic features

Physical characteristics

Personal characteristics

Behavioural characteristics


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Selection

Selection is the process of choosing the best whichcan fulfill the needs of a particular company ororganization


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Selection Process

Screeningresumes

Applicationblanks

Initialinterviews

Intensiveinterviews

Psychologicaltesting

Reference checkMedical

examination

Job offer


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Training

Training is an activity to derive the best possibleefforts from an employee that contributessuccessfully to the performance of a job in anorganization


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Training process

Indentifyingtraining

needs

Settingtraining

objectives

Evolvingtrainingmethods

Designingsales trainingprogramme

Evaluatingtraining

effectiveness


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Compensation

Compensation is defined as the money received byemployees from the organization on account ofthe performance they render


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Factors influencing compensation plan(external) Prevailing compensation policies in the industry

Legal conditions

Economic conditions

Market compensation

Trade union

Global considerations


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Steps in Compensation Plan

Review jobdescription

Establishcompensation

objectives

Establishcompensation

level

Choose thecompensation

method

Decide onindirect

compensation

Review theentire plan

Implementthe plan


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Objectives of Motivation

The Four Ss

Self-start

Self-plan

Self-direct

Self-control


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Benefits of Motivation

Motivation triggers a sense of drive to initiate actionand gives a mental push to the individual to completetheir tasks

It generates willingness to bring quality in the work

and accomplish tasks successfully It prepares an individual mentally to confidently take

up any challenge at work It indoctrinates a spirit of zeal and enthusiasm

amongst individuals for them to apply their potentialsto the fullest

It brings in steadfastness, acuity and firmness in onesmind to act uninterruptedly towards goal

It foster supervision ability, managerial instinct, and

leadership skills in the salesperson


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Motivation theories

Motivation theories

Cognitive theories

Content theories

1.Maslows need hierarchy

2.Herberzs two-factor theory

3.McClellands three-need theory

4.McGregor participation theory

5.Theory Z

6.Alderfers ERG theory

Process theories

1.Vrooms expectancy theory

2.Porter and Lawler expectancytheory

3.Equity theory

Non-cognitive theories

Reinforcement theory


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Maslows Need Hierarchy Theory

Self-actualization

Esteem needs

Social needs

Safety needs

physiological needs


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Herzberg Two factor theory

Motivation factor

Hygiene factor


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McGregors Theory

Theory X

Theory Y


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Willian Ouchs theory

Theory Z


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McClellands Three Need Theory

Need for Achievement

Need for Power

Need for Affiliation


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AlderfersTheory

Existence Need (E)

Relatedness Need (R)

Growth Need (G)


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Sales Force Evaluation


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Salesforce Evaluation processSet sales goals and

objectives

Design implementationmechanisms

Establish performancestandards

Measure actual results( sales analysis)

Compare resultsagainst standards

Take controllingmeasures


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Sales force Control

Sales Audit

MIS

MBO


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Performance Appraisal MethodsTraditional Methods Modern Methods

Ranking method

Paired method Graphic rating scale

Checklist method

Critical incidents method

Forced distribution method

Field review method

MBO

BARS (Behaviourally anchoredrating scale)

360 degree appraisal

sales management 3

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