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    Personality of The Salesman: - Personal Qualities

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    Ayush Garg
    This document discusses key aspects of managing a sales force, including: 1) Personal qualities, product knowledge, knowledge of customers, and sales organization structure are important factors to consider for salespeople. 2) Sales forces can be organized based on function, product, territory, or customer. Recruitment and training of salespeople requires assessing needs, designing programs, and evaluating effectiveness. 3) Compensation plans should be simple, flexible, incentive-based and aim to motivate salespeople to achieve organizational objectives. Common methods of remuneration include salary, commissions, bonuses, and reimbursements.

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    Personality of The Salesman: - Personal Qualities

    Uploaded by

    Ayush Garg
    24 views26 pages
    This document discusses key aspects of managing a sales force, including: 1) Personal qualities, product knowledge, knowledge of customers, and sales organization structure are important factors to consider for salespeople. 2) Sales forces can be organized based on function, product, territory, or customer. Recruitment and training of salespeople requires assessing needs, designing programs, and evaluating effectiveness. 3) Compensation plans should be simple, flexible, incentive-based and aim to motivate salespeople to achieve organizational objectives. Common methods of remuneration include salary, commissions, bonuses, and reimbursements.

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    This document discusses key aspects of managing a sales force, including: 1) Personal qualities, product knowledge, knowledge of customers, and sales organization structure are important factors to consider for salespeople. 2) Sales forces can be organized based on function, product, territory, or customer. Recruitment and training of salespeople requires assessing needs, designing programs, and evaluating effectiveness. 3) Compensation plans should be simple, flexible, incentive-based and aim to motivate salespeople to achieve organizational objectives. Common methods of remuneration include salary, commissions, bonuses, and reimbursements.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    24 views26 pages

    Personality of The Salesman: - Personal Qualities

    Uploaded by

    Ayush Garg
    This document discusses key aspects of managing a sales force, including: 1) Personal qualities, product knowledge, knowledge of customers, and sales organization structure are important factors to consider for salespeople. 2) Sales forces can be organized based on function, product, territory, or customer. Recruitment and training of salespeople requires assessing needs, designing programs, and evaluating effectiveness. 3) Compensation plans should be simple, flexible, incentive-based and aim to motivate salespeople to achieve organizational objectives. Common methods of remuneration include salary, commissions, bonuses, and reimbursements.

    Copyright:

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    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 26

    Personality of the Salesman

    Personal qualities :
    physical (health , posture , voice , appearance ) mental (alertness, imagination , self confidence , initiative , cheerful) Social ( ability and eagerness to meet people , effective speech , courtesy , good manners , tact) character etc.( honesty , courage, sincerity , loyalty , determination )

    Knowledge of Products and Selling Points


    Knowledge of the organization Knowledge of the Product Background Composition and construction Use and Performance Service and Guarantee Knowledge of market conditions Knowledge of government policies Knowledge of competition

    Knowledge of customers
    Gender Age Geographical area On the basis of characteristics shy, talkative , Suspicious, friendly , sarcastic , pompous , impatient , handicapped ,ill mannered , group shoppers On the basis of purpose ( industrial / consumption buyers)

    Sales Organization

    Classification
    Function based Product Based Territory / Geography based Customer based

    Function based

    Chief Sales
    Manager

    Personnel Manager

    Marketing Research Manager

    Advertising Manager

    Production Manager

    Product Based
    Marketing Manager

    Sales Manager ( Product : Soaps )

    Sales Manager( Products: Food )

    Sales Manager ( Product : Cream)

    Assistant Sales Manager: Product A

    ASM : Product B

    ASM : Product Y

    Territory/ Geography Based


    Chief Sales Manager

    Sales Manager : North

    Sales Manager : South

    ASM : Product A

    ASM : Product B

    ASM : Product X

    Sales force staffing


    Planning
    Establish responsibilities Decide the no. of sales people needed Outline the type of sales people needed (job analysis , job description , develop job qualifications )

    Recruiting
    Identify sources of sales recruits Evaluate the sources of recruits

    Selecting
    Develop tools and procedure for measuring applicants Select the sales people

    Sales force staffing contd.


    Hiring
    Make the job offer Acceptance of the job

    Socialization
    Socialization Assimilation

    Sales force job description


    Title of the job Reporting relationship Types of products and services sold Types of customers called on Duties and responsibilities Job demands Technical requirements Location and geographical area to be covered

    Why Recruitment ?
    To replace the vacancy created To cope with the expansion programmes

    Recruitment : Process
    Job Analysis :
    Determination of job traits : nature of duties and responsibilities Job description

    Personal Analysis
    probable chracteristics and qualities General qualities :personality , sound health , integrity , honesty etc . Particular qualities : educational qualification, past experiences etc . Technical knowledge : languages known , legal implications etc .

    Recruitment : Process Contd


    Sources of Recruitment : Internal / External Careful Selection of Candidates
    Application Blank References Personal Interviews Psychological Tests Medical Examination Final Interview

    Appointment Letter

    Sales Training
    Training is the process of learning that is specifically directed to the acquiring and developing of specific attitudes ,skills and knowledge for carrying out of specific objectives and tasks

    Sales Training : Importance


    To improve Sales Performance To influence Prospects in better way Provides expert knowledge Reduces Wastage Reduces Control and Supervision Develops High Morale Low Turnover of Sales Force

    Managing the sales training process


    Assess the sales training needs Design and execute the sales training programme Evaluating and reinforcement of sales training programme

    Popular Sales training needs


    Product knowledge Competitive knowledge Sales techniques /skills Company knowledge

    Methods used for assessing the training needs


    Sales managers observation Sales force survey Customer survey Performance testing Sales force audit

    Methods used in sales training programmes


    Classroom /conference training
    Lectures Demonstrations Group discussions

    Behavioural learning
    Role playing Case studies Simulation games

    Online training
    EPSS Interactive mutimedia Distance learning

    Methods contd
    On the Job training
    Mentoring Job rotaion

    Absorption training /Self study


    Audio cassettes Manuals CD ROMs

    Limitations
    Involves Expenditure Interference with the routine work Attrition

    Remuneration of Sales men


    A good compensation or remuneration plan motivates the sales force to perform selling activities n the most productive manner and achieve the objectives of the organization .

    Essential features of a sound Remuneration Plan


    Simplicity Flexibility Economical Promptness Fair and Equitable Adequacy Incentive Oriented Controlling Capacity Stability Low administration cost

    Methods of Remuneration
    Time spent on the job The volume /amount of sales made

    Modes /Methods
    Straight Salary method Straight Commission Method Salary and commission method Bonus /Profit Sharing/Other benefits Travelling/ Reimbursement

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