Location via proxy:   [ UP ]  
[Report a bug]   [Manage cookies]                
Scribd Logo
Upload

Welcome to Scribd!

  • 34 views

    Industrial Sales Force: Managing The

    Uploaded by

    Bassam Qureshi

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd

    Industrial Sales Force: Managing The

    Uploaded by

    Bassam Qureshi
    34 views8 pages

    Original Title

    B2B%20Managing%20industrail%20sales%20force.pptx

    Copyright

    © © All Rights Reserved

    Available Formats

    PPTX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    34 views8 pages

    Industrial Sales Force: Managing The

    Uploaded by

    Bassam Qureshi

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    You are on page 1of 8

    Managing the

    Industrial Sales Force


    Managing sales force
    The face of any organization is the sales
    force. Companies spend a considerable
    amount of time and money on sales
    force rather than on any other
    promotional activity. However, sales
    force is expensive and companies are
    looking forward to managing them in an
    efficient and effective manner.
    Sales managers are responsible for-
     Recruitment
     Training
     Motivation
     Controlling
     Evaluating sales force activities and
     Managing sales territories.

    3
    RECRUITMENT

    Recruitment is at the Centre of an effective sales force. There is no generally-


    applicable set of personality traits that makes up the ideal sales person.
    Companies develop selection procedure where behavioral and management
    skills are tested.

    Sources of potential recruits are; advertising, employment agencies,


    recommendations from existing sales staff, colleges and universities, and
    internal appointments from other departments.

    4
    TRAINING – Training can be long or short depending on the market or the product

    Factors indicating long Factors indicating short


    training training
     Complex, technical products.  Simple products.
     Inexperience recruits- for example,  Experienced recruits from the same
    recruited directly from university. industry.
     High recruitment costs.  Low recruitment costs.

    5
    The role the salesperson is required to take on will also
    affect the length of training; missionary salespeople will
    take longer to train than order-takers, and closers will take
    longer than telephone
    canvassers.

    Classroom Training-
    Field Training-
    In this recruits are taught about the company
    It is an ongoing training program carried out in
    and the products and may be given some
    front of real customers in the field. Field
    grounding in sales techniques. Classroom
    training is often the province of the sales
    training can be carried
    managers.
    out by other company personnel

    6
    MOTIVATION

    Motivation is a key aspect for management of the sales force. Here compensation plays an important
    in driving up the motivational level. Compensation can be assigned based on sales quota. Other
    motivational tools are social gathering and family outing.
    Once a salesperson has assured his or her basic survival needs, these cease to be motivators; the
    individual will then be moving onto esteem needs, or belonging needs. For this reason sales managers
    usually have a battery of motivational devices for salespeople to aim for.

    7
    SALES TERRITORY MANAGEMENT

     Decide the territory Motivation is a key aspect for management of the sales
    force. Here compensation plays an important the salesperson – Its like a task
    for the selection of the territory for the salesperson cause in a city there is a lot
    of competition and every person wants to earn incentives as much as
    possible.

     Territory divides in geographically – They need to concentrate from where


    the more leads are coming or from where the geographical regions they
    should concentrate.

    in driving up the motivational level. Compensation can be assigned based on sales quota. Other
    motivational tools are social gathering and family outing.

    You might also like