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    Sales Force

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    Joanna Marie Simon
    The document summarizes key aspects of sales forces and the role of salespeople. It discusses the different types of sales positions like deliverer, order taker, missionary, technician, demand creator, and solution vendor. It also outlines tasks of salespeople like prospecting, targeting, communicating, selling, servicing, information gathering, and allocating. The document then discusses components of sales force compensation including fixed amount, variable amount, expense allowance, and benefits. It concludes with principles of personal selling and the major steps in personal selling process.

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    Sales Force

    Uploaded by

    Joanna Marie Simon
    27 views16 pages
    The document summarizes key aspects of sales forces and the role of salespeople. It discusses the different types of sales positions like deliverer, order taker, missionary, technician, demand creator, and solution vendor. It also outlines tasks of salespeople like prospecting, targeting, communicating, selling, servicing, information gathering, and allocating. The document then discusses components of sales force compensation including fixed amount, variable amount, expense allowance, and benefits. It concludes with principles of personal selling and the major steps in personal selling process.

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    SALES-FORCE

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    The document summarizes key aspects of sales forces and the role of salespeople. It discusses the different types of sales positions like deliverer, order taker, missionary, technician, demand creator, and solution vendor. It also outlines tasks of salespeople like prospecting, targeting, communicating, selling, servicing, information gathering, and allocating. The document then discusses components of sales force compensation including fixed amount, variable amount, expense allowance, and benefits. It concludes with principles of personal selling and the major steps in personal selling process.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    27 views16 pages

    Sales Force

    Uploaded by

    Joanna Marie Simon
    The document summarizes key aspects of sales forces and the role of salespeople. It discusses the different types of sales positions like deliverer, order taker, missionary, technician, demand creator, and solution vendor. It also outlines tasks of salespeople like prospecting, targeting, communicating, selling, servicing, information gathering, and allocating. The document then discusses components of sales force compensation including fixed amount, variable amount, expense allowance, and benefits. It concludes with principles of personal selling and the major steps in personal selling process.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    of 16

    Sales Force

    Field Sales Call Sales Personnel /


    The Original and Oldest form of Sales People
    Direct Marketing
    Serve as the company‘s personal link
    to the customers.

    Sales Representative
    Active Representatives of the companies who can influence
    people’s perception. Sales Representatives brings back the much
    needed information about the customer.
    6 positions of Sales Rep
    Deliverer Order Taker Missionary
    A salesperson whose major An inside order taker A salesperson not expected
    task is the delivery of the (standing behind the or permitted to take an order
    product counter) or outside order but rather to build goodwill or
    taker (calling on the educate the actual or
    supermarket manager) potential user
    6 positions of Sales Rep
    Technician Demand Solution
    A salesperson with a high
    level of technical knowledge Creator Vendor
    A salesperson who relies on A salesperson whose
    creative methods for selling expertise is solving a
    tangible products or customer’s problem, often
    intangibles with a system of the
    company’s products and
    services
    Designing the Sales Force
    Sales Force Objectives
    Sales Force Strategy
    Sales Force Structure
    Sales Force Size
    Sales Force Compensation
    TASKS OF SALESPEOPLE
    Prospecting Targeting Communicating Selling
    Searching for new Deciding how to Communicating Approaching, presenting,
    prospects, or leads. allocate their time information about the answering questions,
    among prospects company’s product and overcoming objections,
    and customers services. and closing sales.
    TASKS OF SALESPEOPLE
    Servicing Information Allocating
    Providing various Gathering Deciding which
    services to the Conducting market customers will get
    customers — consulting research and doing scarce products during
    on problems, rendering intelligence work. product shortages.
    technical assistance,
    arranging financing,
    expediting delivery.
    Direct Sales Force
    Consists of full – or – part-time paid employees who work
    exclusively for the company.

    Contractual Sales Force


    Consists of manufacturers’ representatives, sales agents,
    and brokers, who earn a commission based on sales.
    Components of Sales Force
    Compensation
    Fixed Amount Variable Amount Expense Allowance Benefits
    a salary; is intended to includes enable sales reps to such as paid vacations,
    satisfy the need for income commissions, bonus, meet the expenses sickness or accident
    stability. or profit sharing; is involved in travel and benefits, pensions, and life
    intended to stimulate entertaining. insurance; are intended to
    and reward effort provide security and job
    satisfaction.
    Managing the Sales Force
    Recruiting and selecting sales reps
    Training sales representatives
    Supervising sales representatives
    Motivating sales representatives
    Evaluating sales representatives
    Types of Inside Salespeople
    Technical Support People – provide technical information and answers
    to customers’ questions.
    Sales Assistants – provide clerical backup for outside salespersons, call
    ahead to confirm appointments, run credit checks, follow up on
    deliveries, and answer customers’ questions.
    Telemarketers – use the phone to find new leads, qualify them, and sell
    to them.
    Key indicators of Sales Performance
    Average number of sales calls per salesperson per day
    Average sales call time per contact
    Average revenue per sales call
    Average cost per sales call
    Entertainment cost per sales call
    Percentage of orders per hundred sales calls
    Number of new customers per period
    Number of lost customers per period
    Sales-force cost as percentage of total sales
    Principles of
    Personal Selling
    Major Steps in Personal
    Selling
    01 Qualifying
    Prospecting and
    04 Objections
    Overcoming

    02 Preapproach 05 Closing
    03 Presentation and
    Demonstration 06 Follow - up and
    Maintenance
    SPIN METHOD
    Situation Problem Implication Need - Payoff
    Questions Questions Questions Questions
    these ask about these deal with these ask about the these ask about the value
    facts or explore the problems, consequences or or usefulness of a
    buyer’s present difficulties, and effects of a buyer’s proposed solution.
    situation. dissatisfactions the problems,
    buyer is difficulties, or
    experiencing. dissatisfactions.
    Thank you!
    Barcial, Karen Rose
    Dimalanta, Vanessa Mae
    Garcia, Genarime Lei
    Ilagan, Jaeraldine
    Mesia, Stephanie
    Mundo, Ynah Marie
    Ong, Kate Pauline

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