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    mkt115 L7

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    Joanna Marie Simon
    This document discusses key aspects of sales management and sales forces. It covers the roles of sales representatives and different types of sales positions. It also outlines tasks of salespeople, components of sales force compensation, and methods for managing sales forces such as recruiting, training, supervising and evaluating sales representatives. The document concludes by discussing principles of personal selling, including major steps in the selling process and the SPIN method for building long-term customer relationships.

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    mkt115 L7

    Uploaded by

    Joanna Marie Simon
    11 views3 pages
    This document discusses key aspects of sales management and sales forces. It covers the roles of sales representatives and different types of sales positions. It also outlines tasks of salespeople, components of sales force compensation, and methods for managing sales forces such as recruiting, training, supervising and evaluating sales representatives. The document concludes by discussing principles of personal selling, including major steps in the selling process and the SPIN method for building long-term customer relationships.

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    This document discusses key aspects of sales management and sales forces. It covers the roles of sales representatives and different types of sales positions. It also outlines tasks of salespeople, components of sales force compensation, and methods for managing sales forces such as recruiting, training, supervising and evaluating sales representatives. The document concludes by discussing principles of personal selling, including major steps in the selling process and the SPIN method for building long-term customer relationships.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    11 views3 pages

    mkt115 L7

    Uploaded by

    Joanna Marie Simon
    This document discusses key aspects of sales management and sales forces. It covers the roles of sales representatives and different types of sales positions. It also outlines tasks of salespeople, components of sales force compensation, and methods for managing sales forces such as recruiting, training, supervising and evaluating sales representatives. The document concludes by discussing principles of personal selling, including major steps in the selling process and the SPIN method for building long-term customer relationships.

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    of 3

    SALES MANAGEMENT

    MKT 307
    SALES FORCE

    Field Sales Call


    Ø The original and oldest form of direct marketing.

    Sales Personnel/ Sales People


    Ø Serve as the company’s personal link to the customers.

    Sales Representative
    Ø Active representatives of the companies who can influence people’s perception of it through their
    ability to interact, to customize, and to build relationships with customers.
    Ø Is the company to many of its customers, and it is the rep who brings back to the company much-
    needed information about the customer.

    The term Sales Representative covers 6 positions:


    1. Deliverer – a salesperson whose major task is the delivery of a product.
    2. Order Taker – an inside order taker (standing behind the counter) or outside order taker (calling on
    the supermarket manager).
    3. Missionary – a salesperson not expected or permitted to take an order but rather to build goodwill
    or educate the actual or potential user.
    4. Technician – a salesperson with a high level of technical knowledge.
    5. Demand Creator – a salesperson who relies on creative methods for selling tangible products or
    intangibles.
    6. Solution Vendor – a salesperson whose expertise is solving a customer’s problem, often with a
    system of the company’s products and services.

    Designing the Sales Force

    Sales force objectives.

    Sales force strategy

    Designing a Sales Force


    Sales force structure

    Sales force size

    Sales force compensation

    VII: Designing the Sales Force | Prepared by: Ms. Carla C. Ednave 1
    SALES MANAGEMENT
    MKT 307
    Tasks of Salespeople
    1. Prospecting – searching for new prospects, or leads.
    2. Targeting – deciding how to allocate their time among prospects and customers.
    3. Communicating – communicating information about the company’s products and services.
    4. Selling – approaching, presenting, answering questions, overcoming objections, and closing sales.
    5. Servicing – providing various services to the customers – consulting on problems, rendering
    technical assistance, arranging financing, expediting delivery.
    6. Information Gathering – conducting market research and doing intelligence work.
    7. Allocating – deciding which customers will get scarce products during product shortages.

    Direct (Company) Sales Force


    Ø Consists of full – or – part-time paid employees who work exclusively for the company.

    Contractual Sales Force


    Ø Consists of manufacturers’ representatives, sales agents, and brokers, who earn a commission based
    on sales.

    Components of Sales Force Compensation


    1. Fixed Amount – a salary; is intended to satisfy the need for income stability.
    2. Variable Amount – includes commissions, bonus, or profit sharing; is intended to stimulate and
    reward effort.
    3. Expense Allowance – enable sales reps to meet the expenses involved in travel and entertaining.
    4. Benefits – such as paid vacations, sickness or accident benefits, pensions, and life insurance; are
    intended to provide security and job satisfaction.

    MANAGING THE SALES FORCE


    Managing the Sales Force

    Recruiting and selecting sales reps

    Training sales representatives

    Supervising sales representatives

    Motivating sales representatives

    Evaluating sales representatives

    VII: Designing the Sales Force | Prepared by: Ms. Carla C. Ednave 2
    SALES MANAGEMENT
    MKT 307

    Types of Inside Salespeople


    1. Technical Support People – provide technical information and answers to customers’ questions.
    2. Sales Assistants – provide clerical backup for outside salespersons, call ahead to confirm
    appointments, run credit checks, follow up on deliveries, and answer customers’ questions.
    3. Telemarketers – use the phone to find new leads, qualify them, and sell to them.

    Key Indicators of Sales Performance


    1. Average number of sales calls per salesperson per day
    2. Average sales call time per contact
    3. Average revenue per sales call
    4. Average cost per sales call
    5. Entertainment cost per sales call
    6. Percentage of orders per hundred sales calls
    7. Number of new customers per period
    8. Number of lost customers per period
    9. Sales-force cost as percentage of total sales

    PRINCIPLES OF PERSONAL SELLING

    Major Steps in Effective Selling


    1. Prospecting and qualifying
    2. Preapproach
    3. Presentation and demonstration
    4. Overcoming objections
    5. Closing
    6. Follow-up and maintenance

    SPIN Method
    Ø Method usually used by sales representatives to build long-term relationships with questions such
    as:
    § Situation questions – these ask about facts or explore the buyer’s present situation.
    § Problem questions – these deal with problems, difficulties, and dissatisfactions the buyer is
    experiencing.
    § Implication questions – these ask about the consequences or effects of a buyer’s problems,
    difficulties, or dissatisfactions.
    § Need-payoff questions – these ask about the value or usefulness of a proposed solution.

    VII: Designing the Sales Force | Prepared by: Ms. Carla C. Ednave 3

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