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    Personnel Management in The Selling Field

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    Satya Reddy
    This document discusses sales force management. It covers topics such as the formula for calculating the rate of personnel turnover, common causes of turnover that may or may not be within a company's control, the importance of sales executive involvement in management, and conducting job analysis to develop sales job descriptions. A sample sales job description is also provided, outlining typical duties and responsibilities in areas like sales, service, territory management, sales promotion, and maintaining goodwill.

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    Personnel Management in The Selling Field

    Uploaded by

    Satya Reddy
    22 views12 pages
    This document discusses sales force management. It covers topics such as the formula for calculating the rate of personnel turnover, common causes of turnover that may or may not be within a company's control, the importance of sales executive involvement in management, and conducting job analysis to develop sales job descriptions. A sample sales job description is also provided, outlining typical duties and responsibilities in areas like sales, service, territory management, sales promotion, and maintaining goodwill.

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    This document discusses sales force management. It covers topics such as the formula for calculating the rate of personnel turnover, common causes of turnover that may or may not be within a company's control, the importance of sales executive involvement in management, and conducting job analysis to develop sales job descriptions. A sample sales job description is also provided, outlining typical duties and responsibilities in areas like sales, service, territory management, sales promotion, and maintaining goodwill.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    22 views12 pages

    Personnel Management in The Selling Field

    Uploaded by

    Satya Reddy
    This document discusses sales force management. It covers topics such as the formula for calculating the rate of personnel turnover, common causes of turnover that may or may not be within a company's control, the importance of sales executive involvement in management, and conducting job analysis to develop sales job descriptions. A sample sales job description is also provided, outlining typical duties and responsibilities in areas like sales, service, territory management, sales promotion, and maintaining goodwill.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 12

    Presented By-:

    Ramesh pandey
    Sales Force Management
     Economies of Effective Sales Force Management

     Rate of Sales Personnel Turnover


    Formula-:

    Rate of Personnel turnover Number of Separation 100


    Average total sales Force
    Activities Involved in Sales Force
    Management
    Causes of Turnover of sales personnel
    Caused by Actions Caused by Action
    Controllable by company Not Controllable by Company

    1. Poor recruiting 1. Retirement


    1. Improper selection and 2. Death
    assignment
    3. Training deficiencies 3. Illness or physical
    disability
    4. Inadequate supervision 4. Personal and marital
    and motivation difficulties
    5. Breakdown in communication 5. Dislike for the job –
    travel, type of work,
    working conditions, etc.
    6. Unsatisfactory performance 6. Military duty
    customer complaints, etc.
    7. Discharged for cause, e.g., 7. Better position
    alcoholism, conviction of elsewhere
    a felony dishonesty, etc.
    8.Cutbacks in personnel
    9.Transfer to another department
    10.Promotion to a higher position
    INVOLVEMENT OF SALES EXECUTIVES IN
    SALES FORCE MANAGEMENT

     Need for the Proper Setting

     The Law and Sales Force Management


    JOB ANALYSIS
     Sales Job Analysis

     Sales Job Description

     Procedure for Sales Job Analysis and Preparation of


    Written Job Description

     Preparation of Sales Job Specification


    “Duties and Responsibilities”
    Section of a Sales Job Description
    Sales:-
    Make regular calls
    Sell the line; demonstrates
    Handle questions and objections
    Check stock; discover possible product users
    Interpret Sales points of the line to the customer
    Estimate customer’s potential needs
    Explain company policy on price, delivery, and credit
    Service:-
    Install the product or display.
    Report product weaknesses, complaints.
    Handle adjustments, returns, and allowances.
    Handle requests for credit.
    Handle special orders.
    Analyze local conditions for customers.
    Territory Management:-
    Arrange route for best coverage.
    Balance effort with customer against the potential
    volume.
    Maintain sales portfolios, sample kits, and so forth.
    Sales Promotion:-
    Develop new prospects and accounts
    Distribute home office literature, catalogues, and the like
    Make calls with customer's salespeople.
    Train personnel of wholesalers, jobbers, and so on.
    Present survey reports, layouts ,and proposals.

    Executive:-
    Attend sales meetings.
    Build a prospect list.
    Collect overdue accounts ; report on faulty accounts.
    Collect credit information.
    Goodwill:-

    Counsel customer on their problems.

    Maintain loyalty and respect for the company.

    Attend local sales meeting held by customer.

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