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    IRMC

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    Sejal Tiwari
    Sales force management involves 6 key aspects: 1) designing the sales force structure, 2) recruiting and selecting salespeople, 3) training salespeople, 4) compensating salespeople, 5) supervising and motivating salespeople, and 6) evaluating salespeople. The sales force is the face of the brand and an efficient sales force is important for marketing and business. Managing customer relationships well requires a well-trained sales force.

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    IRMC

    Uploaded by

    Sejal Tiwari
    25 views11 pages
    Sales force management involves 6 key aspects: 1) designing the sales force structure, 2) recruiting and selecting salespeople, 3) training salespeople, 4) compensating salespeople, 5) supervising and motivating salespeople, and 6) evaluating salespeople. The sales force is the face of the brand and an efficient sales force is important for marketing and business. Managing customer relationships well requires a well-trained sales force.

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    Integrated retail marketing communications

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    IRMC PPT

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    Sales force management involves 6 key aspects: 1) designing the sales force structure, 2) recruiting and selecting salespeople, 3) training salespeople, 4) compensating salespeople, 5) supervising and motivating salespeople, and 6) evaluating salespeople. The sales force is the face of the brand and an efficient sales force is important for marketing and business. Managing customer relationships well requires a well-trained sales force.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    25 views11 pages

    IRMC

    Uploaded by

    Sejal Tiwari
    Sales force management involves 6 key aspects: 1) designing the sales force structure, 2) recruiting and selecting salespeople, 3) training salespeople, 4) compensating salespeople, 5) supervising and motivating salespeople, and 6) evaluating salespeople. The sales force is the face of the brand and an efficient sales force is important for marketing and business. Managing customer relationships well requires a well-trained sales force.

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    Download as pptx, pdf, or txt
    of 11

    INTEGRATED RETAIL

    MARKETING COMMUNICATION
    TOPIC:- SALES FORCE MANAGEMENT
    SALES FORCE MANAGEMENT

     The sale force is the FACE of the brand or the


    product.
     A very important aspect of marketing that yields
    business is the efficient and effective use of sales
    force management.
     Managing customer relations effectively needs a
    well trained sales force, which is known as sales
    force management
    MANAGING THE SALES FORCE
    1 • DESIGNING SALES FORCE STRUCTURE

    2
    • RECRUTING AND SELECTING SALES PEOPLE

    3 • TRAINING SALES PEOPLE

    4
    • COMPENSATING SALES PEOPLE

    5
    • SUPERVISING AND MOTIVATING SALESPEOPLE

    6
    • EVALUATING SALES PEOPLE
    DESIGNING SALES FORCE STRUCTURE

    TERRITORIAL

    COMPLEX SALES
    FORCE PRODUCT
    STRUCTURE

    MARKET
    RECRUTING AND SELECTING SALES PEOPLE

    Some of the • Enthusiasm


    • self-confidence
    characteristics • Initiative
    of salespeople • Job commitment

    • Current salespeople
    Recruiting • Employment agencies
    • Classified ads
    procedures • College campus

    Salesperson • Sales aptitude


    • Analytical and organizational skills
    selection • Personality traits
    process • Communication skills
    TRAINING THE SALES REPRESENTATIVE

    Knowledge Of The Firm

    KnowledgeOf The Product

    KnowledgeAbout The Customer

    KnowledgeOf The Competitors

    FollowUp Training
    COMPENSATING SALES REPRESENTATIVE

    SALARY

    BENEFITS COMPONENTS OF BONUS


    COMPENSATION

    COMMISION
    SUPERVISING AND MOTIVATING SALES PEOPLE

    Counselling and
    Observing, monitoring coaching
    and reporting the salesperson to
    performance of the remove the defects
    sales force and weaknesses in
    their performances.
    Giving them adequate
    Receiving feedback
    information regarding
    and solving their
    company plans and
    business and personal
    policies and changes in
    problem.
    those policies.

    Motivating the
    salesperson through
    appropriate non-
    financial incentives in
    order to satisfy egoist
    demands of salespeople
    EVALUATING SALES PEOPLE
    Three reasons to evaluate the performance of sales
    person:

    To measure the performance against planned sales and


    objectives.
    To distribute rewards for the performance.
    To guide the development of sales force

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