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  • PSG Institute of Management: Coimbatore Sales Force Management (12GMB6) Concepts

    Transféré par

    Vijay Kumar Danapal
    16 vues1 page
    This document contains an outline of topics related to sales force management. It lists over 50 distinct topics ranging from sales call allocation and budgeting to motivating and monitoring sales force performance. Some of the key topics covered include sales quotas, adaptive selling techniques, sales forecasting methods, order capture systems, routing sales calls, determining sales expenditures, and analyzing sales force productivity and compensation plans.

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    Concept Assignment

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    Concept Assignment

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    This document contains an outline of topics related to sales force management. It lists over 50 distinct topics ranging from sales call allocation and budgeting to motivating and monitoring sales force performance. Some of the key topics covered include sales quotas, adaptive selling techniques, sales forecasting methods, order capture systems, routing sales calls, determining sales expenditures, and analyzing sales force productivity and compensation plans.

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    © All Rights Reserved
    Téléchargez comme DOC, PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    16 vues1 page

    PSG Institute of Management: Coimbatore Sales Force Management (12GMB6) Concepts

    Transféré par

    Vijay Kumar Danapal
    This document contains an outline of topics related to sales force management. It lists over 50 distinct topics ranging from sales call allocation and budgeting to motivating and monitoring sales force performance. Some of the key topics covered include sales quotas, adaptive selling techniques, sales forecasting methods, order capture systems, routing sales calls, determining sales expenditures, and analyzing sales force productivity and compensation plans.

    Droits d'auteur :

    © All Rights Reserved
    Téléchargez comme DOC, PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    sur 1

    PSG INSTITUTE OF MANAGEMENT: COIMBATORE Sales Force Management (12GMB !

    Conce"ts
    1. 2. 3. 4. 5. #. &. '. ). 1*. 11. 12. 13. 14. 15. 1#. 1&. 1'. 1). 2*. 21. 22. 23. 24. 25. 2#. 2&. 2'. 2). 3*. 31. 32. 33. 34. 35. 3#. 3&. 3'. 3). 4*. 41. 42. 43. 44. 45. 4#. 4&. 4'. 4). 5*. Sales call allocation grid Sales Budget Vs Sales Quota Adaptive selling AIDA Approach SE Vs !"S $rail %lose Sales ead Sales (otential (rospect (ool Sti+ulus ,esponse Sales !orecasting -ar.et De+and Delphi -ethod $op do/n approach Sales 0orce auto+ation "rder %apture +odule Sales ,outing -apping -ethod Sales lea.age (oint sales volu+e ,oute (lan -ethods used 0or deciding sales e1penditure %ross +argin Quota E1pert "pinion %,- Vs S!A 2SA 3o4 anal5sis 3o4 Description 3o4 Speci0ication Stress Intervie/ Sales 0orce surve5 Vs Sales 0orce audit %%% 2no/ledge techni6ues BS%apa4ilit5 7ap E(SS -8 -odel (leteaued sales person ,ole (la5 $A Vs $% Bonus Vs Incentive -ar.eting Audit %o++ission 4ase Vs %o++ission ,ate Sales 0orce audit Sales anal5sis %o+pensation -i1 ,"AIndirect -onitor5 4ene0it %o+pensation %ontri4ution Approach 9al.er -odel o0 -otivation ,ein0orce+ent

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