Sales Force Management

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Effective management of sales force requires leadership plus administrative skills in planning, organizing, directing, motivating and controlling the personal selling portion of the promotion mix. Sales manager must determine the number and the type of sales people require to implement the sales plans and programmes at a given time. Then sales people must be secured and their activities are planned, organized and directed I n order to achieve the set sales objectives.

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force:

There are six areas for managerial decisions regarding the sales

Recruitment and selection Training Remuneration and expenses Supervision and direction Motivation Control and evaluation or assessment of sales performance.

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Recruitment and Selection of salesmen

Recruitment is positive and selection is a negative process.

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Recruitment and Selection Recruitment and selection are closely related terms. However, there is lot of difference between these two terms. Recruitment is the process by which prospective candidates are found out and encouraged to apply; Click to edit Master subtitle style on the other hand, selection is the process of choosing some, out of the total applicants.
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Purpose of recruitment: Expansion of the organisation Merger and acquisition Restructuring of the organisation To replace the gaps created To match the expansion Click to edit Master subtitle style programmes

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Factors affecting recruitment: 1. Internal factors 2. External factors

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Internal factors : Size of the organisation Recruitment policy Image of the organisation Image of the job

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External factors: Demographic factors Labour market Unemployment situation Labour laws Legal considerations

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Steps in recruitment A. Job analysis B. Personnel analysis C. Tapping the sources of recruitment D. Careful selection of the candidates E. Appointment order
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SELECTION PROCEDURE:

Start Screening Application Blank Interview Test Unsuitabl e Not in Short list Unsatisfacto ry Faile d Adverse Remarks Faile d

Reference s Physical / Medical Examination Selection Voluntary Withdrawal Induction and placement Stop

Rejected

Sources of recruitment

Sources of Recruitment B.External Sources Recommended cases Campus interviews Employees of competing firms Advertisement

A. Internal Sources Employment by promotion Click to edit Master subtitle style Former employees

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Internal sources of recruitmentPresent employees Former employees Employee referrals Previous applicants

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External sources of recruitmentAdvertisement Campus interview Deputation Raiding or poaching Recommended cases

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D. Careful selection candidatesApplication blank Personal interviews Psychological tests Medical examination Reference check Click to edit Master subtitle style Final interview

of

the

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Training of salesmen

Trainingedit Master subtitle style is telling, making them to Click to do and bring them upto mark.

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Training is the continuous process of perfecting the performance by plugging the pitfalls, if any, in the field of doing a task. Training is the process which has four elementsTelling the salesmen Showing them Click to edit Master subtitle style Letting them to do it Checking their doing and making sure that they are upto the expectations.
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Significance of sales training: To better the performance it gives the best way of influencing people It provides expert knowledge It curbs wastages in the unit It guarantees sound employerClick to edit Master subtitle style employee relation

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What should a sound training programme contain? 1. Knowledge of his job 2. Knowledge of the company 3. Knowledge of the products 4. Knowledge about customers 5. Knowledge about publicity Click to edit Master subtitle style 6. Knowledge about the competitors

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How to train a salesman? Methods of training of a salesman: 1) On the job training 2) Lectures 3) Correspondence training 4) Internship training Click to edit Master subtitle style 5) Role playing 6) Sales meetings and conferences 7) Brain storming visual training
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Sales manager: Sales manager is that manager who manages the sales-the lifeblood of business. He is the person who plans, organizes, directs, coordinates, and controls the activities of selling for profit to the owner and Click to edit Master subtitle style satisfaction to the customers.

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Physical qualities
Psychologi cal qualities

Charact Sales er personal qualitie edit Master subtitle style Click to ity s

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Social qualities

Essential qualities of an efficient sales manager: A. Physical qualities B. Psychological qualities C. Social qualities D. Character qualities
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A. . . . .

Physical qualitiesSound health Posing posture Alluring appearance Pleasant voice

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B. Psychological qualities amazing alertness fertile imagination Rebounding resourcefulness Commanding confidence Equable enthusiasm Inciting initiative Click to edit Master subtitle style Open observation

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. Social qualitiesExtending extroversy Conforming conversing Portraying poise Built-in courtesy Tacit tact Centering co-operation Click to edit Master subtitle style Good manners
C

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D. Character qualities Multiple maturity Colossus courage Simmering sincerity Darting determination Inkling integrity Lasting loyalty Click to edit Master subtitle style Impinging industry

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