Académique Documents
Professionnel Documents
Culture Documents
and Selection
Construction 13.8%
Office Equipment 47.0
Insurance .8
Retail 51.2
Wholesale (Consumer Goods) 18.5
Electronics 14.1
Business Services 26.2
Pharmaceuticals 8.3
Banking 4.3
Real Estate 11.9
Source: Dartnell’s 30th Sales Force Compensation Survey (1999), p.187.
First Year Cost of a
Salesperson in the U.S.
Compensation
(trainee average) $35,500
Benefits (approx.21.5% of
compensation) 7,600
Field Expense 16,000
Non-selling Tasks:
Reports to management
Customer service and training
Sales promotion
JOB DESCRIPTION FACTORS
Performance Expectations: Performance Expectations:
Activity level requirements Travel and entertainment
Written proposals Earnings potential
Individual vs. team selling Promotion leaders
One time vs. systems selling Minimum sales volume or
Type of prospects and customers profits
One-on-one selling vs. groups
Travel--how much and what kind
Program or concept selling
Technical knowledge
Educational seminars
Collecting receivables
Marketing plans
Characteristics of
Salespeople who Fail
Instability of residence
Failure in business within the past two years
Unexplained gaps in the person’s employment
record
Recent divorce or marital problems
Excessive personal indebtedness; for example,
bills could not be paid within two years from
earnings on the job
Inside Recruiting
Advantages:
– Company employees have established performance
records and present themselves as a known entity
– Recruits from inside require less orientation and
training due to familiarity with current products,
policies and operations
– Recruiting within bolsters company morale because
employees see opportunities for advancement