Managing Sales Force

Paramjit Sharma

The Successful Salespersons

cares

First For the Customer Second For The Product

Paramjit Sharma

3 Major Decisions
1.Designing Sf 2.Recruitment, Evaluation of Sf 3.Improvement in Sf
Paramjit Sharma

McMurrys 6 Sales Positions

1.Deliverer 2.Order takers- behind the counter 3.Missionary building goodwill 4.Technician 5.Demand Creator selling creatively 6.Solution Vender Solving problems
Paramjit Sharma

Designing Sales Force

Sales Force Objectives

SF Strategy

SF Structure

SF Compensation

SF Size

Paramjit Sharma

Sales Force Objectives

Tasks to Perform Prospecting searching for leads

c&p Communicating-information about c, p & s

Targeting- allocating time between Selling-approaching, presenting, answering, objections & closing sales Servicing Information Gathering-MR & intelligence Allocating-Prioritizing Time

Paramjit Sharma

Strategies
Sales Rep To Buyer Sales Rep To Buyer Group

Sales Team To Buyer Group

Conference Selling Seminar Selling
Paramjit Sharma

Structure

Territorial
Territory Size Territory Shape Product Market Complex

Paramjit Sharma

Size & Compensation

Work load approach

1. CS grouped into size & classes 2. Desirable Call Preferences 3. No of A/C in each size class x desirable calls 4. Av no of calls a SR can make 5. Annual calls __________ = Av calls Rq by 1 SR No Of Sales men

Paramjit Sharma

Size & Compensation

Work load approach
A Accounts =1000 B Accounts= 2000 A a Calls in a year=36 Ba calls in a year =12 Total Calls= 1000 x36+2000 x 12 =60000

Av Calls Per sales man= 1000 60000 Salesmen Req=_______=60 1000

Paramjit Sharma

Size & Compensation

Work load approach
1.FIXED AMOUNT OF SALARY 2.VARIABLE 3.EXPENSE

AMOUNT-COMM,BONUS,PROFIT SHARING

AMOUNT-TRAVEL ,LODGING-BOARDING,ENTERTAINMENT

4 BENEFITS-

PAID VACATION,ACCIDENT,PENSION,SECURITY, JOB-SATISFACTION

Paramjit Sharma

Managing Sales Force

Paramjit Sharma

Managing Sales Force

Recruitment & Selection

Training

Supervision

Evaluating Evaluating

Motivating

Paramjit Sharma

Managing Sales Force

Recruitment & Selection

Cost & Revenue Traits

Customers appreciation Risk Taking Sense Of Mission Problem Solving High Energy Level Self Confidence Ego Drive Planner Knowledge Of Industry Etc

Paramjit Sharma

Managing Sales Force

Training
Knowing The Company
Knowing The Product

Knowing C & C
Making Presentations

Understanding Field Procedures & Responsibilities Paramjit Sharma

Managing Sales Force

Supervision
NORMS FOR CUSTOMERS CALLS NORMS FOR PROSPECT CALLS USING SALES TIME EFFICIENTLY
PREPRATION TRAVEL FOOD & BREAKS SELLING ADMINSTRATION

Paramjit Sharma

Managing Sales Force

Motivating

SALES QUOTAS
SUPLEMENTARY MOTIVATORS

Paramjit Sharma

Managing Sales Force

Evaluation
Feed Forward

Feedback
.Sales Reports
.Activity Reports Paramjit Sharma

Improving Sales Effectiveness

Training In Selling

Negotiation Skills
Relationship Skills

Paramjit Sharma

Professionalism

Paramjit Sharma

Improving Sales Effectiveness

Paramjit Sharma

Negotiation Skills

Improving Sales Effectiveness

Training In Selling

Negotiation Skills
Relationship Skills

Paramjit Sharma