2. SALES MANAGEMENT
• Means the planning, direction and control of personal
selling, including recruiting, selecting, equipping,
assigning, routing, supervising, paying and motivating
as these tasks apply to personal sales force
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3. MANAGING THE SALES FORCE
1 • Designing Sales Force Strategy and Structure
2 • Recruiting and Selecting Sales People
3 • Training Sales People
4 • Compensating Sales People
5 • Supervising and Motivating Sales People
6 • Evaluating Sales People
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4. DESIGNING SALES FORCE STRATEGY
AND STRUCTURE
Sales force
strategy Territorial
Sales force Product
structure
Customer
Sales force
Size Complex
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5. RECRUITING AND SELECTING SALES
REPRESENTATIVES
•Enthusiasm and Self-
Some Characteristics Confidence
of Salespeople •Persistence
•Initiative
•Job Commitment
•Current Salespeople
Recruiting Procedures •Employment Agencies
•Classified Ads
•College Campuses
•Sales Aptitude
Salesperson Selection •Analytical & Organizational
Process Skills
•Personality Traits
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•Other Page 5
6. TRAINING THE SALES REPRESENTATIVES
Help sales people know & Identify with
the company
Learn How the product works
Learn about Competitors and Customers
Characteristics
Learn How to make effective
presentations
Understand field procedures and
responsibilities
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9. SUPERVISING AND MOTIVATING SALES
REPRESENTATIVES
Supervising Sales Force Motivating Sales force
• Directing the sales force • Organisational Climate
• Identify customer targets • Sales Quota
and set call norms • Positive Incentives
• Develop prospect targets – Honors
• Use sales time efficiently – Trips
– Annual Call schedule – Merchandise/Cash
– Time and Duty Analysis – Awards
– Sales force automation
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10. EVALUATION OF SALES
REPRESENTATIVES
Call
Reports
Expense
reports Sales report
Sources of
Information
Annual Territory
Work plan
Marketing Plan
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