1. Marketing & Sales Department
SALES OFFICE
THE SALES AREA
RECRUITING & HIRING, TRAINING SALES
PERSON
2. General
Manager
Assistant GM
Director of Marketing
Director of advt
Director of Sales Director of
& Public
Revenue
relations
Telemarketing Market Research Managemen
Asst t
director Coordinator
Director
Sales Manager
Secretary Secretary
Clerical Staff
Salesperson
Clerical
Staff
BAC 2211 Sales & Marketing 2 4/16/2012
3. Organizing the Marketing & Sales office
3
Factors affecting the organization of a marketing &
sales department
The organization’s goal & objectives
The budget available for marketing & sales
Available outside assistance
The total market potential & the number of people
needed to take advantage of that potential.
BAC 2211 Sales & Marketing 4/16/2012
4. Factors affecting the functioning of the sales
department
4
The sales area
Recruiting & hiring effective sales person
Training salespeople
Managing salespeople
Evaluating salespeople
Compensating salespeople
Supplemental sales staff
BAC 2211 Sales & Marketing 4/16/2012
5. Sales Area
5
Easily accessible but private
Adjacent to meeting rooms
Information sheet of products
Samples of products
Photograph of events
Awards received
BAC 2211 Sales & Marketing 4/16/2012
6. Recruiting & hiring
6
Characteristics of sales personnel
Professional
Ability to communicate
Intelligence
Ability to analyze
Motivation
Efficiency
Persistence
Empathy
Curiosity
BAC 2211 Sales & Marketing EHL 4/16/2012
7. Training Salespeople
7
Product knowledge- product fact book, rate structure,
market segment, sales reports
Office procedures- SOP
Performance standards- sales quotas, deadlines,
numbers, types of sales calls, correspondence, inter
property communication
Salesmanship- identify the personality type of buyers-
director, socializer, relater, thinker
Training techniques- Simulated sales calls, double
calling, market segmentation drills, case study exercises,
in-basket drills
BAC 2211 Sales & Marketing EHL 4/16/2012
14. Evaluating the marketing & sales office
14
Customers needs come first, role of marketing is to
fulfill those needs
Thorough understanding of marketing plan
Knowledge of the product, competition, market place
Salespeople submitting a weekly call plan, including
assigned accounts to be traced & followed up
Proper maintenance & security of account file,
including trace & follow up file
All systems of operations in place
BAC 2211 Sales & Marketing EHL 4/16/2012