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Sales Force Management

Activities involved in sales force management

Simulation models

Sales force staffing

(Planning , Recruitment & Selection)

Training

Fifth Lecture

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Sales Executives(4 nos)

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Recruitment , Selection & Training of 5 Stewards

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Personal Qualities of Salespeople(Rating on 10 point scale)

Personality

Communication Skills

Confidence & determination

Leadership

Self discipline

Commitment

Work Ethics

Educational background

Sales experience

Business sense

Product knowledge

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Activities involved in Sales Force Management

Planning

(Job analysis/ description)

Recruitment

SelectionTraining

Compensation

MotivationEvaluation/control

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Sales Force staffing Process

Sales force staffing process includes three stages: planning,

recruiting, and selection

Planning stage includes (1) establishing responsibilities, (2) deciding

number of salespeople needed, (3) profiling the type of sales people

needed

Recruitment stage consists of (a) finding sources of sales recruit, (b)

evaluating and selecting recruitment sources, (c) contacting

candidates

Selection process consists of seven steps / tools: (1) screening

resumes, (2) formal application , (3) initial interview, (4) intensive

interview, (5) testing, (6) reference check, (7) physical examination

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PlanningJob analysis/description

Recruiting process

Selection

Process

Job profile of the sales force

Tasks ,duties & responsibilitiesQualifications & experienceSkills requiredReporting relationship

Internal sources-employee references,internal transfersExternal sources-advertisement, campusplacement ,recruiting agencies, on line,etc

Screening of applications ,tests, GD,interviews, medical, final selection,appointment letter & joining dates

Planning , Recruitment and Selection

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Training Salespeople: BenefitsHelp Salespeople Know & Identify

With the Company

Learn About the Products

Learn About Competitors

and Customers Characteristics

Learn How to MakeEffective Presentations

Understand Field Procedures

and Responsibilities

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Sales Training Programs: Five Major Decisions

(A-C-M-E-E)

A-C-M-E-E

A: AIM (why)

C: CONTENTS (what)

M: METHODS( how)

E: EXECUTION (who, when, where-

trainer, timing, place)

E: EVALUATION (what is outcome/results)

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Sales Force Management

Compensation

Motivation

Sales force evaluation & control

Sixth Lecture

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Compensating Salespeople

Componentsof

Compensation

Benefits

Bonus

Salary

Commission

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Building Blocks for a Sales Compensation Plan

Others

Profit sharing

Pension

Moving Expenses

InsuranceBonus

Commission PaidVacation

Lodging

TravelSalary

SECURITY INCENTIVES BENEFITS EXPENSES

Profit Sharing

Lodging

Company Car

Entertainment

Others

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MotivationA psychological process through which unsatisfied wants or

needs lead to drivesthat are aimed at goals or incentives.

The Nature of Motivation

The Basic Motivation Process

Unsatisfied needDrive toward goal to

satisfy need

Attainment of goal

(need satisfaction)

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Self-Actualization

Needs

Esteem Needs

Social Needs

Safety Needs

Physiological NeedsBasic physical needs for water,

food, clothing, and shelter.

Desires for security, stability, and

the absence of pain.

Desires to interact and affiliate with

others and to feel wanted by others.

Needs for power and status.

Desires to reach ones full potential, tobecome every thing one is capable of

becoming as a human being.

Maslows Need Hierarchy

Self-Actualization

Needs

Esteem Needs

Social Needs

Safety Needs

Physiological Needs

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Dimensions of salesperson performance

Professional

development

Results

profitability

Behavior

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Performance Evaluation:360 Degree Feed Back System

Salesmanager

External

customers

Internal

customers

Teammembers

On self

Sales

person

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Thank you