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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

3.Recruitment,
Evaluation of Sf

3.Improvement in Sf

Paramjit Sharma
McMurry‘s 6 Sales Positions

• Deliverer
• Order takers- behind the counter
• Missionary— building goodwill
• Technician
• Demand Creator –selling creatively
• Solution Vender –Solving problems

Paramjit Sharma
Designing Sales Force

Sales
SF SF
Force
Objectives Strategy Structure

SF SF
Compensation Size

Paramjit Sharma
Sales Force Objectives

Tasks to
Perform

•Prospecting –searching for leads


c&p
•Targeting- allocating time between
•Communicating-information about c, p & s
•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. C’S grouped into size & classes

3. Desirable Call Preferences

5. No of A/C in each size class x desirable calls

7. Av no of calls a SR can make

9. Annual calls
__________ = No Of Sales men
Av calls Rq by 1 SR

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

t Paramjit Sharma
Size & Compensation
Work load approach

• FIXED AMOUNT OF SALARY

• VARIABLE AMOUNT-COMM,BONUS,PROFIT SHARING

• EXPENSE 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
& Training Supervision
Selection

Evaluating
Evaluating Motivating

Paramjit Sharma
Managing Sales Force

•Cost & Revenue


Recruitment •Traits
&
Customer’s
Selection 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

•Knowing The Company


Training
•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

Negotiation
Paramjit Sharma Skills
Improving Sales
Effectiveness

Training
In
Selling
Negotiation
Skills
Relationship
Skills

Paramjit Sharma