INTEGRATED RETAIL

MARKETING COMMUNICATION
TOPIC:- SALES FORCE MANAGEMENT
SALES FORCE MANAGEMENT

 The sale force is the FACE of the brand or the

product.
 A very important aspect of marketing that yields
business is the efficient and effective use of sales
force management.
 Managing customer relations effectively needs a
well trained sales force, which is known as sales
force management
MANAGING THE SALES FORCE
1 • DESIGNING SALES FORCE STRUCTURE

2
• RECRUTING AND SELECTING SALES PEOPLE

3 • TRAINING SALES PEOPLE

4
• COMPENSATING SALES PEOPLE

5
• SUPERVISING AND MOTIVATING SALESPEOPLE

6
• EVALUATING SALES PEOPLE
DESIGNING SALES FORCE STRUCTURE

TERRITORIAL

COMPLEX SALES
FORCE PRODUCT
STRUCTURE

MARKET
RECRUTING AND SELECTING SALES PEOPLE

Some of the • Enthusiasm

• self-confidence
characteristics • Initiative
of salespeople • Job commitment

• Current salespeople
Recruiting • Employment agencies
• Classified ads
procedures • College campus

Salesperson • Sales aptitude

• Analytical and organizational skills
selection • Personality traits
process • Communication skills
 TRAINING THE SALES REPRESENTATIVE

Knowledge Of The Firm

KnowledgeOf The Product

KnowledgeAbout The Customer

KnowledgeOf The Competitors

FollowUp Training
COMPENSATING SALES REPRESENTATIVE

SALARY

BENEFITS COMPONENTS OF BONUS

COMPENSATION

COMMISION
SUPERVISING AND MOTIVATING SALES PEOPLE

Counselling and
Observing, monitoring coaching
and reporting the salesperson to
performance of the remove the defects
sales force and weaknesses in
their performances.
Giving them adequate
Receiving feedback
information regarding
and solving their
company plans and
business and personal
policies and changes in
problem.
those policies.

Motivating the
salesperson through
appropriate non-
financial incentives in
order to satisfy egoist
demands of salespeople
 EVALUATING SALES PEOPLE
Three reasons to evaluate the performance of sales
person:

To measure the performance against planned sales and

objectives.
To distribute rewards for the performance.
To guide the development of sales force