Presented By-: Ramesh pandey
Sales Force Management Eco
nomies of Eff ective Sales Force Management
Rate of Sales Personnel Turno ver Formula-:
Rate of Personnel turno
of Separation ver Number 100 Average total sales Force
Activities
Involved in Sales Force Involved Management
Causes
of Turnover of sales personnel
Caused by A ctions Controllable by company
1. Poor recruiting 1. Improper selection and assignment 3. Training def iciencies 4. Inadequate supervision
and motivation
Caused by A ction
Not Controllable by Company 1. Retirement Retirement 2. Death 3. Illness or physical disability 4. Personal and marital diff iculties
5. Breakdow n in communication
6. Unsatisf actory performance customer complaints, etc. 7. Discharged for cause, e.g., alcoholism, conviction of a f el elony dishonesty nesty, etc. 8.Cutbacks in personnel 9.Transf er er to another department 10.Promotion to a higher p osition
5. Dislike for the job
travel, type of work, wo working conditions, etc. 6. Military duty 7. Better position else w here here
INVOLVEMENT INVOLVEME NT OF SALES EXECUTIVES IN SALES FORCE MANAGEMENT
Need for the Proper Setting
The La w and Sales Force Management
JOB ANALYSIS
Sales Job Analysis
Sales Job Description
Procedure for Sales Job Analysis and Preparati Prep arati on of Written Job Description
Preparati on of Sales Job Specif ication
Duties
and Responsibilities Section of a Sales Job Description Sales:-
Mak Make regula regularr calls Sell the line; demonstrates Handle Handle questi questions and objections Check stock; discover possible product users Int Interpr erpret et Sale Saless points of the line to the customer Estimate customer ers potential needs Explain compan pany polic y on price, delivery, ry, and credit
Service:-
Install the product or display. Report product w eaknesses, eaknesses, complaints. Handle adjustments, returns, returns, and all ow an ances. Handle requests for credit. Handle special orders. Analyze local conditions for customers. Territory Management: Arrange r oute for best co verage. Balance effort w ith ith customer against the p otential v olume. Maintain sales portfolios, sample kits, and so forth.
Sales Promotion:-
cco ounts Develop ne w prospects and acc Distribute home off ice literature, catalogues, and the like Make calls w ith ith customer's salespeople. w holesalers, jobbers, and so on. Train personnel of w Present survey rep orts, lay outs ,and proposals.
Executive: Attend sales meetings. Build a prospect list. cco ounts ; rep ort on f aulty cco ounts. Collect o verdue a cc aulty acc Collect credit information.
Goodwill:-
Counsel customer on their problems.
Maintain lo yalty and respe ct for the company. Attend local sales meeting held by customer.
