Post on 11-Apr-2015
transcript
Paramjit Sharma
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
2.Recruitment, Evaluation of Sf
3.Improvement in Sf
Paramjit Sharma
McMurry‘s 6 Sales PositionsMcMurry‘s 6 Sales Positions
1.Deliverer2.Order takers- behind the counter
3.Missionary— building goodwill
4.Technician5.Demand Creator –selling creatively
6.Solution Vender –Solving problems
Paramjit Sharma
Designing Sales Force
Sales Force
Objectives
SFStrategy
SFStructure
SFSize
SFCompensation
Paramjit Sharma
Sales Force Objectives
Tasks to Perform
•Prospecting –searching for leads•Targeting- allocating time between c & p•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 & CompensationWork load approach
1. C’S grouped into size & classes
2. Desirable Call Preferences
3. No of A/C in each size class x desirable calls
4. Av no of calls a SR can make
5. Annual calls__________ = No Of Sales men Av calls Rq by 1 SR
Paramjit Sharma
Size & CompensationWork load approach
A Accounts =1000B 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 60000Salesmen Req=_______=60 1000
t
Paramjit Sharma
Size & CompensationWork load approach
1.FIXED AMOUNT OF SALARY
2.VARIABLE AMOUNT-COMM,BONUS,PROFIT SHARING
3.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&
SelectionTraining Supervision
Evaluating
Evaluating
Motivating
Paramjit Sharma
Managing Sales Force
Recruitment&
Selection
•Cost & Revenue•Traits
Customer’s appreciationRisk TakingSense Of MissionProblem SolvingHigh Energy LevelSelf ConfidenceEgo DrivePlannerKnowledge Of IndustryEtc
Paramjit Sharma
Managing Sales Force
Training •Knowing The Company
•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
PREPRATIONTRAVELFOOD & BREAKSSELLINGADMINSTRATION
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
TrainingIn
SellingNegotiation
Skills
RelationshipSkills
Paramjit Sharma
Professionalism
Paramjit Sharma
Improving Sales
Effectiveness
NegotiationSkills
Paramjit Sharma
Improving Sales
Effectiveness
TrainingIn
SellingNegotiation
Skills
RelationshipSkills