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