8/17/2019 Sales Management Process

1/6

Sales Force Management

8/17/2019 Sales Management Process

2/6

Sales Management proces

• The efective management o a company’s sales orcinvolves three interrelated sets o decisions or proce

1. The ormulation o a strategic sales program

2. The implementation o the sales program

3. The evaluation and control o sales orce perorma

8/17/2019 Sales Management Process

3/6

Formulating Strategic Sales !rogram

• The design o a sales program re"uires #ve ma$or sets o decisi

1. %hat should &e #rm’s personal selling strategy'

2. %hat account management policies should &e adopted'

3. (o) should the sales orce &e organi*ed to call on and managtypes o customers as eficiently as possi&le'

+. %hat level o perormance can each mem&er o the sales orce,pected to attain during the ne,t planning period' This involorecasting demand and setting "uotas and &udgets

-. (o) should the sales orce &e deployed' (o) should sales tede#ned'

8/17/2019 Sales Management Process

4/6

 ctivities and inuences involved

ormulating a strategic sales prog

   T   h  e   E  n

  v   i  r  o  n  m  e  n  tThe external

environment

!otential customers

/ompetition

0egal estrictions

Technology

atural resources

Social

The organizationalenvironment

&$ectives

(uman resources

!roduction capa&ilities

45 capa&ilities

   M  a  r   k  e  t   i  n  g   S  t  r  a  t  e  g  yTarget Mar6ets

!roducts

!ricing policies

5istri&ution channels

!romotion !olicies

!ersonal Selling

 dvertising

Sales !romotion

   S  a   l  e  s   M  a

  n  a  g  e  m  e  n  t

   A  c  t   i  v   i  t   i  e  s1. Account ma

policies

2. Sales forceorganization

3. Sales lanni

 !"eman# fore%uotas an# &u#

(. "eployment!Territory #esi)outing'

8/17/2019 Sales Management Process

5/6

7mplementing the sales progr

• 7mplementing a sales program involves motivating adirecting the &ehavior o other people8 the mem&erssales orce.

Five actors inuence a sales rep’s $o& &ehavior and

perormance:9nvironm

ental varia&les

oleperceptio

n ptitude S6ill

levels

Motivation levels

8/17/2019 Sales Management Process

6/6

9valuation and control o the sa

program•   company might utili*e three ma$or approaches in

evaluating and controlling the sales orce to monitorprogram perormance:

Sales nalysis

/ost nalysis

;ehavioral nalysis