SALES FORCE MANAGEMENT

PRESENTED BY :
SARVENDRA KUMAR SINGH
MBA 4th SEM.-0912270086
 INTERODUCTION

Sales force management a specialized type of

personnel management.

Whether personnel management focuses upon

sales, production or office worker, the same set of
problem need considering, but each problem
varies in nature and importance.

Sales personnel work away from their coworker

and immediate superiors.
 STEP INVOLVED IN SALES FORCE
MANAGEMENT

RECRUITMENT

SELECTION

TRANING & SUPERVISION

PERFORMANCE EVALUATION
 MANAGING THE SALES FORCE

Establishing method of self- preformance appraisal :

Every sales manager must ensure that the salesman

appraises his own achievements against the standard of
performance established through mutual discussion and
participation.
Establish appraisal system by superiors :
In spite of sales management ,the field staff would
require an appreciative assessment of the situation from
his superiors as well.
SIGNIFICANCE OF MANAGING SALES
FORCE

T
CONTD….