Professional Documents
Culture Documents
Sales
SalesManagement
Management
Marketing
mix
Sales
Sales
management
management
Planning
Planning Motivating
Motivating
Budgeting
Budgeting Compensating
Compensating
Recruiting
Recruiting and
and selecting
selecting Designing
Designing territories
territories
Training
Training Evaluating
Evaluating performance
performance
Sales Management
Sales
Revenues
Profits
Market Share
Controlling internal costs
What are the Qualitative sales goals?
Low
Size and Importance of Purchase High
Product
Product has
has aa high
high value
value Product
Product has
has aa low
low value
value
Product
Product is
is custom
custom made
made Product
Product is
is standardized
standardized
There
There are
are few
few customers
customers There
There are
are many
many customers
customers
Product
Product isis Product
Product is
is
technically
technically complex
complex simple
simple to
to understand
understand
Customers
Customers are
are Customers
Customers are
are
concentrated
concentrated geographically
geographically dispersed
dispersed
Sales Force Strategy
Role of
Role of Sale Defining Selling
Alternative
Sales Force Process
Sales channel
Define
Define sales
sales goals
goals and
and sales
sales process
process
Determine
Determine sales
sales force
force structure
structure
Recruit
Recruit and
and train
train sales
sales force
force
Compensate
Compensate and
and motivate
motivate sales
sales force
force
Evaluate
Evaluate sales
sales force
force
Sales management model
Sales Strategy
Efficiency Effectiveness
Sales
Is the sales force (and What critical selling skills are
Force Individual
channels) organized for optimal required for the sales role in
coverage of selected markets? Deploy- Sales Selling
the value proposition?
ment Support Skills