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Sales Force Management

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3/15/13

Effective management of sales force requires leadership plus administrative skills in planning, organizing, directing, motivating and controlling the personal selling portion of the promotion mix. Sales manager must determine the number and the type of sales people require to implement the sales plans and programmes at a given time. Then sales people must be secured and their activities are planned, organized and directed I n order to achieve the set sales objectives.

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3/15/13

force: Ø There are six areas for managerial decisions regarding the sales Recruitment and selection ØTraining ØRemuneration and expenses ØSupervision and direction ØMotivation ØControl and evaluation or assessment of sales performance. Click to edit Master subtitle style 3/15/13 .

Click to edit Master subtitle style 3/15/13 .Recruitment and Selection of salesmen “Recruitment is positive and selection is a negative process”.

Click to edit Master subtitle style on the other hand. However. selection is the process of choosing some. out of the total applicants. there is lot of difference between these two terms. 3/15/13 .Recruitment and Selection Recruitment and selection are closely related terms. Recruitment is the process by which prospective candidates are found out and encouraged to apply.

Purpose of recruitment: Expansion of the organisation §Merger and acquisition §Restructuring of the organisation §To replace the gaps created §To match the expansion Click to edit Master subtitle style programmes § 3/15/13 .

Factors affecting recruitment: 1. Internal factors 2. External factors Click to edit Master subtitle style 3/15/13 .

Internal factors : •Size of the organisation •Recruitment policy •Image of the organisation •Image of the job Click to edit Master subtitle style 3/15/13 .

External factors: •Demographic factors •Labour market •Unemployment situation •Labour laws •Legal considerations Click to edit Master subtitle style 3/15/13 .

Appointment order Click to edit Master subtitle style 3/15/13 .Steps in recruitment A. Job analysis B. Careful selection of the candidates E. Personnel analysis C. Tapping the sources of recruitment D.

SELECTION PROCEDURE: Start Screening Application Blank Interview Test Unsuitabl e Not in Short list Unsatisfacto ry Faile d Adverse Remarks Faile d Reference s Physical / Medical Examination Selection Voluntary Withdrawal Induction and placement Stop Rejected .

Internal Sources Employment by promotion Click to edit Master subtitle style Former employees 3/15/13 .Sources of recruitment Sources of Recruitment B.External Sources •Recommended cases •Campus interviews •Employees of competing firms •Advertisement • • A.

Internal sources of recruitment•Present employees •Former employees •Employee referrals •Previous applicants Click to edit Master subtitle style 3/15/13 .

External sources of recruitment•Advertisement •Campus interview •Deputation •Raiding or poaching •Recommended cases Click to edit Master subtitle style 3/15/13 .

Careful selection candidatesØApplication blank ØPersonal interviews ØPsychological tests ØMedical examination ØReference check Click to edit Master subtitle style ØFinal interview of the 3/15/13 .D.

3/15/13 .Training of salesmen “Trainingedit Master subtitle style is telling. making them to Click to do and bring them upto mark”.

if any. 3/15/13 . in the field of doing a task.Training is the continuous process of perfecting the performance by plugging the pitfalls. Training is the process which has four elementsØTelling the salesmen ØShowing them Click to edit Master subtitle style ØLetting them to do it ØChecking their doing and making sure that they are upto the expectations.

Significance of sales training: § To better the performance § it gives the best way of influencing people § It provides expert knowledge § It curbs wastages in the unit § It guarantees sound employerClick to edit Master subtitle style employee relation 3/15/13 .

Knowledge about the competitors 3/15/13 . Knowledge of his job 2. Knowledge of the company 3. Knowledge of the products 4.What should a sound training programme contain? 1. Knowledge about customers 5. Knowledge about publicity Click to edit Master subtitle style 6.

How to train a salesman? Methods of training of a salesman: 1) On the job training 2) Lectures 3) Correspondence training 4) Internship training Click to edit Master subtitle style 5) Role playing 6) Sales meetings and conferences 7) Brain storming visual training 3/15/13 .

organizes. 3/15/13 . directs.Sales manager: Sales manager is that manager who manages the sales-the lifeblood of business. and controls the activities of selling for profit to the owner and Click to edit Master subtitle style satisfaction to the customers. coordinates. He is the person who plans.

Physical qualities Psychologi cal qualities Charact Sales er personal qualitie edit Master subtitle style Click to ity s 3/15/13 Social qualities .

Physical qualities B.Essential qualities of an efficient sales manager: A. Social qualities D. Psychological qualities C. Character qualities Click to edit Master subtitle style 3/15/13 .

A. •. •. •. Physical qualitiesSound health Posing posture Alluring appearance Pleasant voice Click to edit Master subtitle style 3/15/13 . •.

Psychological qualities• amazing alertness • fertile imagination •Rebounding resourcefulness •Commanding confidence •Equable enthusiasm •Inciting initiative Click to edit Master subtitle style •Open observation 3/15/13 .B.

Social qualities•Extending extroversy •Conforming conversing •Portraying poise •Built-in courtesy •Tacit tact •Centering co-operation Click to edit Master subtitle style •Good manners C 3/15/13 ..

Character qualities• Multiple maturity •Colossus courage •Simmering sincerity •Darting determination •Inkling integrity •Lasting loyalty Click to edit Master subtitle style •Impinging industry 3/15/13 .D.

Click to edit Master subtitle style 3/15/13 .