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Chapter-5: Managing the Sales Force

To manage the market, it is important to manage the sales force.

Chapter Tour
a) Recruiting, Selection and Training of Sales force: Procedures and Criteria extensively used as selection tools for recruiting and testing sales ability. Sales Force Job Analysis and Description b) Areas of sales Training: Company Specific Knowledge, product Knowledge Industry and Market Trend Knowledge, customers and technology Relationship Selling Process and Customer education. Value added selling c) Motivating the Sales Team: Motivation Programs - Sales Meetings, Sales Contests, Sales Compensating, (Monetary compensation, incentive programs as motivators, Non-Monetary compensation fine tuning of compensation package. Supervising, d) Evaluating Sales Force Performance and Controlling Sales activities: Sales Records and Reporting Systems, Improving Sales Productivity, Ethical and Legal Issues in Sales Management.

Chapter-5: Managing Sales Force Recruiting, Selection and Training of Sales force

1. Recruitment
2. Selection 3. Socializing Process 4. Sales force Training

Chapter-5: Managing Sales Force Planning for Recruitment

1. Strategic position analysis 2. Turnover 3. Job analysis Gathering and organizing the information. Concerning the tasks, duties and responsibilities of a specific job. 4. Task inventory analysis Job qualification Job description

Chapter-5: Managing Sales Force

Recruitment is an act of inducing qualified and appropriate people to get interested in and apply for a salespersons position within a sales organization.

Internal sources
Existing employees Lateral and upward moves Interns students Employee referral programmes

External sources
Industry sources Educational institutions and campus recruitments Employment exchanges Placement consultants Walk in interviews Networking referrals Web consultants Responses to direct open advertisements

Chapter-5: Managing Sales Force Selection Procedure

Inviting application forms Personal interviews Reference checks Physical examinations Psychological tests Intelligence Personality Aptitude and skills Determination of terms of service Appointment Initial orientation

Chapter-5: Managing Sales Force

Sales Manager Performs sales management + HR management Recruits, selects, trains, compensates sales teams motivates, leads, controls, and

Selection and recruitment of efficient sales people is always a process of building competitive advantage for an organization

Chapter-5: Managing Sales Force

Challenges in sales force selection

Personality types matching to job profiles One of the measures that the organization looks in an employee is: the ability to perform by an employee = ability x motivation Level of motivation

Chapter-5: Managing Sales Force

Socialization process (Induction)

Process of orienting a new salesperson to the sales organization,
territory, or division in which he or she will be working. There are three stages Anticipatory stage

Encounter stage

Settling stage

Chapter-5: Managing Sales Force

Sales force Training:

Chapter-5: Managing Sales Force


Chapter-5: Managing Sales Force