Professional Documents
Culture Documents
Objectives
Chapter 5 2
Sales Force Management
Kinds of Salesman
Chapter 5 3
Sales Force Management
Kinds of Salesman
Chapter 5 4
Sales Force Management
Steps in Process
• Objectives
– Sales volume and
• Objectives and Strategy
profitability
• Structure – Customer satisfaction
• Sales force size • Strategy
• Compensation – Account manager
• Type of sales force
– Direct (company) or
contractual
Chapter 5 5
Sales Force Management
• Key accounts
Chapter 5 6
Designing the Sales Force
Chapter 5 7
Designing the Sales Force
– Variable amount
• Objectives and strategy
– Expense allowances
• Structure
– Benefits
• Sales force size
• Compensation plans
• Compensation
– Straight salary
– Straight commission
– Combination
Chapter 5 8
Sales Force Management
Chapter 5 9
Sales Force Management
Chapter 5 10
Sales Force Management
– Customer characteristics
– Competitors’ products
Chapter 5 11
Sales Force Management
Chapter 5 12
Sales Force Management
– Supplementary motivators
Chapter 5 13
Sales Force Management
– Formal evaluation
• Performance comparisons
• Knowledge assessments
Chapter 5 14