Professional Documents
Culture Documents
MARKETING COMMUNICATION
TOPIC:- SALES FORCE MANAGEMENT
BY-
SEJAL TIWARI
121317090040
SALES FORCE MANAGEMENT
2
• RECRUTING AND SELECTING SALES PEOPLE
4
• COMPENSATING SALES PEOPLE
5
• SUPERVISING AND MOTIVATING SALES PEOPLE
6
• EVALUATING SALES PEOPLE
DESIGNING SALES FORCE STRUCTURE
TERRITORIAL
COMPLEX SALES
FORCE PRODUCT
STRUCTURE
MARKET
RECRUTING AND SELECTING SALES PEOPLE
• Current salespeople
Recruiting • Employment agencies
• Classified ads
procedures • College campus
Follow Up Training
COMPENSATING SALES REPRESENTATIVE
SALARY
COMPONENTS OF BONUS
BENEFITS COMPENSATION
COMMISION
SUPERVISING AND MOTIVATING SALES PEOPLE
Counselling and
Observing, monitoring coaching
and reporting the salesperson to
performance of the remove the defects
sales force and weaknesses in
their performances.
Giving them adequate
Receiving feedback
information regarding
and solving their
company plans and
business and personal
policies and changes in
problem.
those policies.
Motivating the
salesperson through
appropriate non-
financial incentives in
order to satisfy egoist
demands of salespeople
EVALUATING SALES PEOPLE
Three reasons to evaluate the performance of sales
person: