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training. leading. and controlling organisational resources Managing a sales force involves recruiting. training. supervising.is the attainment of sales force goals in an effective and efficient manner through planning. and providing the proper planning and backup support so they can perform their jobs properly.` ` Sales Management. compensating salespeople. motivating them to become problem solvers. hiring. . staffing.
Organisation Sales Managers Personal Sales Representatives Customer Value .
` Sales Revenues Profits Market Share Controlling internal costs ` ` ` ` .
` Estimate the market potential Planning for sales Recruiting the sales force Training the sales force Motivating the sales force Supervising the sales force ` ` ` ` ` .
Estimating the market potential Supervising Sales Manager Planning Personal Sales Rep¶s Motivating Recruiting Training .
GDP and the spending capacity of the market. the cultural factors prevailing. ` ` ` ` . their willingness to buy the products and so on. it is very important to asses it in order to avoid irrecoverable losses. Data regarding customer and market specific factors can be obtained through primary and secondary sources. Besides studying the broad market factors such as the size of the population.` Estimating the potential of a market is very important for a company planning to enter a new market. Before venturing into a market and investing huge sums of money. This is a process where an organisation estimates the attractiveness of the market for selling its products or services. firms should also analyse market specific factors such as customersµ tastes and preferences.
group. work unit. systemic process of making decisions about goals and activities that an individual. or organisation will pursue in the future and the use of resources needed to attain them. Key areas include: ` ` ` ` ` Automation Forecasting Financial Planning Quotas Time & territory .Planning-is the conscious.
Printers.` Automation Hardware: Computers. Copiers. etc Software: What type of software does the sales force require? . Phones.
` ` .` Estimating the future sales of the company in a given market is called sales forecasting Over the years. the importance of sales forecasting has been on the rise across the world Apart from the mathematical models developed earlier. many new software tools have emerged for forecasting sales in a better fashion.
jury of executive opinion. The methods used in qualitative forecasting are user expectations.` Forecasting can be classified into qualitative forecasting and quantitative forecasting. sales force composite. ` ` The methods used in quantitative forecasting are: Time series approach Explanatory approach . Delphi technique market test.
flexibility. ` For effective forecasting.` The method of sales forecasting is selected on the basis of factors such as: accuracy. costs. availability of statistical indexes. . should be met. available time. plausibility. durability. certain criteria in terms of: accuracy. pattern of data. experience of the company requirements of the software. organisational participation and demand patterns.
. lack of time. money and qualified personnel. changing fashions and fads also act as hurdles to effective forecasting.` Sales forecasting faces several difficulties such as: lack of adequate sales history. changing customer attitudes.
` ` Budgeting Salespeople expenses Administrative expenses Other selling expenses Communication expenses Profit objectives Break-even analysis Controlling the budget Selling the budget to top management .
` Sales quota.the specific sales or profit objective a salesperson is expected to achieve INR sales Unit volume Margin Selling effort Product type ` Other types of quotas Expense quotas Profit quotas Activity quotas .
` Optimum time must be spent with those prospects with the greatest potential Territory management involves: Identification and classification of prospects Analysis and development of the salespeople¶s work loads How many salespeople will the territory support Territory¶s boundaries Optimum way to travel from one prospect to the next ` .