Professional Documents
Culture Documents
Chap 001
Chap 001
1 The Field of
Sales Force
Management
The best executive is the one
who has enough sense to pick
good people to do what he
wants done and self-restraint
enough to keep from meddling
with them while they do it.
Theodore Roosevelt
100%
80%
60%
Product Explanation
Competitive Reporting
Proposal Development
40%
Expense Reports
Prospecting
Order Entry
20%
0%
Source: “G-BB,” Sales and Marketing Management, June 2000, pp. 64&65.
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved.
( Figure 1-2) Types of Sales Jobs
Position Product Examples Customers Selling Responsibility:
To Increase Sales By
Business products representative Business Products & Services Manufacturers Providing product
for a Xerox Wholesalers information and
producer Eli Lilly Retailers assistance
or a wholesaler Lincoln National Insurance Institutions
Consolidated Freightways
Leo Burnett
Consumer products representative Consumer Products & Services Wholesalers Providing product
for a Proctor and Gamble Retailers information, merchandising
producer, Ford Motor Company Consumers and promotional
wholesaler, General Electric assistance, and
retailer, or Metropolitan Life Insurance management consulting
nonprofit Avon
organization American Cancer Society
1-5
because salespeople…
implement a firm’s marketing strategies in the field.
are authorized to spend company funds.
represent their company to customers and to society in general.
represent the customer to their companies.
operate with little or no direct supervision and require a high
degree of motivation.
develop innovative solutions to difficult problems.
need more tact and social intelligence.
travel extensively, which takes time from home and family.
have large role sets.
face role ambiguity, role conflict, and role stress.
Copyright © 2003 by The McGraw-Hill Companies, Inc. All rights reserved.
(Figure 1-5) 1-8
Communication
Coordination
Integration
Motivation Recruiting,
and selection,
supervision assimilation
Training and
development
Customer
sales/service
representative