Sales and Distribution Management for Lawyers Amity Law School

BBALLB – SEM IV 2021-22 MKTG206

Module -
VI

1
Sales and Distribution Management for Lawyers Amity Law School

Motivation Sales Force

Sales and Distribution Management for Lawyers Amity Law School

Motivation Theories
Sales and Distribution Management for Lawyers Amity Law School

Selecting a mix of motivational tools

Sales and Distribution Management for Lawyers Amity Law School

Selecting a mix of motivational tools

Sales and Distribution Management for Lawyers Amity Law School

Selecting a mix of motivational tools

Sales and Distribution Management for Lawyers Amity Law School

Compensating the Sales Force

Sales and Distribution Management for Lawyers Amity Law School

Objectives of Compensation Plan from

Salesperson’s Viewpoint
Sales and Distribution Management for Lawyers Amity Law School

Designing an effective sales compensation plan

Sales and Distribution Management for Lawyers Amity Law School

Develop the Compensation Mix

Sales and Distribution Management for Lawyers Amity Law School

Supervising

• Supervision is generally used today to refer to time spent working with

employees to be certain they are aware of the responsibilities of their job
& to perform them correctly.
• Because of the independent nature of the sales job, most of the
supervisory activities sales managers engage in occur when they are
working with new hires
• It is a simple but potentially time consuming task that should not be taken
lightly, as it is a critical element of sales manager’s responsibility
• Supervision was an important element in managers position when
“management” was first studied, and it continue to be in the 21th century
although the term supervision is seldom heard today
Sales and Distribution Management for Lawyers Amity Law School

Sales Training

 Sales training is a process by which an attempt is

made to develop the selling skills so as to increase
the ability, knowledge and experience of the
salesmen.
 Sales training is a process of providing the sales force
with specific skills for performing their task better and
helping them to correct deficiencies in their sales
performance.
Sales and Distribution Management for Lawyers Amity Law School

Company Specific Knowledge

Sales and Distribution Management for Lawyers Amity Law School

Product Knowledge
Sales and Distribution Management for Lawyers Amity Law School

Product Knowledge

A salesperson must have adequate knowledge

of the products features and benefits to be
able explain how they will fulfill the
customer’s needs and wants.
It is key to a successful presentation of any
product…the more complicated or expensive,
the more important these skills are in closing
the sale.
Sales and Distribution Management for Lawyers Amity Law School

Sales Training

 Sales training is a process by which an attempt is

made to develop the selling skills so as to increase
the ability, knowledge and experience of the
salesmen.
 Sales training is a process of providing the sales force
with specific skills for performing their task better and
helping them to correct deficiencies in their sales
performance.
Sales and Distribution Management for Lawyers Amity Law School

Managing Sales Force

Sales and Distribution Management for Lawyers Amity Law School

What is Evaluation?

The making of a judgement about

 Amount
 Number
 Value of Something
a) Employer Prospective b) Employee Prospective
The process by which an employee’s contribution to the
organization during a specified period of time is
assessed.
Sales and Distribution Management for Lawyers Amity Law School

What is Evaluation?

The making of a judgement about

 Amount
 Number
 Value of Something
a) Employer Prospective b) Employee Prospective
The process by which an employee’s contribution to the
organization during a specified period of time is
assessed.
Sales and Distribution Management for Lawyers Amity Law School

Evaluation Process Standards

Sales and Distribution Management for Lawyers Amity Law School

Performance Standards Approach

 Expected levels of performance

Benchmarks, goals, and targets
 S.M.A.R.T. approach for writing performance
standards
S=Specific
M=Measurable
A=Attainable
R=Relevant
T=Time bound
Sales and Distribution Management for Lawyers Amity Law School

Evaluation Model
Sales and Distribution Management for Lawyers Amity Law School

Objectives of Performance Evaluation

Sales and Distribution Management for Lawyers Amity Law School

PE and other HRM Functions

Sales and Distribution Management for Lawyers Amity Law School

Why Performance Evaluation may Fail?

Sales and Distribution Management for Lawyers Amity Law School

Sources must kept in mind for Evaluation

Sales and Distribution Management for Lawyers Amity Law School

Methods of Performance Evaluation