CHAPTER 8:

SALES
MANAGEMENT
Learning Outcomes:

1. The Explain the importance effective of

salesforce selection
2. Explain the stages in the recruitment
and selection process
3. Describe a real example of salesperson
job specification and job description
4. Explain the benefits of training
5. Discuss types of compensations

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Sub-topics:

▰ 8.1 Recruitment and Selection of effective

salesperson
▰ 8.2 Motivation and Training
▰ 8.3 Organisation and Compensation

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8.0
RECRUITMENT AND
SELECTION
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 8.0 The Importance of Selection

The Importance of effective salesforce selection :

(the determinants of success)

▰ There is wide variability in the effectiveness of salespeople

- the quality sales representative is recruited can have a substantial
effect on sales turnover, 16-20%
▰ Salespeople are very costly
- costs to be considered: basic salary and commission, travel, training
▰ Training and motivation
- the success depends on the intrinsic qualities of the recruit – the personal
characteristics and inborn motivation of the salesperson
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 Preparation of the Job Description and
Specification
Stages in the
Recruitment and
Selection process Identification of sources
Preparation of the job
of recruitment and
description and
methods of
specification
communication

Designing an effective
application form and
preparing a shortlist

Use of supplementary
selection aids –
psychological tests, role Interviewing
playing
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 Preparation of the Job Description and
Specification
▰ Job Description (JD) is a written that clearly states essential job
requirements, job duties, job responsibilities, and skills required to perform a
specific role for a position
▰ Generally a job description will cover :
1. The title of the job
2. Duties and responsibilities – tasks which is expected (ie selling, after-sales
service, information feedback)
3. To whom they report to
4. Technical requirement – technical aspects of the products need to be understood
5. Location and geographical area
6. Degree of autonomy –salespeople will be able to control their own work programs
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 Preparation of the Job Description and
Specification
▰ Once generated, JD acts as the blueprint for the personnel specification or
job specification (JS)
▰ Generally a personnel will cover :
1. The title of the job
2. Duties and responsibilities – tasks which is expected (ie selling, after-sales
service, information feedback)
3. To whom they report to
4. Technical requirement – technical aspects of the products need to be understood
5. Location and geographical area
6. Degree of autonomy –salespeople will be able to control their own work programs

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Behavioural Forces

Preparation of the Identification of sources of Designing an effective Selection –

Job Description and recruitment and methods application form and Interviewing psychological tests,
Specification of communication preparing a shortlist role playing

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 7.5 Sales Promotions

Personnel Motivation
• Promotion to the salesforce – incentives scheme
• Rewards are offered on an equal basis which are above normal
compensation
• Can be reward to individuals / groups who perform the best to achieve
target sales
• When establishing a salesforce incentive scheme, must consider
objectives, timing, scoring methods and rewards
• Typical objectives of such schemes : eg introduction of a new product
line, to obtain wider territory, development of new prospects
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GANTT CHART

Week 1 Week 2

1 2 3 4 5 6 7 8 9 10 11 12 13 14

Task 1

Task 2 ◆

Task 3

Task 4 ◆

Task 5 ◆

Task 6

Task 7

Task 8

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Reference : David Jobber and Geoff Lancaster : Selling and Sales
Management

8.0 ORGANISATION AND STRUCTURE

(WEEK 9)
8.1 Recruitment and Selection of effective salesperson ( pg 373 –
383, 386-388)
8.2 Motivation and Training (pg 391-395 (except Likert’s), 397-413)
8.3 Organisation and Compensation (pg. 419-433)

9.0 INTERNET AND IT APPLICATIONS IN

SELLING (WEEK 10)
9.1 The changing nature of the salesforce (pg 339 – 334)
9.2 Electronic commerce and electronic (pg 334 – 354)
procurement
9.3 Using technology to support sales (pg 354 – 360)
activities

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THANKS!
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@username & user@mail.me

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