Sales Force Management

Sales Force Management  Click to edit Master subtitle style

3/15/13

Effective management of sales force requires leadership plus administrative skills in planning, organizing, directing, motivating and controlling the personal selling portion of the promotion mix. Sales manager must determine the number and the type of sales people require to implement the sales plans and programmes at a given time. Then sales people must be secured and their activities are planned, organized and directed I n order to achieve the set sales objectives.

Click to edit Master subtitle style

3/15/13

 There are six areas for managerial decisions regarding the sales force: Recruitment and selection Ø  Training ØRemuneration and expenses ØSupervision and direction ØMotivation ØControl and evaluation or assessment of sales performance. Ø

Click to edit Master subtitle style

3/15/13

Recruitment and Selection of salesmen

Click to edit Master subtitle style

“Recruitment is positive and selection is a negative process”.

3/15/13

Recruitment and Selection Recruitment and selection are closely related terms. However, there is lot of difference between these two terms. Recruitment is the process by which prospective candidates are found out and encouraged to apply; Click to edit Master subtitle style on the other hand, selection is the process of choosing some, out of the total applicants. 3/15/13

Purpose of recruitment: Expansion of the organisation §Merger and acquisition §Restructuring of the organisation §  To replace the gaps created §  To match the expansion Click to edit Master subtitle style programmes §

3/15/13

Factors affecting recruitment: Internal factors 1. External factors 2.

Click to edit Master subtitle style

3/15/13

Internal factors : Size of the organisation Recruitment policy Image of the organisation Image of the job •

•

•

•

Click to edit Master subtitle style

3/15/13

External factors: Demographic factors Labour market Unemployment situation Labour laws Legal considerations •

•

•

•

•

Click to edit Master subtitle style

3/15/13

Steps in recruitment A.  Job analysis Personnel analysis B. the sources of  C.  Tapping recruitment D. Careful selection of the candidates Appointment order E. Click to edit Master subtitle style

3/15/13

SELECTION PROCEDURE:

Start Screening Application Blank Interview  Test

Reference s Physical / Medical Examination Selection Voluntary Withdrawal

Induction and placement Stop

Unsuitabl e Not in Short list Unsatisfacto ry Faile d Adverse Remarks Faile d

Rejected

Sources of recruitment

•

•

Sources of  Recruitment

A. Internal Sources Employment by promotion Click to edit Master subtitle style Former employees

B.External Sources Recommended cases Campus interviews Employees of  competing firms Advertisement •

•

•

3/15/13

Internal sources of recruitmentPresent employees Former employees Employee referrals Previous applicants •

•

•

•

Click to edit Master subtitle style

3/15/13

External sources of recruitmentAdvertisement Campus interview Deputation Raiding or poaching Recommended cases •

•

•

•

•

Click to edit Master subtitle style

3/15/13

D. Careful selection candidatesØApplication blank ØPersonal interviews ØPsychological tests ØMedical examination ØReference check Click to edit Master subtitle style ØFinal interview

3/15/13

of

the

Training of salesmen

“Training is telling, making them to Click to edit Master subtitle style do and bring them upto mark”.

3/15/13

 Training is the continuous process of  perfecting the performance by plugging the pitfalls, if any, in the field of doing a task. Training is the process which has four elementsØ  Telling the salesmen ØShowing them Click to edit Master subtitle style ØLetting them to do it ØChecking their doing and making sure that they are upto the expectations. 3/15/13

Significance of sales training: §  To better the performance § it gives the best way of  influencing people § It provides expert knowledge § It curbs wastages in the unit § It guarantees sound employerClick to edit Master subtitle style employee relation

3/15/13

What should a sound training programme contain? Knowledge of his job 1. Knowledge of the company 2. Knowledge of the products 3. Knowledge about customers 4. Knowledge about publicity 5. Click to edit Master subtitle style Knowledge about the competitors 6.

3/15/13

How to train a salesman? Methods of training of a salesman: On the job training 1) Lectures 2) Correspondence training 3) Internship training 4) Click to edit Master subtitle style Role playing 5) Sales meetings and conferences 6) Brain storming visual training 7) 3/15/13

Sales manager: Sales manager is that manager who manages the sales-the lifeblood of business. He is the person who plans, organizes, directs, coordinates, and controls the activities of selling for profit to the owner and Click to edit Master subtitle style satisfaction to the customers.

3/15/13

Physical qualities

Charact Sales er personal qualitie Click to edit Master subtitle ity style s

3/15/13

Social qualities

Psychologi cal qualities

Essential qualities of an efficient sales manager: Physical qualities A. Psychological qualities B. Social qualities C. D. Character qualities Click to edit Master subtitle style

3/15/13

A. •.

•.

•.

•.

Physical qualitiesSound health Posing posture Alluring appearance Pleasant voice

Click to edit Master subtitle style

3/15/13

B. Psychological qualitiesamazing alertness fertile imagination Rebounding resourcefulness Commanding confidence Equable enthusiasm Inciting initiative Click to edit Master subtitle style Open observation •

•

•

•

•

•

•

3/15/13

. Social qualitiesExtending extroversy Conforming conversing Portraying poise Built-in courtesy  Tacit tact Centering co-operation Click to edit Master subtitle style Good manners C •

•

•

•

•

•

•

3/15/13

D. Character qualitiesMultiple maturity Colossus courage Simmering sincerity Darting determination Inkling integrity Lasting loyalty Click to edit Master subtitle style Impinging industry •

•

•

•

•

•

•

3/15/13

Click to edit Master subtitle style

3/15/13