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What decisions do companies face in designing and managing a sales force

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Sameer Mathur
Sameer Mathur

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MANAGING PERSONAL COMMUNICATIONS DESIGNING THE SALES FORCE
THE HIERARCHY OF POSITIONS OF SALE REPRESENTATIVES
SOLUTION VENDOR DEMAND CREATOR TECHNICIAN MISSIONARY ORDER TAKER DELIVERER
HOW TO DESIGN A SALES FORCE?
SALES FORCE OBJECTIVES SALES FORCE STRATEGY SALES FORCE STRUCTURE SALES FORCE SIZE SALES FORCE COMPEN- SATION
• DAYS OF “SELL, SELL, SELL” ARE LONG GONE • SALES REPS NEED TO DIAGNOSE A CUSTOMER’S PROBLEM AND PROPOSE A SOLUTION OBJECTIVE AND STRATEGY
SOME TASKS OF SALES PEOPLE PROSPECTING TARGETING COMMUNICATING SELLINGSERVICING INFO GATHERING ALLOCATING
• A COMPANY THAT SELLS ONE PRODUCT LINE TO ONE END-USING • INDUSTRY WITH CUSTOMERS IN MANY LOCATIONS USE A TERRITORIAL STRUCTURE STRUCTURE
HOW TO CALCULATE THE SIZE OF THE WORKFORCE?
COMPENSATION? VARIABLE AMOUNT BENEFITS EXPENSE ALLOWANCES FIXED AMOUNT
MANAGING THE SALES FORCE
RECRUITING AND SELECTING REPRESENTATIVES
TRAINING AND SUPERVISING REPRESENTATIVES
MOTIVATING SALES REPRESENTATIVES MOTIVATING REWARDS INTRINSIC EXTRINSIC SALES QUOTAS EG- RUPEE SALES, VOLUME,MARGIN ETC
EVALUATING SALES REPRESENTATIVES EVALUATING SOURCE OF INFO SALES REPORTS PERSONAL OBSERVATION FORMAL EVALUATION EG- CURRENT & PAST COMPARE
CREDITS  http://cdn2.hubspot.net/hub/106409/file-21578007- jpg/images/hire-top-sales-people-for-a-start-up.jpg  http://factincept.com/wp- content/uploads/2014/05/03244502385.jpg  http://www.europablog.co.uk/wp- content/uploads/2012/02/europa_image- 275x269.jpg  http://consensushr.com/mpc/wp- content/uploads/2015/03/recruitment.jpg  http://wilshiresoft.com/images/training.png
DISCLAIMER Created by Parul Chauhan, LSR DELHI, during an internship by Prof. Sameer Mathur, IIM Lucknow. www.IIMInternship.com

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