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Ch6: Training, Motivating, Compensating, and Leading the Salesforce

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Chapter 6 ,[object Object]
Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Training ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Assessing Sales Training needs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Designing and Executing Sales Training Programme ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Content of Training Programme ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Training Methods ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Class-Room / Conference Training Group ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Behavioural Learning / Simulation Group ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Online Training Group ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Absorption Training / Self Study Group ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Selecting Training Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Organisational Decisions for Sales Training ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Execution of Sales Training Programme ,[object Object],[object Object],[object Object],[object Object]
Evaluation of Sales Training Programme ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],When to measure How to measure What to measure Outcomes to measure
Reinforce Sales Training ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Motivating the Salesforce ,[object Object],[object Object],[object Object],[object Object],[object Object]
Motivational Theories ,[object Object],[object Object],[object Object],[object Object],[object Object],Motivation Effort Performance Reward Satisfaction
Selecting a Mix of Motivational Tools ,[object Object],[object Object],[object Object]
Motivational Tools in a Motivational Mix ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Non Financial Financial
Compensating the Salesforce ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Objectives of Compensation Plan from Salesperson’s Viewpoint ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Designing an Effective Sales Compensation Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Decide Levels of Pay / Compensation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Develop the Compensation Mix ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Straight – Salary Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Straight – Commission (or Commission Only) Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Combination Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Combination Plan (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pretest, Administer, and Evaluate Compensation Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Supervising Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Indirect Supervisory Methods Direct Supervisory Methods
Key Learnings ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Learnings (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Ch6: Training, Motivating, Compensating, and Leading the Salesforce

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