Evaluating Sales formance.ppt
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This document discusses evaluating sales force performance, including determining factors that influence it, selecting criteria for evaluation, establishing performance standards, and monitoring performance. It outlines internal factors like motivation and external factors like the environment that affect sales force performance. Methods of evaluation include rating scales, rankings, and management by objectives to assess sales volumes, orders, costs, and provide feedback to improve sales.
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Evaluating Sales formance.ppt
- 1. Chapter - 16 Evaluating Sales Force Performance
- 2. Evaluating Sales Force Performance 2 Objectives Sales force performance Determinants of sales force performance Performance evaluation Information sources for evaluation Criteria for the evaluation of Sales force performance Establishing performance standards Methods of sales force evaluation Monitoring and reviewing of sales force performance
- 3. Evaluating Sales Force Performance 3 Determinants of Sales Force Performance Internal Factors Motivation Skill Level Job Satisfaction Role Perception Personal Factors Ego Derive Empathy
- 4. Evaluating Sales Force Performance 4 Determinants of Sales Force Performance External Factors Environmental Factors Organizational Factors Sales Management Function
- 5. Evaluating Sales Force Performance 5 Performance Evaluation Sales Force Evaluation Process Determine Factors that Influence Sales Force Performance Select the Criteria for Sales Force Evaluation Establish the Performance Standard Compare Sales Force Performance Performance Review and Feedback
- 6. Evaluating Sales Force Performance 6 Performance Evaluation Purpose and reason To be aware of company objectives To improve motivation skills To appraise the past performance To develop a sales plan to increase future sales Who should evaluate When to evaluate
- 7. Evaluating Sales Force Performance 7 Information Source for Evaluation Company records Reports from salespersons Customers Manager’s field visit Manager’s personal insight Other sources
- 8. Evaluating Sales Force Performance 8 Criteria for the Evaluation of Sales Force Performance Quantitative Criteria Sales Skills Territory Management Personality
- 9. Evaluating Sales Force Performance 9 Criteria for the Evaluation of Sales Force Performance Quantitative Criteria Sales volume Average calls per day Sales orders Ratio of selling costs to sales Gross profit obtained from new customer
- 10. Evaluating Sales Force Performance 10 Establishing Performance Standards Quantity standards Quality standards Time-based standards Cost-based standards
- 11. Evaluating Sales Force Performance 11 Method of Sales Force Evaluation Essays Rating scales Forced Choice Method Ranking New Methods of Evaluation Critical incident appraisal Work standard method Management by objectives Behavioral anchored rating scale Family measures as a method of sales force performance evaluation
- 12. Evaluating Sales Force Performance 12 Monitoring and Reviewing Sales Force Performance Sales force performance can be measured with the help of… Sales reports Invoices Order forms Accounting records Direct interaction
- 13. Evaluating Sales Force Performance 13 Summary Sales force performance Determinants of sales force performance Performance evaluation Information sources for evaluation Criteria for the evaluation of Sales force performance Establishing performance standards Methods of sales force evaluation Monitoring and reviewing of sales force performance
- 14. Thank you