Management theory

1. Managing & Designing Sales Force Presented by Abhishekjangid Nidhijani Sumityadav Silky batla Raghunandansharma

2. Importance Of Sales WITHOUT UNDERSTANDING THE IMPORTANCE OF THE WORD “SALES” WE CAN NOT GET AN EFFECTIVE RESULT IN ANY AREA WHICH IS RELATED TO SALES. SALES TOTALLY DEPENDS ON THE TRICKS AND STRATEGIES

3. Objectives Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills.

4. Managing Sales Force

5. The successful salesperson Cares First for the customer Second for the product

7. Order taker

8. Missionary

9. Technician

10. Demand creator

12. Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Types of sales force structures: Territorial Product Market Complex

13. Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Workload approach: Group customers by volume Establish call frequencies Calculate total yearly sales call workload Calculate average number of calls/year Calculate number of sales representatives

14. Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Four components of compensation: Fixed amount Variable amount Expense allowances Benefits Compensation plans Straight salary Straight commission Combination

16. Training

17. Supervising

18. Motivating

20. Risk taking

21. Sense of mission

22. Problem solving

23. High energy level

24. Self Confidence

25. Ego drive

26. Planner

29. Travel

30. Selling

34. Personal Selling Principles Major Aspects Sales professionalism Negotiation Relationship marketing Reps need skills for effective negotiation Negotiation is useful when certain factors characterize the sale Negotiation strategy Principled BATNA

35. Personal Selling Principles Major Aspects Sales professionalism Negotiation Relationship marketing Building long-term supplier-customer relationship. Companies are shifting focus away from transaction marketing to relationship marketing

36. In business you don’t Get what you deserve You get what you negotiate

37. Case Study

38. Company background Selling premium life style products like water purifiers and vacuum cleaners which bring better health to the families of their customers. The pioneer of Direct Sales in India. 5500 salespersons working for Eureka Forbes. Impressive turnover of Rs. 6.1 Billion. Eureka Forbes is Ranked as No. 1 in India for "Enterprise driven Knowledge Culture" by the MAKE Awards which are the "Oscar Awards" in the world of Knowledge.

39. Strategy Followed a marketing system very different from those adopted by most consumer product companies. It did not set up a dealer network to sell its products but it set up a "Direct Sales" system instead. Acquiring customers not by luring them into the stores through discounts and offers but by contacting them in the comfort of their homes. Their slogan is 'Your friend for life' .

40. Designing & Managing Sales Force For 80% of customers, They have a service centre within 5 km radius. Believe in “Earning, Learning, Pride and Fun”. Have an in-house "Academy of Learning" and also have tie-ups with business schools . At Eureka Forbes, the salesman is king. Eureka Forbes cuts out the middleman and instead uses a team of young salespeople to give in-house product demonstrations and convince consumers of a need that they didn't know they had.

41. Designing & Managing Sales Force New hires undergo three weeks of training, including sections on grooming, product demonstration and closing a sale. After six months or minimum sales of 60 units salespeople are given motorcycles to use for sales calls. Their salary is 60% commission based, with top talent earning up to 24,000 rupees per month.

42. Designing & Managing Sales Force Meetings begin with a singing of the "Euranthem," which sounds like theme song to a television sitcom and includes lyrics such as "We work so hard. We're always on our Aquaguard. Every morning employees receive a text message on their cell phone with an inspirational message, quotation or sales talking point.

43. Conclusion In business, sales personnel serve as the link between a company and its customers. Designing a sales force involves decisions regarding objectives, strategy, structure, and compensation. Once these have been accomplished, a manager must manage its sales representatives by training, supervising, motivating, and evaluating .