Managing the Sales Force
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The document discusses managing a sales force including designing the sales force structure, recruiting and selecting sales representatives, training the sales force, supervising and motivating sales representatives, and evaluating sales force performance. It also covers personal selling principles such as developing sales professionalism, negotiation skills, and relationship marketing strategies. The objectives of managing the sales force are to meet sales and profitability targets, satisfy customers, and improve selling, negotiation, and relationship-building abilities.
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Kotler16 Basic
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sdmfinal-150520065705-lva1-app6892 (2).pdf
Sales quotas are sales goals set by companies for marketing and sales units over a period of time. They are used to control performance, motivate salespeople by linking quotas to compensation, and identify company strengths and weaknesses. There are different types of quotas including sales volume quotas stated in rupees, units or points, financial quotas related to gross margin and expenses, and activity quotas related to non-selling tasks. Quotas are most effective when used in combination, such as linking activity quotas to sales volume and financial quotas. Setting appropriate quotas allows companies to monitor performance while encouraging salespeople.
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