The document discusses key aspects of designing an effective sales force including objectives, strategy, structure, size, compensation, and management. It outlines setting objectives like allocating sales reps' time. Strategy can involve direct sales or contractual sales. Structure can be territorial or by product/market. Size is determined by workload approach and call frequencies. Compensation includes fixed salary, variable commissions, and benefits. Managing the sales force involves recruiting, training, supervision, motivation, and evaluation.

1. Kotler Keller Personal Selling

2. Designing a Sales Force Sales force objectives Sales force strategy Sales force structure Sales force size Compensation

3. Sales force Objectives & Strategy Companies need to define the specific objectives they want their sales force to achieve, for eg, a company might want its sales representatives to spend 80% of their time with current customers and 20 % with prospects. Strategy : Direct sales reps / contractual sales force (Commission basis)

4. Sales Tasks Prospecting Targeting Communicating Selling Servicing Information gathering Allocating

5. Sales force sturucture Territorial ( one product line to cusomers in many locaions) Product or market sturucture ( a company that sells many products tomany types of customers) Complex structure.

6. Sales force size Workload Approach Customers are grouped into size classes Desirable call frequencies are established Number of accounts in each size class multiplied by call frequency Average number of calls possible per year established Number of reps equal to total annual calls required divided by number possible

7. Sales force compensation Fixed amount ( salary) Variable amount (Commissions, bonus, or profit sharing) Expense allowances ( Travel) Benefits ( paid vocations, sickness or accident benefits, pensions, and life insurances)

8. Managing the Sales Force Recruiting, selecting Training Supervising Motivating Evaluating

9. What Motivates Sales Reps? Most Rewarding Pay Promotion Personal growth Sense of accomplishment Least Rewarding Liking Respect Security Recognition

10. Steps in Effective Selling Prospecting/ Qualifying Preapproach Approach Presentation Overcoming objections Closing Follow-up