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1. Presented by
Dr.S.Chandrasekaran MBA,M.Phil,UGC-NET,Ph.D
Associate Professor
Saveetha School of Management
Saveetha Institute of Medical and Technical
Sciences (Deemed to be University)
ME03003004– SALES AND DISTRIBUTION MANAGEMENT

2. • UNIT – 3: SALES FORCE MANAGEMENT
• Recruitment and selection of sales force;
Training, Motivating and Compensating the
sales force;
• Controlling the sales force

3. Sales force management
• Sales Force Management (SFM) is a
sub-system of marketing management. It is
Sales Management that translates the
marketing plan into marketing performance.
• Actually sales force management does much
more than serving as the muscle behind
marketing management.

4. • Personal selling is a very important
component of the marketing activity. The
success of a business concern depends
considerably upon the performance of its
salesperson.
• A salesperson not only communicates product
information to customers but also relays the
reactions of customers towards company and
its products to his employer.

5. Sales force management

7. Recruitment and selection of sales
force

8. Training,
• Training is teaching, or developing in oneself
or others, any skills and knowledge or fitness
that relate to specific useful competencies

9. Why is training salesman important?
• Sales training are beneficial in identifying the
weakness of the salespeople and
encouraging them to get back on track. For
sharpening the Skills of Sales force – Sales is all
about using right skills (be it communication
skills, relationship building or negotiation
skills) at the right time.

11. Motivating and Compensating the sales
force;

16. Types of compensation plan

19. • https://www.googlesir.com/types-of-sales-co
mpensation-plans/

20. Controlling the sales force

23. Research framework