Download to read offline
![SDM Unit I [Autosaved].pptx Fundamentals of Sales](https://cdn.slidesharecdn.com/ss_thumbnails/sdmunitiautosaved-251226051246-8f486dde-thumbnail.jpg?width=640&height=640&fit=bounds)
Sales and Distribution management Unit 3.pdf
- 1. Presented by Dr.S.Chandrasekaran MBA,M.Phil,UGC-NET,Ph.D AssociateProfessor 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 sellingis 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.
- 7. Recruitment and selectionof sales force
- 8. Training, • Training isteaching, or developing in oneself or others, any skills and knowledge or fitness that relate to specific useful competencies
- 9. Why is trainingsalesman 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 Compensatingthe sales force;
- 16.
- 19.
- 20.
- 23.