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1. Determining the factors that affect sales
force performance
 Purpose and reasons
 Information sources of evaluation
 Company records
 Customers
 Managers field visit
 Reports from salesmen
 Manager’s personal insights
2. Criteria for evaluation of sales force
performance.
 Qualitative
 Territory management
 Personality traits
 Sales skills
 Quantitative
 Sales volume
 Average call per day
 Sales orders
 Gross profits obtained from new customers
3. Establishing performance standards
 Qualitative standards
 Quantitative standards
 Time based standards
 Cost based standards
 Record performance
4. Methods for sales force evaluation
 Essay
 Rating scales
 Forced choice method
 Ranking
 MBO
 Work standards methods

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Sales force evaluation

  • 1.
  • 2. 1. Determining the factors that affect sales force performance  Purpose and reasons  Information sources of evaluation  Company records  Customers  Managers field visit  Reports from salesmen  Manager’s personal insights
  • 3. 2. Criteria for evaluation of sales force performance.  Qualitative  Territory management  Personality traits  Sales skills  Quantitative  Sales volume  Average call per day  Sales orders  Gross profits obtained from new customers
  • 4. 3. Establishing performance standards  Qualitative standards  Quantitative standards  Time based standards  Cost based standards  Record performance 4. Methods for sales force evaluation  Essay  Rating scales  Forced choice method  Ranking  MBO  Work standards methods