The document discusses various aspects of sales force management including prospecting, characteristics of a good prospect, methods of prospecting, recruiting and selecting sales representatives, training sales representatives, compensating sales representatives, supervising and motivating sales representatives, and evaluating sales representatives. Specifically, it outlines the steps involved in prospecting, importance of prospecting, characteristics of a good prospect, and methods of prospecting. It also describes key considerations for recruiting, selecting, training, compensating, supervising, motivating and evaluating sales representatives.

2. IN NEXT 20 MINS ….

3. PROSPECTING

4. Objectives
 Effective selling.
 Characteristic of a good qualified prospect
 Prospect be identified
 Organization’s promotional program
 Aid to salesperson.

5. Steps involved in prospecting
• Developing the Right Attitude
• Studying Your Target Market
• Create An Innovative Prospecting Process
• Set Up Your Meetings At New Places
• Maintaining Communication With New Tools

6. Importance of Prospecting
Prospecting the important process of
locating potential customers for a
product or service, is critical whether you
are new or seasoned sales professional.

7. Characteristic of a Good Prospect
• Prospect actually begins with locating a
lead, a person or an organization that
may or may not have what it takes to be
true prospect.
• Some people mistakenly consider every
lead a prospect without first taking the
time to see whether these people really
provide an opportunity to make a sale.

8. Characteristic of a Good Prospect
• Does the lead have want or a need that
purchase of my products or services can
satisfy?
• Does the lead have the ability to pay?
• Does the lead have the authority to buy?
• Can the lead be approach favourably
• Is the lead eligible to buy?

9. Methods Of Prospecting

10. Characteristics

11. SALES FORCE MANAGEMENT

12. SALES MANAGEMENT
Means the planning, direction and control of personal
selling, including recruiting, selecting, equipping,
assigning, routing, supervising, paying and motivating
as these tasks apply to personal sales force.

13. MANAGING THE SALES FORCE
Evaluating Sales People
Supervising and Motivating Sales People
Compensating Sales People
Training Sales People
Recruiting and Selecting Sales People
Designing Sales Force Strategy and Structure

14. DESIGNING SALES FORCE STRATEGY AND
STRUCTURE
Sales force strategy
Sales force structure
Sales force size
Territorial
Product
Customer

15. RECRUITING AND SELECTING SALES
REPRESENTATIVES
•Enthusiasm and Self- Confidence
•Persistence
•Initiative
•Job Commitment
Some Characteristics of
Salesperson
Recruiting Procedure
Salesperson Selection
Process
•Current Salesperson
•Employment Agencies
•Classified Ads
•College Campuses
•Sales Aptitude
•Analytical & Organizational Process Skills
•Personality Traits
• Other Characteristics

16. TRAINING THE SALES REPRESENTATIVES
Help sales people know & Identify with the company
Learn How the product works
Learn about Competitors and Customers Characteristics
Learn How to make effective presentations
Understand field procedure and responsibilities

17. COMPENSATING SALES
REPRESENTATIVES
Components of
compensation
Salary
Benefits Bonus
commission

18. SUPERVISING AND MOTIVATING SALES
REPRESENTATIVES
• Directing the sales force
• Identify customer targets and
set call norms
• Develop prospect targets
• Use sales time efficiently
– Annual Call schedule
– Time and Duty Analysis
– Sales force automation
Supervising Sales Force Motivating Sales force
• Organizational Atmosphere
• Sales Quota
• Positive Incentives
– Trips
– Honors
– Merchandise/Cash
– Awards

19. EVALUATION OF SALES
REPRESENTATIVES
Source Of
Information
Call Report
Work plan
Expense
Report
Sales
Report
Annual
Territorial
marketing plan

20. Thank you :D