The document discusses sales force management. It defines sales force management as analyzing, planning, implementing and controlling sales force activities. It discusses the different types of sales force structures including territorial, product, and customer structures. It also outlines the major steps in managing a sales force, which include selection, training, compensation, motivation and evaluation of salespeople.

1. Submitted by:
Tanmay Kandpal
Chetna Gupta
Anila Singh
Anisha Dhingra
Chetan Arora
Rishabh Lakhna

2. Sales force management refers to the
management of sales force.
It is defined as analyzing, planning,
implementing and controlling sales force
activities.
 Size: Can range from tens to tens of
thousands.
Managing the sales force involves five major
steps which are as follows:

4. There are the kinds of sales force structures:
1. Territorial sales force structure: One kind of
product
2. Product Sales force Structure: Numerous and
complex products
3. Customer Sales force Structure

5. • Finding the best person suitable for the job
• Generally top 30% of the sales force brings
60% of the sales
• Poor selection can be a costly affair
• Continuous motivation of the selected staff
o With money
o From recognition
o Form competing and winning

6. TRAINING:
New sales person may take weeks, months or
may be a year to get trained
Companies also provide seminars sales
meetings and e-learning programs
COMPENSATING:
To attract good salespeople a company must
have an appealing compensation plan.
What should be fixed amount and the
variable salary amount.

7. • Approach managing a company’s interaction
with current and potential future customers .
• Helps businesses to learn more about their
target audiences and how to best cater their
needs .

8. Sales Force Automation
 Forecasting, Recording Sales, KeepingTrack
of potential interactions.
 Better Revenue generation opportunities.
Human Resource Management
 Involves Efficient and correct use of human
resources.
 Making sure that the Skill set matches the
task assigned according to Job Profile.

9. Lead Management
 Track of sales as well as their distribution.
 Efficient management of
a. Campaigns
b. Designing customized forms
c. Finalizing the mailing lists
d. Several other elements

10. Customer Service
 Collecting customer information and data.
 Studying Purchase patterns of the customer.
 Providing collected information to the
concerned departments.

12.  Company philosophy echoes in tagline “ MAKING
BETTER OUR SERVICE PROMISED”
 AB HER WISH HOGI PURI
 Flipkart has customer centric approach to
management
 Pioneer in initiating the sceptical indian shopper
into online retailer
 Built itself on core foundation of Reliability
,Quickness , variety and quality
 Good customer service enables Flipkart to enjoy
high level of customer satisfaction which generate
repeat business and assure positive word of mouth

13.  Technological support at operation level to facilitate CRM
 Support regular sales functions and help users to perform
administrative and other tasks
 Transforms routine manual process to automated process
 Attainment and storage of all kind of information is done
 Receive order and manage order in easy and trimly fashion
 Calendering and routing table helps sales representative
to reduce downtime and increase their own production
 Customer demographic analysis is done by segmentation
as customers are of different categories.

14. McDonald's Corporation is the world's largest chain of
hamburger fast food restaurants, serving more than
58 million customers daily.The business began in
1940, with a restaurant opened by brothers Richard
and Maurice McDonald in San Bernardino,
California.
Vision statement of Mc Donald’s is to beWorld’s best
quick service restaurant.
Best in terms of Quality, service, cleanliness and
value.

15.  Localisation
 Feedback and suggestion form available at
each outlet
 Information about upcoming products on
their website
 Priced at a value that largest segment can
afford.

16.  CEO- Michael dell
 Registered as PC’s limited in 1984 .
 Sold IBM PC – compatible computers .
 Known for its innovative customer service
and product custom configuration .
 It is not an inside- out company but outside
in.

17.  Most successful and profitable computer
corporations in history .
 One concept- sell computers directly to
consumers.
 Customers are global wide and range from
individuals, small and large businesses,
institutional organizations.

18. Largest market share in the cell phone
industry
Well designed CRM
Benefits of CRM
 Improve customer satisfaction
 Share customer information more easily
 Increase sales by up selling and cross selling other
products
 Identify most profitable and unprofitable customers

19.  What is Salesforce.com?
 Easy to use for both Large and Small scale
Industry
 Easy to Access
 Currently one of the best CRM Platform.

20.  Google
 Quora
 Wiki
 Book Principles of marketing (Philip Kotler &
Gary Armstrong)

21. ThankYou!!!