Sales force management involves analyzing, planning, implementing, and controlling activities related to a company's sales force. It includes designing sales force strategies and structures as well as recruiting, selecting, training, compensating, supervising, and evaluating salespeople. Recent trends in sales force management include a global perspective, technological advances, customer relationship management, sales force diversity, team selling approaches, and managing multiple sales channels. Sales force automation systems allow salespeople to work more effectively using technologies like laptops, smartphones, and customer relationship management software.

1. Prepared by,
DEVIKAAK
TRIMESTER-4
RAJADHANI BUSINESS SCHOOL

2. SALES FORCE MANAGEMNET
‘’Sales force management as analyzing, planning,
implementing, and controlling sales force activities. It
includes designing sales force strategy and structure, as well
as recruiting, selecting, training, compensating, supervising,
and evaluating the firm's salespeople.’’

3. STEPS IN SALES FORCE
MANAGEMENT
Recruiting and selecting salespeople.
Training salespeople.
Compensating salespeople.
Supervising and motivating salespeople.
Evaluating salespeople and sales force
performance

4. RECENT TRENDS IN SALES FORCE
MANAGEMENT
EMERGING TRENDS IN SALES FORCE
MANAGEMENT
 Global perspective.
Technological revolution
Customer relationship management.
Sales force diversity.
Team selling approach.
Managing multi channels.
Ethical and social issues.

6. SALES FORCE AUTOMATION
SYSTEM
 Sales force automation systems are computerized , digitalized
sales force operations that let salespeople work more
effectively anytime ,anywhere.
 Companies now routinely equip their salespeople with
technologies such as laptops, smart phones, wireless web
connections,webcams, and customer-contact and relationship
management software armed with these technologies
salespeople can more effectively and efficiently profile their
customers.

7. SALES FORCE AUTOMATION
SOFTWARES

8. BENEFITS OF SALES FORCE
AUTOMATION
 Smartens business and drive performance.
Increase productivity and profitability.
Maximize return on investments.
Save time.
Avoid bad scheduling.
Easy centralization and tracking of customers.
Easy and fast sales report generation.