SlideShare a Scribd company logo
1 of 14
 It is a tool that can enhance the way in
which organization is managed.
 It allow employees to be recognized for good
performance and provide recommendation
for further improvement.
 Evaluation involves comparing the objective
given to the sales force with the actual
results achieve at the end of particular time
period.
 Evaluation also provide feedback to sales
personnel and managers about any inherent
weakness in the selling approach.
 To be aware of company objective
 To improve plan e motivation and skills
 To appraise past performance
 To develop sales plan to increase future sales
 Quantitative
 Sales volume
 Average call per day
 Sales orders
 Ratio of selling cost to sales
 Gross profit obtain from new customers
 Qualitative
 Sales skills
 Territory management
 Personal skills
Determine factors that influence sales
force performance
Select the criteria for sales
force evaluation
Establish performance
standards
Compare sales
force performance
Performance
review and
feedback
Evaluation
Process
 Company record
 Reports from sales persons
 Customers
 Manager’s field visit
 Managers personal insights
 Other sources (distributor, published source,
electronic source)
 Cost based standard
 Time based standard
 Quality standard
 Quantity standard
 Essays( sales manager describe the performance
of sales people in some paragraph)
 Rating scales(sales manager identifies certain
specific criteria for a particular type of job. It is
based on personality traits, behavioral factors)
 Forced choice methods(in this the sales
manager is asked to go through groups of
statements and select those that best explain
the individual. The rater is forced to choose
what describe the salesperson best from a group
of all negative and positive statements.
 Ranking
 Critical incident appraisal( the sales manager keep
note of the positive and negative behavior of the
sales person. During the time of performance
evaluation, he discuss the actual behavior with the
sales person instant of debating on the personality
traits and interpretation.)
 Work standards methods(the sales manager prepare
the a comprehensive list of all the activities and job
duties that the salesman must perform and evaluate
them according to the list)
 MBO(focused on the end results)
 Behavioral anchor rating scales(BARS)( in this the
most suitable behavior needed in carrying out a
particular type of job is identified and anchored on a
rating scale.
 Terminations should be the last resort
 STEPS
 1. Find out needs and problems
 Must use proactive approach to determine above
 2. Program of support that is matching with
needs and problems
 3. Leadership
 4. Understand constraints

More Related Content

What's hot

Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management Citibank N.A.
 
Marketing - Pricing
Marketing - PricingMarketing - Pricing
Marketing - Pricingtutor2u
 
Selection of channel partners
Selection of channel partnersSelection of channel partners
Selection of channel partnersKritika Ohri
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementPeleZain
 
RETAIL MERCHANDISING MANAGEMENT PROCESS
RETAIL MERCHANDISING MANAGEMENT PROCESSRETAIL MERCHANDISING MANAGEMENT PROCESS
RETAIL MERCHANDISING MANAGEMENT PROCESSNagarjuna Kalluru
 
Designing channel systems
Designing channel systemsDesigning channel systems
Designing channel systemsNishant Agrawal
 
IMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh MishraIMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh MishraAmitabh Mishra
 
Evaluating channel performance ppt @ bec doms bagalkot
Evaluating channel performance ppt @ bec doms bagalkotEvaluating channel performance ppt @ bec doms bagalkot
Evaluating channel performance ppt @ bec doms bagalkotBabasab Patil
 
Designing and managing integrated marketing channels
Designing and managing integrated marketing channelsDesigning and managing integrated marketing channels
Designing and managing integrated marketing channelsPranjal Mathur
 
Retail Management Information System
Retail Management Information SystemRetail Management Information System
Retail Management Information SystemSurendher Emrose
 
Evaluation and control of marketing effort
Evaluation and control of marketing effortEvaluation and control of marketing effort
Evaluation and control of marketing effortzailunnito
 
Strategic issues in service marketing
Strategic issues in service marketingStrategic issues in service marketing
Strategic issues in service marketingdeepu2000
 
Building customer satisfaction, value, and retention (1)
Building customer satisfaction, value, and retention (1)Building customer satisfaction, value, and retention (1)
Building customer satisfaction, value, and retention (1)Advent Institute
 
Organising and Staffing the Salesforce
Organising and Staffing the SalesforceOrganising and Staffing the Salesforce
Organising and Staffing the SalesforceSameer Chandrakar
 

What's hot (20)

Introduction to sales management
Introduction to sales management Introduction to sales management
Introduction to sales management
 
Marketing - Pricing
Marketing - PricingMarketing - Pricing
Marketing - Pricing
 
Selection of channel partners
Selection of channel partnersSelection of channel partners
Selection of channel partners
 
Retail management
Retail managementRetail management
Retail management
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing Management
 
RETAIL MERCHANDISING MANAGEMENT PROCESS
RETAIL MERCHANDISING MANAGEMENT PROCESSRETAIL MERCHANDISING MANAGEMENT PROCESS
RETAIL MERCHANDISING MANAGEMENT PROCESS
 
Designing channel systems
Designing channel systemsDesigning channel systems
Designing channel systems
 
IMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh MishraIMC PLANNING by Amitabh Mishra
IMC PLANNING by Amitabh Mishra
 
Evaluating channel performance ppt @ bec doms bagalkot
Evaluating channel performance ppt @ bec doms bagalkotEvaluating channel performance ppt @ bec doms bagalkot
Evaluating channel performance ppt @ bec doms bagalkot
 
Designing and managing integrated marketing channels
Designing and managing integrated marketing channelsDesigning and managing integrated marketing channels
Designing and managing integrated marketing channels
 
9. CRM in Retail
9. CRM in Retail9. CRM in Retail
9. CRM in Retail
 
Retail Management Information System
Retail Management Information SystemRetail Management Information System
Retail Management Information System
 
Evaluation and control of marketing effort
Evaluation and control of marketing effortEvaluation and control of marketing effort
Evaluation and control of marketing effort
 
Ge matrix
Ge matrixGe matrix
Ge matrix
 
Pricing of services
Pricing of servicesPricing of services
Pricing of services
 
Marketing strategy
Marketing strategyMarketing strategy
Marketing strategy
 
Strategic issues in service marketing
Strategic issues in service marketingStrategic issues in service marketing
Strategic issues in service marketing
 
Building customer satisfaction, value, and retention (1)
Building customer satisfaction, value, and retention (1)Building customer satisfaction, value, and retention (1)
Building customer satisfaction, value, and retention (1)
 
Marketing Channel Structure and Functions
Marketing Channel Structure and FunctionsMarketing Channel Structure and Functions
Marketing Channel Structure and Functions
 
Organising and Staffing the Salesforce
Organising and Staffing the SalesforceOrganising and Staffing the Salesforce
Organising and Staffing the Salesforce
 

Viewers also liked

Market integration
Market integrationMarket integration
Market integrationjp sivam
 
Project On Sales Force Structure Of Hdfc Bank Ltd
Project On Sales Force Structure Of Hdfc Bank LtdProject On Sales Force Structure Of Hdfc Bank Ltd
Project On Sales Force Structure Of Hdfc Bank Ltddebalinachoudhury
 
Rural marketing research new
Rural marketing research newRural marketing research new
Rural marketing research newRamendra Tripathi
 
12-designing-channel-systems
 12-designing-channel-systems 12-designing-channel-systems
12-designing-channel-systemsManilyn Angel
 
Distribution channel of ITC Cigarette
Distribution channel of ITC CigaretteDistribution channel of ITC Cigarette
Distribution channel of ITC CigarettePurav Patel
 
Fbdb6 evaluation of channel members
Fbdb6 evaluation of channel membersFbdb6 evaluation of channel members
Fbdb6 evaluation of channel membersSunita Kumari
 
ITC Sunfeast: Sales and Distribution
ITC Sunfeast: Sales and DistributionITC Sunfeast: Sales and Distribution
ITC Sunfeast: Sales and DistributionAmitanshu Srivastava
 
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...watak manga pilu
 
Marketing Channels
Marketing ChannelsMarketing Channels
Marketing ChannelsJyoti Batra
 
Market Structure and Types of Market Structure
Market Structure and Types of Market StructureMarket Structure and Types of Market Structure
Market Structure and Types of Market StructureMithilesh Trivedi
 

Viewers also liked (13)

Market integration
Market integrationMarket integration
Market integration
 
Project On Sales Force Structure Of Hdfc Bank Ltd
Project On Sales Force Structure Of Hdfc Bank LtdProject On Sales Force Structure Of Hdfc Bank Ltd
Project On Sales Force Structure Of Hdfc Bank Ltd
 
Rural marketing research new
Rural marketing research newRural marketing research new
Rural marketing research new
 
12-designing-channel-systems
 12-designing-channel-systems 12-designing-channel-systems
12-designing-channel-systems
 
Rural Marketing Strategies, Market Research
Rural Marketing Strategies, Market ResearchRural Marketing Strategies, Market Research
Rural Marketing Strategies, Market Research
 
ITC- Distribution Channel
ITC- Distribution ChannelITC- Distribution Channel
ITC- Distribution Channel
 
Distribution channel of ITC Cigarette
Distribution channel of ITC CigaretteDistribution channel of ITC Cigarette
Distribution channel of ITC Cigarette
 
Fbdb6 evaluation of channel members
Fbdb6 evaluation of channel membersFbdb6 evaluation of channel members
Fbdb6 evaluation of channel members
 
ITC Sunfeast: Sales and Distribution
ITC Sunfeast: Sales and DistributionITC Sunfeast: Sales and Distribution
ITC Sunfeast: Sales and Distribution
 
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...
Agriculture Marketing (Mkt165) chapter 2-problem & characteristic of agri mar...
 
Marketing Channels
Marketing ChannelsMarketing Channels
Marketing Channels
 
Channel conflicts
Channel conflictsChannel conflicts
Channel conflicts
 
Market Structure and Types of Market Structure
Market Structure and Types of Market StructureMarket Structure and Types of Market Structure
Market Structure and Types of Market Structure
 

Similar to Evaluation of channel performance

KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKetan Thakur
 
Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation NazimAhmad6
 
Performance evaluation
Performance evaluation Performance evaluation
Performance evaluation NazimAhmad6
 
Performance evaluation dr.jadeja
Performance evaluation dr.jadejaPerformance evaluation dr.jadeja
Performance evaluation dr.jadejaSmital Patel
 
evaluation & appraisal of sales force
 evaluation & appraisal of sales force evaluation & appraisal of sales force
evaluation & appraisal of sales forceUrvashi Baghel
 
Hrm performance & potential appraisal
Hrm    performance & potential appraisalHrm    performance & potential appraisal
Hrm performance & potential appraisalReelwan Jibrin
 
Sales & distribution management
Sales & distribution managementSales & distribution management
Sales & distribution managementAnjali Das V.M
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notesShruti Jhunjhunwala
 
Mgmt440 T07 Performance Appraisal
Mgmt440 T07 Performance AppraisalMgmt440 T07 Performance Appraisal
Mgmt440 T07 Performance Appraisalsatyam mishra
 
Introduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing AssessmentsIntroduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing AssessmentsHenry Lawson
 
Corp.stratagy planning - a guide
Corp.stratagy planning - a guideCorp.stratagy planning - a guide
Corp.stratagy planning - a guideCarole Rayner
 
Marketing strategy planning
Marketing strategy planningMarketing strategy planning
Marketing strategy planningmichbuble
 
Marketing strategy planning
Marketing strategy planningMarketing strategy planning
Marketing strategy planningmichbuble
 
Performance appraisals and management
Performance appraisals and managementPerformance appraisals and management
Performance appraisals and managementTanzeela Munawar
 
performance appraisals and management
performance appraisals and managementperformance appraisals and management
performance appraisals and managementMohamed Abdelshafy
 

Similar to Evaluation of channel performance (20)

KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakur
 
Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation
 
Performance evaluation
Performance evaluation Performance evaluation
Performance evaluation
 
SM PPT.pptx
SM PPT.pptxSM PPT.pptx
SM PPT.pptx
 
Performance evaluation dr.jadeja
Performance evaluation dr.jadejaPerformance evaluation dr.jadeja
Performance evaluation dr.jadeja
 
Chapter 16
Chapter 16Chapter 16
Chapter 16
 
evaluation & appraisal of sales force
 evaluation & appraisal of sales force evaluation & appraisal of sales force
evaluation & appraisal of sales force
 
Hrm performance & potential appraisal
Hrm    performance & potential appraisalHrm    performance & potential appraisal
Hrm performance & potential appraisal
 
Sales & distribution management
Sales & distribution managementSales & distribution management
Sales & distribution management
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes
 
Category Management
Category Management Category Management
Category Management
 
Mgmt440 T07 Performance Appraisal
Mgmt440 T07 Performance AppraisalMgmt440 T07 Performance Appraisal
Mgmt440 T07 Performance Appraisal
 
Sales Force Effectiveness Analysis
Sales Force Effectiveness AnalysisSales Force Effectiveness Analysis
Sales Force Effectiveness Analysis
 
Introduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing AssessmentsIntroduction To Lawson Sales & Marketing Assessments
Introduction To Lawson Sales & Marketing Assessments
 
Corp.stratagy planning - a guide
Corp.stratagy planning - a guideCorp.stratagy planning - a guide
Corp.stratagy planning - a guide
 
Marketing strategy planning
Marketing strategy planningMarketing strategy planning
Marketing strategy planning
 
Marketing strategy planning
Marketing strategy planningMarketing strategy planning
Marketing strategy planning
 
Performance appraisals and management
Performance appraisals and managementPerformance appraisals and management
Performance appraisals and management
 
performance appraisals and management
performance appraisals and managementperformance appraisals and management
performance appraisals and management
 
Evaluating
EvaluatingEvaluating
Evaluating
 

More from Richa Singhvi

Customer satisfaction for hero honda with test
Customer satisfaction for hero honda with testCustomer satisfaction for hero honda with test
Customer satisfaction for hero honda with testRicha Singhvi
 
Case study on perception
Case study on perceptionCase study on perception
Case study on perceptionRicha Singhvi
 
Sales force evaluation
Sales force evaluationSales force evaluation
Sales force evaluationRicha Singhvi
 
7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issuesRicha Singhvi
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudiesRicha Singhvi
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudiesRicha Singhvi
 
1 who i_am_makes_a_difference
1 who i_am_makes_a_difference1 who i_am_makes_a_difference
1 who i_am_makes_a_differenceRicha Singhvi
 
1331275663.5053 organizational structure
1331275663.5053 organizational structure1331275663.5053 organizational structure
1331275663.5053 organizational structureRicha Singhvi
 
Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Richa Singhvi
 

More from Richa Singhvi (13)

Customer satisfaction for hero honda with test
Customer satisfaction for hero honda with testCustomer satisfaction for hero honda with test
Customer satisfaction for hero honda with test
 
Marketing mix ppt
Marketing mix pptMarketing mix ppt
Marketing mix ppt
 
Case study on perception
Case study on perceptionCase study on perception
Case study on perception
 
Curriculum vitae
Curriculum vitaeCurriculum vitae
Curriculum vitae
 
Sales force evaluation
Sales force evaluationSales force evaluation
Sales force evaluation
 
Hr competencies.ppt
Hr competencies.pptHr competencies.ppt
Hr competencies.ppt
 
7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues7 current-and-emerging-ethical-issues
7 current-and-emerging-ethical-issues
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudies
 
Steps4 analyzingcasestudies
Steps4 analyzingcasestudiesSteps4 analyzingcasestudies
Steps4 analyzingcasestudies
 
1 who i_am_makes_a_difference
1 who i_am_makes_a_difference1 who i_am_makes_a_difference
1 who i_am_makes_a_difference
 
1331275663.5053 organizational structure
1331275663.5053 organizational structure1331275663.5053 organizational structure
1331275663.5053 organizational structure
 
Survival strategy for unorganised retailers
Survival strategy for unorganised retailers Survival strategy for unorganised retailers
Survival strategy for unorganised retailers
 
Application formphd
Application formphdApplication formphd
Application formphd
 

Evaluation of channel performance

  • 1.
  • 2.  It is a tool that can enhance the way in which organization is managed.  It allow employees to be recognized for good performance and provide recommendation for further improvement.  Evaluation involves comparing the objective given to the sales force with the actual results achieve at the end of particular time period.  Evaluation also provide feedback to sales personnel and managers about any inherent weakness in the selling approach.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.  To be aware of company objective  To improve plan e motivation and skills  To appraise past performance  To develop sales plan to increase future sales
  • 8.  Quantitative  Sales volume  Average call per day  Sales orders  Ratio of selling cost to sales  Gross profit obtain from new customers  Qualitative  Sales skills  Territory management  Personal skills
  • 9. Determine factors that influence sales force performance Select the criteria for sales force evaluation Establish performance standards Compare sales force performance Performance review and feedback Evaluation Process
  • 10.  Company record  Reports from sales persons  Customers  Manager’s field visit  Managers personal insights  Other sources (distributor, published source, electronic source)
  • 11.  Cost based standard  Time based standard  Quality standard  Quantity standard
  • 12.  Essays( sales manager describe the performance of sales people in some paragraph)  Rating scales(sales manager identifies certain specific criteria for a particular type of job. It is based on personality traits, behavioral factors)  Forced choice methods(in this the sales manager is asked to go through groups of statements and select those that best explain the individual. The rater is forced to choose what describe the salesperson best from a group of all negative and positive statements.  Ranking
  • 13.  Critical incident appraisal( the sales manager keep note of the positive and negative behavior of the sales person. During the time of performance evaluation, he discuss the actual behavior with the sales person instant of debating on the personality traits and interpretation.)  Work standards methods(the sales manager prepare the a comprehensive list of all the activities and job duties that the salesman must perform and evaluate them according to the list)  MBO(focused on the end results)  Behavioral anchor rating scales(BARS)( in this the most suitable behavior needed in carrying out a particular type of job is identified and anchored on a rating scale.
  • 14.  Terminations should be the last resort  STEPS  1. Find out needs and problems  Must use proactive approach to determine above  2. Program of support that is matching with needs and problems  3. Leadership  4. Understand constraints