Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
1. Determining the factors that affect sales
force performance
 Purpose and reasons
 Information sources of evaluation
...
2. Criteria for evaluation of sales force
performance.
 Qualitative
 Territory management
 Personality traits
 Sales s...
3. Establishing performance standards
 Qualitative standards
 Quantitative standards
 Time based standards
 Cost based...
Sales force evaluation
Upcoming SlideShare
Loading in …5
×

Sales force evaluation

2,495 views

Published on

  • Be the first to comment

Sales force evaluation

  1. 1. 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. 2. 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. 3. 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

×