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MARKETING MANAGEMENT - PROMOTION DECISION

MOTIVATING AND LEADING THE SALES FORCE - Sales Force Decision

   Posted On :  19.06.2018 07:50 am

There are several rules which help a sales manger in developing sales force through motivation and leadership.

MOTIVATING AND LEADING THE SALES FORCE
 
There are several rules which help a sales manger in developing sales force through motivation and leadership.
 

Rule 1

 
Work with sales team and not as members of groups. To achieve this, do the following :
 
ՖՖ  Know your sales force personally
 
ՖՖ  Give extra time for discussion and personal problem solving.
 
ՖՖ  Do proper home work on sales assignments, be clear to the point of a fault, avoiding personal affront.
 
ՖՖ   Explain your reason for change in territory and product likings. Change is always for the better.
 
Learn from your sales force about their hopes, aspirations, abilities and self worth.




ՖՖ            Develop creative personality traits for example : Self esteem, self confidence, self worth to become a self starter and freedom from fear of failures.
 
ՖՖ            Assume responsibility for mistakes, that is, be pro-active.
 
ՖՖ            Be internally motivated.
 
 

Rule 2

 
 
ՖՖ            Set high standards but realistic ones for your sales force.
 
ՖՖ            Set high personal examples and accept mistakes as errors of judgment.
 
 
ՖՖ            Ensure frankness in criticism which is self rewarding and educating to others.
 

Rule 3

 
 
Ensure that sales force are collaborative among themselves, that isthey work as a team and make full use of each other for collective goal achievement through.
 
ՖՖ                    Good means of communication, open and purposive.
 
ՖՖ                    Fostering full co-operation among seniors and juniors.
 
ՖՖ                    Developing individual capabilities, creative attitude and respect for each employee.
 
ՖՖ                    Encourage juniors to settle their own grievances themselves, rather than letting them rush up to you.
 

Rule 4

 
Fight for your people and for your ideas :
 
ՖՖ                    You are responsible for people under you ; so protect and promote them.
 
ՖՖ                    Support the men in trouble, don’t be afraid of telling the faults of superiors against the juniors.
 
ՖՖ                    Help them in progress, get promotions, get noticed and remunerated.

Rule 5

 
ՖՖ                    Retain the principle of accountability as a check on exercise of delegated authority.
 
ՖՖ                    Promote the right ‘men’, pay right salaries and perks and put them in positions as deserved by them.
 
ՖՖ                    Pursue the policy of promotion from within as a win-win strategy.
 
ՖՖ                    Accept sales force feelings. Encourage them to open up, to address you as a friend in reed.
Tags : MARKETING MANAGEMENT - PROMOTION DECISION
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