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MARKETING MANAGEMENT - PROMOTION DECISION

OUTLINE FOR COMPILING SALES JOB DESCRIPTIONS - Sales Force Decision

   Posted On :  19.06.2018 07:26 am

Sales supervision consists of giving instructions to sales force and seeing that they are carried out . Good supervision involves the development of skills in working with people and influencing them to do what you want them to do, and do it well.

OUTLINE FOR COMPILING SALES JOB DESCRIPTIONS
 

Sales

 
ՖՖ            Make regular visits
 
ՖՖ            Market the full line
 
ՖՖ            Handle questions and objections
 
ՖՖ            Check finished goods stock
 
ՖՖ            Interpret sales points of the line to the customer
 
ՖՖ            Explain company policy on credit, merchandising, stock rotation, etc.
 
ՖՖ            Get the order
 
ՖՖ            Install product displays and other POP’s
 
ՖՖ            Report product weaknesses, complaints
 
ՖՖ           Handle adjustments, returns, and allowances
 
ՖՖ           Handle request for credit
 
ՖՖ           Handle special orders for customers
 
ՖՖ           Establish priorities, if any
 
 

Territory Management

 
 
ՖՖ       Arrange route for best coverage
 
ՖՖ       Balance effort with the customer against his potential volume
 
ՖՖ       Maintain sales and important territory records.
 
 
 

Sales Promotion

 
 
ՖՖ       Develop new prospects and accounts
 
ՖՖ       Make calls with customer’s salesmen in areas where “stockiest” are in force
 
 
ՖՖTrain the personnel of wholesalers, distributors, stockiest, etc. whenever requested by them.
 

Sales Executives

 
 
ՖՖ       Each right make a daily work plan for the next day.
 
ՖՖ       Organise field activity for minimum travel and maximum calls
 
ՖՖ       Prepare and submit special report on trends, competition
 
ՖՖ       Prepare and submit daily reports to home office.
 
ՖՖ       Collect and submit daily reports to home office.

 ՖՖ      Attend sales meetings
 
ՖՖ        Collect overdue accounts
 
ՖՖ         Collect credit information
 

Goodwill

 
 
ՖՖ       Counsel customers on their problems
 
ՖՖ       Maintain loyalty and respect for the company
 
Source: S. Ramachandran, Field Sales Management, pp. 10-11
 
 

Sales Supervision

 
 
Sales supervision consists of giving instructions to sales force and seeing that they are carried out . Good supervision involves the development of skills in working with people and influencing them to do what you want them to do, and do it well.
 
It is true that salesmen are made, they are not born because, they are trained by their superiors. Personality, the ability to get along with people, was considered all-important. There are three areas in which sales trainer can impart the training to the sales force :
 

1. Product Training

 
 
It is most important that a salesmen must be thoroughly familiar with his product as well as product ranges. Proper emphasis should be given to teach product information in terms of the benefits which can be obtained by the customer. Salesmen must know the following aspects of the products:
 
ՖՖ  Technical features
 
ՖՖ  Technology
 
ՖՖ  Quality
 
ՖՖ  Packaging
 
ՖՖ  Grading

ՖՖ   Branding
 
 
2.    Selling areas
 
 
ՖՖ Product history for sales quota attainment in each territory.
 
ՖՖ Sales ratios
 
ՖՖ Workload per sales person
 
ՖՖ Bills receivable analysis
 
ՖՖ Sales analysis report
 
 
3.    Selling Skills
 
 
The sales person should be good in human relations and should have the following qualities :
 
ՖՖ Good Appearance
 
ՖՖ Good Communications
 
ՖՖ Self - Confidence
 
ՖՖ Creative
 
ՖՖ Proud of his association
 
ՖՖ Satisfy the curiosity of customers
 
ՖՖ Up – to –date knowledge of products
 
 

Takes of Sales organization

 
 
Organising the sales force is a typical sales management task, since its has direct impact on the sales manager’s job performance. The universal adoption of the marketing concept has meant that most companies have reorganized their sales and marketing activities to reflect the stronger commitment to their customers. This trend has enhanced the importance of Sales force organization. 
Tags : MARKETING MANAGEMENT - PROMOTION DECISION
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