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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