Sales force is regularly assigned particulars territories. Various factors are taken into account in deciding on the physical size of a territory, transportation links within territory, purchasing power of consumers and their educational and living standards.
STEPS IN DESIGNING AND MANAGING A SALES FORCE
1. Setting
of Objectives
2. Training
for Sales Policies
3. Designing
Sales Force Structure and Size
4. Deciding
Sales Force Compensation
5. Recruiting
and Motivating Sales Force
6. Guiding
and Motivating Sales Force
7. Performance
Rating of Sales Force
Organising and Managing a Sales Force
Sales force is regularly assigned
particulars territories. Various factors are taken into account in deciding on
the physical size of a territory, transportation links within territory,
purchasing power of consumers and their educational and living standards.
Therefore, a sales force is
deployed according to the geographical and product or consumer requirements. A
company should also devote considerable effort in training and development of
its sales force. There are two types of training which can be provided to sales
force : (a) In –house training, and (b) on –the-job training. It is also
necessary for a company to arrange periodic meetings and discussions with its
Sales Force. Finally, the performance can be evaluated on the basis of targets
and actual.
Sales Manager’s Duties and Responsibilities
The Sales Manager is the most
important person in a Sales organization. All Activities are based on his
functions and responsibilities.
The
following are some of the prime duties of a Sales Manager.
1. Organising
sales research, product research, etc.
2. Getting
the best output from the sales force under him.
3.
Setting and controlling the
targets, territories, sales expenses, distribution expenses etc.
4.
Advising the company on various
media, Sales promotion schemes, etc.
5. Monitoring
the company’s sales policies.
Reid gives the following chart of the steps necessary
for getting success in selling :
Source : Reid, A.L., Modern Applied Salesmanship 1971,
p. 418
Tags : MARKETING MANAGEMENT - PROMOTION DECISION
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