marketing-managing sales force
TRANSCRIPT
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Paramjit Sharma
Managing Sales Force
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Paramjit Sharma
The Successful Salespersons
cares First For the Customer Second For The Product
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Paramjit Sharma
3 Major Decisions
1.Designing Sf
2.Recruitment, Evaluation of Sf
3.Improvement in Sf
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Paramjit Sharma
McMurry‘s 6 Sales PositionsMcMurry‘s 6 Sales Positions
1.Deliverer2.Order takers- behind the counter
3.Missionary— building goodwill
4.Technician5.Demand Creator –selling creatively
6.Solution Vender –Solving problems
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Paramjit Sharma
Designing Sales Force
Sales Force
Objectives
SFStrategy
SFStructure
SFSize
SFCompensation
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Paramjit Sharma
Sales Force Objectives
Tasks to Perform
•Prospecting –searching for leads•Targeting- allocating time between c & p•Communicating-information about c, p & s•Selling-approaching, presenting, answering,•objections & closing sales•Servicing•Information Gathering-MR & intelligence•Allocating-Prioritizing Time
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Paramjit Sharma
Strategies
Sales Rep To Buyer
Sales Rep To Buyer Group
Sales Team To Buyer Group
Conference Selling
Seminar Selling
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Paramjit Sharma
Structure
Territorial
Territory Size Territory Shape
Product
Market
Complex
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Paramjit Sharma
Size & CompensationWork load approach
1. C’S grouped into size & classes
2. Desirable Call Preferences
3. No of A/C in each size class x desirable calls
4. Av no of calls a SR can make
5. Annual calls__________ = No Of Sales men Av calls Rq by 1 SR
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Paramjit Sharma
Size & CompensationWork load approach
A Accounts =1000B Accounts= 2000 A a Calls in a year=36 Ba calls in a year =12
Total Calls= 1000 x36+2000 x 12 =60000
Av Calls Per sales man= 1000 60000Salesmen Req=_______=60 1000
t
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Paramjit Sharma
Size & CompensationWork load approach
1.FIXED AMOUNT OF SALARY
2.VARIABLE AMOUNT-COMM,BONUS,PROFIT SHARING
3.EXPENSE AMOUNT-TRAVEL ,LODGING-BOARDING,ENTERTAINMENT
4 BENEFITS- PAID VACATION,ACCIDENT,PENSION,SECURITY, JOB-SATISFACTION
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Paramjit Sharma
Managing Sales Force
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Paramjit Sharma
Managing Sales Force
Recruitment&
SelectionTraining Supervision
Evaluating
Evaluating
Motivating
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Paramjit Sharma
Managing Sales Force
Recruitment&
Selection
•Cost & Revenue•Traits
Customer’s appreciationRisk TakingSense Of MissionProblem SolvingHigh Energy LevelSelf ConfidenceEgo DrivePlannerKnowledge Of IndustryEtc
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Paramjit Sharma
Managing Sales Force
Training •Knowing The Company
•Knowing The Product
•Knowing C & C
•Making Presentations
•Understanding Field Procedures & Responsibilities
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Paramjit Sharma
Managing Sales Force
Supervision NORMS FOR CUSTOMERS CALLS
NORMS FOR PROSPECT CALLS
USING SALES TIME EFFICIENTLY
PREPRATIONTRAVELFOOD & BREAKSSELLINGADMINSTRATION
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Paramjit Sharma
Managing Sales Force
Motivating
SALES QUOTAS
SUPLEMENTARY MOTIVATORS
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Paramjit Sharma
Managing Sales Force
Evaluation
Feed Forward
Feedback
.Sales Reports
.Activity Reports
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Paramjit Sharma
Improving Sales
Effectiveness
TrainingIn
SellingNegotiation
Skills
RelationshipSkills
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Paramjit Sharma
Professionalism
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Paramjit Sharma
Improving Sales
Effectiveness
NegotiationSkills
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Paramjit Sharma
Improving Sales
Effectiveness
TrainingIn
SellingNegotiation
Skills
RelationshipSkills