文档介绍：Chapter 16 Managing the Sales Force
Chapter 16
Managing the Sales Force
Presented by Zhou Yanfeng, Zhongshan University
Chapter Objectives
Explain sales force strategy and structure
Explain recruitment, selection, and training
pensation, supervision, and evaluation
Discuss the personal selling process
Presented by Zhou Yanfeng, Zhongshan University
Six types of Sales Representatives
Deliverer
Order taker
Missionary
Technician
Demand creator
Solution vendor
Presented by Zhou Yanfeng, Zhongshan University
Sales People Performance Task
Prospecting
Targeting
Communicating
Selling
Servicing
Information gathering
Allocating
Presented by Zhou Yanfeng, Zhongshan University
Sales Force Objective and Strategy
Sales force
compensation
Designing the
sales force
Sales force
objective
Sales force
strategy
Sales force
Structure
Sales force
size
Presented by Zhou Yanfeng, Zhongshan University
Managing the Sales Force:
Sales Force Structure
Territorial
Defines job - travel
Product
Expertise - overlap
Customer or Industry
Focus - one face
Complex structures
Presented by Zhou Yanfeng, Zhongshan University
Sales Force Size pensation
One of the most productive assets
Also most expensive
Size impacts costs
Workload approach
Account classes
Sales calls
Compute size
Presented by Zhou Yanfeng, Zhongshan University
Managing the Sales Force
Managing the
sales force
Recruiting
and
Selecting
sales
representatives
Training
sales
representatives
Motivating
sales
representatives
Supervising
sales
representatives
Evaluating
sales
representatives
Presented by Zhou Yanfeng, Zhongshan University
Recruiting and Selecting Salespeople
Poor selection impacts performance, turnover, and productivity
Traits of the essful vary widely
Duties expected suggest desirable qualities
Opportunities for women, college and university graduates
Selection procedures specific panies
Tests -personal characteristics -