Documente Academic
Documente Profesional
Documente Cultură
Paramjit Sharma
The Successful Salespersons
cares
First For the Customer
Second For The Product
Paramjit Sharma
3 Major Decisions
1.Designing Sf
3.Recruitment,
Evaluation of Sf
3.Improvement in Sf
Paramjit Sharma
McMurry‘s 6 Sales Positions
• Deliverer
• Order takers- behind the counter
• Missionary— building goodwill
• Technician
• Demand Creator –selling creatively
• Solution Vender –Solving problems
Paramjit Sharma
Designing Sales Force
Sales
SF SF
Force
Objectives Strategy Structure
SF SF
Compensation Size
Paramjit Sharma
Sales Force Objectives
Tasks to
Perform
Conference Selling
Seminar Selling
Paramjit Sharma
Structure
Territorial
Territory Size
Territory Shape
Product
Market
Complex
Paramjit Sharma
Size & Compensation
Work load approach
9. Annual calls
__________ = No Of Sales men
Av calls Rq by 1 SR
Paramjit Sharma
Size & Compensation
Work load approach
A Accounts =1000
B Accounts= 2000
A a Calls in a year=36
Ba calls in a year =12
t Paramjit Sharma
Size & Compensation
Work load approach
Paramjit Sharma
Managing Sales Force
Paramjit Sharma
Managing Sales Force
Recruitment
& Training Supervision
Selection
Evaluating
Evaluating Motivating
Paramjit Sharma
Managing Sales Force
•Knowing C & C
•Making Presentations
•Understanding Field
Procedures & Responsibilities
Paramjit Sharma
Managing Sales Force
Paramjit Sharma
Managing Sales Force
Motivating
SALES QUOTAS
SUPLEMENTARY
MOTIVATORS
Paramjit Sharma
Managing Sales Force
Evaluation
Feed Forward
Feedback
.Sales Reports
.Activity Reports
Paramjit Sharma
Improving Sales
Effectiveness
Training
In
Selling
Negotiation
Skills
Relationship
Skills
Paramjit Sharma
Professionalism
Paramjit Sharma
Improving Sales
Effectiveness
Negotiation
Paramjit Sharma Skills
Improving Sales
Effectiveness
Training
In
Selling
Negotiation
Skills
Relationship
Skills
Paramjit Sharma