"description": "Behavior. This type of specialization is functional specialization. { Product sales organizationProduct specialization has been popular in recent years, but it seems to be declining in importance at least in certain industries. The overall objective is to ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. "name": "Importance of Recruitment and Selection", "name": "Market potentials Market potential is an estimate of the possible sales of a commodity, a group of commodities or a service for an entire industry in a market during a stated period under ideal conditions. { { { { "@context": "http://schema.org", Directing the salesforce. This must be controlled effectively to achieve sales revenue. Appropriate sales messages provide a transition from one mental state to the next. Sales administration. Most selling situations require a number of selling activities, there may be efficiencies in having sales people specialize in performing certain of these required activities. "description": "To ensure that compensation and other reward disbursements are consistent with actual salesperson performance. These include; Authority flows fr om top to bottom. Criteria for Performance EvaluationsBehavior Professional development Results Profitability }, 113 NB: It must be noted that for effective adjustment of sales territories, there is the need to conduct territorial sales and cost studies on a continuing basis. { Typically, both of these objectives cannot be completely achieved, so management must decide on the best trade-offs for its situation. Great work! }, 91 vi.

"@type": "ImageObject", The contemporary salesperson locates a pool of potential customers and then screens them to determine which ones are qualified prospects. "@context": "http://schema.org", { }, 36 This must be controlled effectively to achieve sales revenue. Please contact [emailprotected] to upgrade your subscription or purchase a new subscription. There is no attempt to specialize by product, market or function. Salesforce specializing by product assigned sales people selling responsibility for specific product or product lines. Salespeople furnish the stimuli from a collection of words and actions designed to produce a desired response. Sales Performance Improvement ", Share buttons are a little bit lower. "@type": "ImageObject", Recruitment and Selection is important where there is; inadequate sales coverage and lack of customer follow-up, increased training cost to overcome deficiencies. }, 95 Sales people are typically assigned a geographic area and are responsible for all selling activities to all accounts within the assigned area. "description": "Hiring the right caliber of recruit is very critical to the success of the firm and it is important that actions are taken to enhance the chances of attracting the right salespeople for the job. Appropriate sales messages provide a transition from one mental state to the next. "@context": "http://schema.org", "name": "Types of Sales force Rewards", Each alternative must be feasible in that planning and control units grouped together are contiguous. For example the sales potential for Nokia to the cellular phone industry in the Accra Metropolitan area in 2006 would be 5000 unite or ", g. Establish control mechanisms such as call reports to ensure efficiency and accountability e.g. 2. According to the US Bureau of Labor and Statistics, sales managers earned an average salary of $132,290 and ranked No. This involves making the actual contact with the prospect and it is in two phases. "name": "Evolution of Marketing and the Marketing Concepts (Cont. Sales force: Division of a business responsible for selling products or services. Objections. Regional. ", "width": "1024" This starts with a great sales manager who knows how to inspire and lead a sales department. g", ", 2. "@context": "http://schema.org", )", { The current territory design does not provide proper selling coverage of the trading areas. The pattern is usually marked or listed. "description": "There are five(5) basic approaches to personal selling; Stimulus response selling. 1 Copyright 2000 by Harcourt, Inc. All rights reserved. "name": "The Sales Person\u2019s Job Van Selling: - Deliverer", "@context": "http://schema.org", Collecting data will allow you to find your ideal customer quicker and, as a result, serve them faster. Determining the salesforce effectiveness and performance. The Societal Marketing Concept: The societal marketing concept questions whether the pure marketing concept overlooks possible conflicts between consumers short-run wants and consumers long-run welfare. Some of these categories are as follows: High pressure sales techniques. Straight Commission. "name": "Purposes of Salesperson Performance Evaluations", Newly hired people go through orientation where they familiarize themselves with company\u2019s policies, history, facilities or procedures. "width": "1024" }, 110 This assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain mental states, or steps in the buying process. Amaze your audience with SlideTeam and Google Slides. "@context": "http://schema.org", "@context": "http://schema.org", ", Some commonly used criteria are; compatibility, accessibility, eligibility, authority, and profitability. Google Slides is a new FREE Presentation software from Google. }, 40 ",

"name": "Thus, the structure involves the division of firm\u2019s product lines into groups with sales executives responsible for each group. "width": "1024" "contentUrl": "https://slideplayer.com/slide/12925251/79/images/2/LECTURE+1+Introduction+to+Sales+Management.jpg", "description": "In some cases, meeting customer demands can violate company policy. ", "description": "Frequently, prospects before buying a product are likely to raise some objections in order to minimize post- purchase dissonance. Appropriate sales messages provide a transition from one mental state to the next. b. Conduct follow-up and evaluation. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/48/iv.+It+serves+as+a+basis+for+control+and+evaluation+of+the+salesperson%E2%80%99s+activities.+Since+the+territory+is+a+defined+and+assigned+territory+given%2C+management+is+able+to+follow+activities+within+that+territory+and+based+on+the+performance+of+the+territory+the+sales+person+is+evaluated..jpg",

Sales Management ProcessDescribing the personal selling function Defining the strategic role of the sales function Developing the Salesforce Directing the salesforce Determining the salesforce effectiveness and performance

"description": "Policies for dealing with sexual harassment should be developed for the entire company. Estimation of running cost of each sales unit (force)", "width": "1024" our channel to learn. "@type": "ImageObject", Most salespersons performance evaluations are conducted by the field manager who supervises the salesperson. Like the sales manager, scope and clarity via effective sales management boosts confidence and will give the salesperson better visibility of their work. THE PERSONAL SELLING PROCESSThis may be defined as the process of assisting and persuading a prospect to buy a good or service or to act upon an idea through person to person communication. The contemporary salesperson locates a pool of potential customers and then screens them to determine which ones are qualified prospects. "@type": "ImageObject", Synchronizing responsibility with volume authority, that is, responsibility must go commensurate with volume of authority. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/30/The+important+role+of+sales+organization+structure+for+a+firm+has+been+described+as+follows%3A.jpg",

"contentUrl": "https://slideplayer.com/slide/12925251/79/images/92/Managing+the+Sales+Training+Process.jpg", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/112/Purposes+of+Salesperson+Performance+Evaluations.jpg", Geographic Sales OrganizationMost sales forces use some type of geographic specialization. "name": "INTRODUCTION SALES MANAGEMENT", ", The salesperson can ask for clarification of objection if necessary, question the buyer in a manner that he or she answers his or her own objection, or turn the objection into a reason to buy. The variety. ", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/93/LECTURE+9+SALES+MANAGEMENT+LEADERSHIP+AND+SUPERVISION.jpg", The reward system should help accomplish the following: Provide acceptable ratio of costs and sales force output in volume, profit, or other objectives. "@type": "ImageObject", "width": "1024" }, 67 Sales Quota This is a goal or objective that is assigned to marketing units. "@context": "http://schema.org", "@type": "ImageObject", discounts, extra quantity, and special price. Activities must be well balanced and coordinated. { }, 47 c. Determine how many times you will visit your heavy users or high users / high volume / low volume. "@type": "ImageObject", "@context": "http://schema.org", There is however, a degree of uniformity in the human skeleton that does not characterize the sales organization. ", "description": "The role of organization in sales has been compared to that of the skeleton in the human body; it provides a framework within which normal functions must take place. { ii. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/11/The+Sales+Person%E2%80%99s+Job+Van+Selling%3A+-+Deliverer.jpg", The best approach is to design several different territory arrangements and evaluate each alternative. LPO or a pro-forma invoice. Sales activities that are within a sales persons control include: Lead generation, scoring and qualification, The number of sales calls, follow-up emails, social media messages and other outreach activities they undertake, Market research on new products, new segments and other relevant information. "description": "Major selection tools include. )", They are; Assess training needs Set training objectives Evaluate training alternatives Design the sales training program Perform sales training Conduct follow-up and evaluation Salesperson: Someone who typically works directly with customers to inform them and sell a product while providing customer service. Is it mobile-friendly? It must be noted that immediately after closing the sale, the sales person must complete necessary details agreed upon, delivery times and confirmed terms of payment or terms of purchase.

call report, visit, and delivery. There are many kinds of sales management jobs, but they all hold similar responsibilities: refining the sales process and making sure the company increases sales and improves the bottom line. Whether youre an experienced or new sales manager, you should be able to evaluate and gain visibility into your current sales force with the following guide to sales management. Theyll have a clearer vision of where they stand amongst their competition and know how to stay ahead of the competition. }, 64 "contentUrl": "https://slideplayer.com/slide/12925251/79/images/67/Routing+of+sales+people+Routing+is+a+managerial+activity+which+establishes+a+formal+pattern+for+a+sales+person+to+follow+as+he+or+she+goes+through+a+given+territory..jpg", "@context": "http://schema.org", However, the most often used measure of opportunity market potential. Psychological resistance ; due to sentimental attachment to money, dislike for decision making, reluctant to give out something. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/24/Presentation+and+Demonstration.jpg", ", }, 13 "contentUrl": "https://slideplayer.com/slide/12925251/79/images/54/Sales+performance+in+Sally+s+territory+is+much+lower+than+it+might+be+if+more+selling+attention+were+given+to+her+trading+areas..jpg", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/98/Leadership+Skills+The+exact+personality+traits+or+leadership+behaviors+that+make+an+effective+sales+management+leader+has+not+been+identified..jpg", icon meeting business finance financial reseller statistics sales arrow partner icons agent present sms traditional optimization opportunities seo bulk accounting "description": "", The management of the sales training process involves six (6) steps. }, 106 Line and functional.

"contentUrl": "https://slideplayer.com/12925251/79/images/slide_52.jpg", "name": "Routing of sales people Routing is a managerial activity which establishes a formal pattern for a sales person to follow as he or she goes through a given territory. "@context": "http://schema.org", 1. marketingprofs sales { ", "description": "Compensation is a motivational tool which combines financial remuneration and\/ or nonfinancial rewards to ensure desired performance: Some basic requirements of a sound compensation plan are; It must provide for two types of income \u2013 Flexibility. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/60/Analyze+Opportunity+of+Planning+and+Control+Unit.jpg", Sales reporting: The documentation of a companys activities. Controls. "width": "1024" Need Satisfaction SellingThis is based on the notion that the customer is buying to satisfy a particular need or set of needs. strategic management issues prezi challenges current



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