Sales force management ppt pdf

Flag for inappropriate content. Download now. Related titles. Carousel Previous Carousel Next. Jump to Page. Search inside document. Siddhartha Sankar Majumder. Arunoday Singh. Muhammad Ali Sheikh. HumXa Mansoor. Ch01 - Introduction to Selling and Sales Management.

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Ritesh Singh. Amber Sahu. Diah Praba. Zulfikar Zahedi. Bhavya Gupta. Ravi Kumawat. Study on Consumer Sales promotion of Apparel retail stores. Show related SlideShares at end. WordPress Shortcode. Share Email. Top clipped slide. Business , Technology. Sales force management. Gouthami Sridharan Follow. Student at MGM University. PPT on Personal selling. Marketing Management - Porter's Five Forces. Sales force design and management. Inbound Sales. Ppt Inbound Marketing Meetup Motivating and leading the sales force.

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Presented to: Ms. Introduction Although selling is an extremely important function in most organizations it does have something of a bad reputation. This has mainly come about from the kind of hard selling associated with door-to-door selling.

This image is quite far removed from the majority of selling that takes place especially in the business-to-business sector. Sales organization Sales force organization refers to the type and size of the sales force. The type determines the degree of controllability while the size has profit implications. If the sales force is large the organization has to decide about the kind of specialization and co-ordination to use. Direct sales force is standard sales force with office and field reps, while contractual reps are purely commission sales forces.

Sales Force Management Recruitment It is the process of finding out candidates, who are encouraged to apply. Selection is the process of choosing some out of many candidates. Therefore, we can say that selection is recruitment, but recruitment is not selection. Selection is the process of rejection of unfits. Recruitment precedes the selection process. Selection The process of selecting differs from one place to another.

The qualities expected must match with the job description and the person should be qualified enough too. The steps followed for selection is the same in all the places. Training Training is the continuation of selection. After selection, the sales manager will have two options. Training means the process of perfecting the salesmen for their work. It is the organized procedure through which knowledge as well as skill, for a particular purpose, is acquired.

Online Training 4. On-The-Job Training Direct salary Direct Commission Combined plans