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What are the major sales force management decision steps?

Explain the main steps involved in sales force management.

  • List of Main Steps in Sales Force Management:
  • Setting objectives:
  • Designing Strategy:
  • Structure of Sales force:
  • Size of the Sales force:
  • Recruitment and Selection of Salespersons:
  • Training of Salespersons:
  • Compensating salespeople:

How many step of sales force management consists?

Recruitment process follows five stages: Top ten qualities sought in salespeople by sales managers of large companies are communication skills, personality, determination, intelligence, motivation/self motivation, product knowledge, educational background, confidence, appearance, resilience and tenacity.

What is sales force management process?

So, what is sales force management? It is the development of a sales force that includes coordination of sales operations, as well as the training and application of sales methods that result in achieving sales goals and objectives. For your business to make revenue, a sales force management strategy is critical.

What are the first step in sales force management?

Managing the Sales Force

  • The first step is setting out an objective for sales force.
  • The second step is use sales people strategically.
  • The third step is deciding the structure of the sales force.
  • The next step is to design compensation for the sales force.

What are the major sales force objectives and strategies?

The main objective of sales force management is to optimise the performance of the sales and marketing teams. We could even say that sales force management is a strategy to increase business sales since it also relates to performance and results.

What are the three major tasks involved in the implementation stage of the sales management process?

Organizing the salesforce, quantitative assessment, and follow-up.

What are sales forces?

also salesforce. Word forms: sales forces. countable noun. A company’s sales force is all the people that work for that company selling its products.

Which of the following are roles of sales management?

Although the role of sales managers is multidisciplinary in scope, their primary responsibilities are: 1) setting goals for a sales force; 2) planning, budgeting, and organizing a program to achieve those goals; 3) implementing the program; and 4) controlling and evaluating the results.

Which are the most basic forms of the sales organization?

Answer: If sound practices are followed in setting up the sales department, the resulting structure takes on features of one or more of four basic types of the sales organization: line, line, and staff, functional, and committee.

What are the types of sales force?

Different Types of Salesforce Roles, Explained

  • Salesforce Administrator:
  • Salesforce Business Analyst:
  • Salesforce Developer:
  • Salesforce Functional Consultant:
  • Salesforce Platform Manager:
  • Salesforce Solution Architect:
  • Salesforce Technical Architect:
  • Salesforce Project Manager:

What is the management of the sales force?

Management of the Sales Force. A large proportion of employees of companies are engaged in sales activities. Efficiency and effectiveness of a sales force are very strong determinants of competitiveness of a company. Managing a sales force is an intricate task because most salespeople work away from the direct supervision of their managers.

How to train your sales force effectively?

The training should be effective to ensure the salesman is knowledgeable about the company’s product and the competition in the market. They need to be well versed in making sales pitch, handling customer’s queries and their key performance metrics. The management has to direct and motivate the sales force to give it right direction.

How to manage sales effectively?

6) Evaluation and control of sales people – The management has to evaluate and control the entire sales function as well as individual salespeople. For the sales function as a whole the management has to work on the training as well as proper allocation of resources to the assigned territories.

What are the factors that determine the size of sales force?

2) Sales force size – the size of the sales force is determined based on the market attractiveness, competition, budget allotted to sales function and other environmental factors.