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picture1_Marketing Ppt 67557 | Kotler17exs Managing The Sales Force


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File: Marketing Ppt 67557 | Kotler17exs Managing The Sales Force
objectives objectives review the types of decisions firms face in designing a sales force learn how companies recruit select train supervise motivate and evaluate a sales force understand how salespeople ...

icon picture PPT Filetype Power Point PPT | Posted on 28 Aug 2022 | 3 years ago
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                                                Objectives
                                                Objectives
            Review the types of decisions firms 
                face in designing a sales force.
            Learn how companies recruit, select, 
                train, supervise, motivate, and evaluate 
                a sales force.
            Understand how salespeople improve 
                their selling, negotiation, and 
                relationship-building skills.
        ©                                                                                         nd
          2003 Prentice Hall, Inc.           To accompany A Framework for Marketing Management, 2  Edition            Slide 2 in Chapter 17
        Designing the Sales Force
         Designing the Sales Force
                   Types of Sales Representatives
                    Deliverer                                               Technician
                    Order taker                                             Demand creator
                    Missionary                                              Solution vendor
        ©                                                                                         nd
          2003 Prentice Hall, Inc.           To accompany A Framework for Marketing Management, 2  Edition            Slide 3 in Chapter 17
        Designing the Sales Force
         Designing the Sales Force
          Steps in Process                                                      Objectives
                                                                                      – Sales volume and 
                                                                                           profitability
         Objectives and                                                              – Customer 
              strategy                                                                     satisfaction
                                                                                Strategy
         Structure
                                                                                      – Account manager
         Sales force size                                                      Type of sales force
         Compensation                                                                – Direct (company) or 
                                                                                           contractual
        ©                                                                                         nd
          2003 Prentice Hall, Inc.           To accompany A Framework for Marketing Management, 2  Edition            Slide 4 in Chapter 17
        Designing the Sales Force
         Designing the Sales Force
          Steps in Process                                                      Types of sales 
                                                                                     force structures:
         Objectives and                                                              –Territorial
              strategy                                                                –Product
         Structure                                                                   –Market
         Sales force size                                                            –Complex
                                                                                Key accounts
         Compensation
        ©                                                                                         nd
          2003 Prentice Hall, Inc.           To accompany A Framework for Marketing Management, 2  Edition            Slide 5 in Chapter 17
        Designing the Sales Force
         Designing the Sales Force
          Steps in Process                                                      Workload approach:
                                                                                      – Group customers by 
                                                                                           volume
         Objectives and                                                              – Establish call 
              strategy                                                                     frequencies
                                                                                      – Calculate total yearly 
         Structure                                                                        sales call workload
                                                                                     – Calculate average 
              Sales force size                                                             number of calls/year
         Compensation                                                                – Calculate number of 
                                                                                           sales representatives
        ©                                                                                         nd
          2003 Prentice Hall, Inc.           To accompany A Framework for Marketing Management, 2  Edition            Slide 6 in Chapter 17
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...Objectives review the types of decisions firms face in designing a sales force learn how companies recruit select train supervise motivate and evaluate understand salespeople improve their selling negotiation relationship building skills nd prentice hall inc to accompany framework for marketing management edition slide chapter representatives deliverer technician order taker demand creator missionary solution vendor steps process volume profitability customer strategy satisfaction structure account manager size type compensation direct company or contractual structures territorial product market complex key accounts workload approach group customers by establish call frequencies calculate total yearly average number calls year...

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