198x Filetype PPT File size 0.05 MB Source: muji.unila.ac.id
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
no reviews yet
Please Login to review.