PERSONNEL MANAGEMENT IN THE SELLING FIELD

Presented By-: Ramesh pandey

Sales Force ManagementEconomies of Effective Sales Force Management

Rate of Sales Personnel TurnoverFormula-:

Rate of Personnel turnover Number of Separation 100

Average total sales Force

Activities Involved in Sales Force Management

Causes of Turnover of sales personnel Caused by Actions Caused by

ActionControllable by company Not Controllable

by Company

1. Poor recruiting 1. Retirement1. Improper selection and 2. Death assignment3. Training deficiencies 3. Illness or

physical disability4. Inadequate supervision 4. Personal and

marital and motivation difficulties

5. Breakdown in communication 5. Dislike for the job –

travel, type of work,

working conditions, etc.

6. Unsatisfactory performance 6. Military duty

customer complaints, etc. 7. Discharged for cause, e.g., 7. Better

position alcoholism, conviction of elsewhere a felony dishonesty, etc. 8.Cutbacks in personnel9.Transfer to another department10.Promotion to a higher position

INVOLVEMENT OF SALES EXECUTIVES IN SALES FORCE MANAGEMENT

Need for the Proper Setting

The Law and Sales Force Management

JOB ANALYSIS

Sales Job Analysis

Sales Job Description

Procedure for Sales Job Analysis and Preparation of Written Job Description

Preparation of Sales Job Specification

“Duties and Responsibilities” Section of a Sales Job Description

Sales:-Make regular callsSell the line; demonstratesHandle questions and objectionsCheck stock; discover possible product usersInterpret Sales points of the line to the customerEstimate customer’s potential needsExplain company policy on price, delivery, and

credit

Service:-Install the product or display.Report product weaknesses, complaints.Handle adjustments, returns, and allowances.Handle requests for credit.Handle special orders.Analyze local conditions for customers.Territory Management:-Arrange route for best coverage.Balance effort with customer against the

potential volume.Maintain sales portfolios, sample kits, and so

forth.

Sales Promotion:-Develop new prospects and accountsDistribute home office literature, catalogues, and the

likeMake calls with customer's salespeople.Train personnel of wholesalers, jobbers, and so on.Present survey reports, layouts ,and proposals.

Executive:-Attend sales meetings.Build a prospect list.Collect overdue accounts ; report on faulty accounts.Collect credit information.

Goodwill:-

Counsel customer on their problems.

Maintain loyalty and respect for the company.

Attend local sales meeting held by customer.