ProspectingMethods of Prospecting

Sales Force Management ?How to Manage Sales Force

IN NEXT 20 MINS ….

PROSPECTING

Objectives

Effective selling. Characteristic of a good qualified prospect Prospect be identified Organization’s promotional program Aid to salesperson.

Steps involved in prospecting

• Developing the Right Attitude• Studying Your Target Market • Create An Innovative Prospecting Process• Set Up Your Meetings At New Places• Maintaining Communication With New Tools

Importance of Prospecting

Prospecting the important process of locating potential customers for a product or service, is critical whether you are new or seasoned sales professional.

Characteristic of a Good Prospect

• Prospect actually begins with locating a lead, a person or an organization that may or may not have what it takes to be true prospect.

• Some people mistakenly consider every lead a prospect without first taking the time to see whether these people really provide an opportunity to make a sale.

Characteristic of a Good Prospect

• Does the lead have want or a need that purchase of my products or services can satisfy?

• Does the lead have the ability to pay?• Does the lead have the authority to

buy?• Can the lead be approach favourably • Is the lead eligible to buy?

Methods Of Prospecting

Characteristics

SALES FORCE MANAGEMENT

SALES MANAGEMENT

Means the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force.

MANAGING THE SALES FORCE

Evaluating Sales People

Supervising and Motivating Sales People

Compensating Sales People

Training Sales People

Recruiting and Selecting Sales People

Designing Sales Force Strategy and Structure

DESIGNING SALES FORCE STRATEGY AND STRUCTURE

Sales force strategy

Sales force structure

Sales force size

Territorial

Product

Customer

RECRUITING AND SELECTING SALES REPRESENTATIVES

•Enthusiasm and Self- Confidence •Persistence •Initiative •Job Commitment

Some Characteristics of Salesperson

Recruiting Procedure

Salesperson Selection Process

•Current Salesperson •Employment Agencies •Classified Ads •College Campuses

•Sales Aptitude •Analytical & Organizational Process Skills •Personality Traits • Other Characteristics

TRAINING THE SALES REPRESENTATIVES

Help sales people know & Identify with the company

Learn How the product works

Learn about Competitors and Customers Characteristics

Learn How to make effective presentations

Understand field procedure and responsibilities

COMPENSATING SALES REPRESENTATIVES

Components of compensation

Salary

Benefits Bonus

commission

SUPERVISING AND MOTIVATING SALES REPRESENTATIVES

• Directing the sales force • Identify customer targets and set call norms• Develop prospect targets• Use sales time efficiently– Annual Call schedule – Time and Duty Analysis– Sales force automation

Supervising Sales Force Motivating Sales force

• Organizational Atmosphere • Sales Quota• Positive Incentives– Trips – Honors– Merchandise/Cash – Awards

EVALUATION OF SALES REPRESENTATIVES

Source Of Information

Call Report

Work planExpense Report

Sales Report

Annual Territorial marketing plan

Thank you :D