Download - Sales force management
ProspectingMethods of Prospecting
Sales Force Management ?How to Manage Sales Force
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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
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