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PlanningPlanning OrganizingOrganizing

DirectingDirectingControllingControlling

Set ObjectivesDetermineSales ForceSize

SelectTerritories,Recruiting

Selecting

Evaluate& control

Training&develop

Motivate

Sales Management Decision Areas

Customer

Needs/wants

Compensation

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Sales Volume

Market Share

Profit

Establishing Sales Force Objectives

Sales Force Management

Determining Sales Force Size

Vs.

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Sales Force Management

Organize Sales Territory

Customer Type

Product Line

Selling Task

Geographic

Manage Sales TerritoriesRouting and Scheduling

Salespeople

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Geographic Division

Sales Rep

California

Sales Rep

Pacific NW

Sales Rep

Southeast

Sales Rep

Northeast

District Sales

Manager

District Sales

Manager

District Sales

Manager

District Sales

Manager

Regional Sales

Manager

Regional Sales

Manager

Vice-President

Marketing

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Customer TypeCustomer Type

New Account

#1

New Account

#2

Existing

Account #1

Existing

Account #2

New Accounts

Manager

Existing Accounts

Manager

Vice-PresidentSales

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Product LineProduct Line

Sales RepEastern Region

Sales RepWestn Region Sales repEastern Region

Sales RepWestn Region

Snack FoodsSales Manager

BeveragesSales Manager

Vice-PresidentSales

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Sales Person Traits

Self-imposed standards

Dealing with failure

Moderate risk-taking

Taking initiative

Drive and energy Outside resource persons

Key point:

YOUARE THE

PRODUCT

Sales Force Management

Recruiting and selecting salespeople

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Percentage Sold

When Characteristic is:

Characteristic of Dyad eaning of "Same" Same Different

Physical:

heightsimilar or salesman

taller

32 28

ageless than 9 yrs

difference33 25

Demographic:

income

similar or salesman's

greater 33 20

educationsimilar or salesman's

greater35 23

religionmembership in same

creed32 28

Matching the Seller Buyer Dyad

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What Makes AGreat Salesperson

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A Keyto Success

Stay Close toYourCustomer

andLISTEN!

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Believe in your product

Believe in yourself

Work on your timing

Develop a sense of humor

Realize that your customer isnt necessarily

telling you 100% of what they want

Good Manners

PREREQUISITES

What Makes A Great Salesperson

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haracteristics Related to Sales Performance

High energy &

Stamina Verbal Skills

(Persuasiveness)

Knowledge of

Customer Needs

Aggressiveness

Age and Maturity

Formal Education

Intelligence

Empathy

Experience

Relatively Important Relatively less Important

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Non Verbal Behavior

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Non Verbal Symbols

Paralanguage (voice)

Tone / pitch

Volume Speed

Proxemtics

+ close - distant

+

touch - non touch+ eye contact

Body Language

+ folded arms

+ pursed lips

+ neck angle

+ leg postureGood Manners