Marketing_L11(2013-2014)
.pdfOther Sales Force Strategy and
Structure Issues
• Outside sales force (or field sales force)
Salespeople who travel to call on customers in the field.
• Inside sales force
Salespeople who conduct business from their o ces via telephone, the Internet, or visits from prospec&ve buyers.
• Team selling
Using teams of people from sales, marke&ng, engineering, finance, technical support, and even upper management to service large, complex accounts.
2) Recrui2ng and Selec2ng Salespeople
Great salespeople:
The best salespeople possess intrinsic mo2va2on, disciplined work style, the ability to close a sale, and perhaps most important, the ability to build rela2onships with customers.
3)Training Salespeople
Most companies provide con&nuing sales training via seminars, sales mee&ngs, and Web e-learning throughout the salesperson’s career.
E-training can make sales training more e cient— and more fun. Bayer HealthCare Pharmaceu2cals’ roleplaying video game—Rep Race—helped improve sales rep e ec2veness by 20 %.
4)Compensa2ng Salespeople
Compensa&on:
• fixed amount
• variable amount
• expenses
• fringe benefits.
4 basic types of compensa&on plans:
• straight salary
• straight commission
• salary plus bonus
• salary plus commission
18 %of companies pay straight salary
19 %pay straight commission
63 % pay a combina&on of salary plus incen&ves
The average salesperson’s pay consists of about 67 percent salary and 33 percent incen&ve pay.
5)Supervising and Mo2va2ng Salespeople
How Salespeople Spend Their
Time
• Call plan
• Time-and-duty analysis
Mo2va2ng Salespeople
Management can boost sales force morale and performance through its organiza&onal
• climate
• posi2ve incen2ves
• Sales quota
A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products.
6)Evalua2ng Salespeople and Sales Force Performance
• Sales reports
• Call reports
• Expense reports
• Monitor the sales and profit performance data
• Personal observa&on
• Customer surveys
• Return on Sales Investment
The Personal Selling Process
Steps in the Selling Process
1. Prospec&ng
A salesperson or company iden&fies qualified poten&al customers.
2. Preapproach
A salesperson learns as much as possible about a prospec&ve customer before making a sales call
3. Approach
A salesperson meets the customer for the first &me.
4. Presenta&on
A salesperson tells the “value story” to the buyer, showing how the company’s o er solves the customer’s problems.
This classic ad from Boise makes the point that good selling starts with listening. “Our account representa2ves have the unique ability to listen to your needs.”