What is Sales Force Management? What is its Importance? What are the steps of Process of Sales Force Management in modern Marketing? Tell the Winning Tips of Sales Team?
Definition of Sales Force Management
Sales force management is one work of personnel department. Personnel manager recruits, selects and trains salesmen and sales personnel. Sales force is nothing but the team who are involved in sales related activities. Sales force management means decisions relating to sales team. Right person should be appointed at right place, at right time and he should do right working in sales field of company. In marketing, if sales force will be perfect, relation can be created with others.
Definition of Sales Force Management
Sales force management is one work of personnel department. Personnel manager recruits, selects and trains salesmen and sales personnel. Sales force is nothing but the team who are involved in sales related activities. Sales force management means decisions relating to sales team. Right person should be appointed at right place, at right time and he should do right working in sales field of company. In marketing, if sales force will be perfect, relation can be created with others.
Steps of sales force management process
1st Step
Determination the sales force objectives
Before creating sales force management, it is very important that fix one or all of following objectives
a) Sales Volume : How much will the sale team has to sell in specific time? - Sales target
b) Market Share: % of total share of market for a product.
c) Profit: To increase ROI
2nd Step
Determination of Sales force size
It is affected with need of organisation and cost of per sales man. Over loading and under loading of sales team will be misuse of money.
3rd Step
Recruitment and Selection
a) Recruitment is the list of qualified applicants of sales men.
b) Selection : Choose the best sales team.
4th Step
Training of Sales Team
a) What to teach? - About the company and its product.
b) Whom to teach? - New Salesmen
c) Where to teach? - On job or off job.
d) How to teach ? By expert.
5th Step
Compensating the Sales persons:
Basic salary + Incentive + other Commission and allowance and TA
6th Step
Motivating salesmen
By job security + opportunity of promotion + award + reward
7th Step
Determination the area of salesmen
a) on geographical basis
b) on basis of distance travelled
8th Step
Controlling and evaluation the sale force performance:
Salesman's performance can be evaluated on the following basis
a) average no. of calls per day
b) average sales per customer
c) no. of new customer order
d) average gross profit per customer
Winning Tips for managing sales team
1. Selecting best salesmen
According to object of company, company has to make some minimum standard for clearing the interview by a new fresher who wants to become salesman. Following are best questions for talking or taking interview from new candidate:
a) How do you feel about talking strangers?
b) What is your opinion of salesman in general?
2. Motivation
If you want to get performance from salesmen, it is your duty to motivate them daily.
3 Stories of successful salesman of the world.
It is good to make Strong salesmen. With telling the story of great and successful salesmen, new salesmen can easily learn that for becoming successful salesman, he or she has to face failure , but he or she will not loose courage. After this, he or she can easily become successful businessman like me.
1st Step
Determination the sales force objectives
Before creating sales force management, it is very important that fix one or all of following objectives
a) Sales Volume : How much will the sale team has to sell in specific time? - Sales target
b) Market Share: % of total share of market for a product.
c) Profit: To increase ROI
2nd Step
Determination of Sales force size
It is affected with need of organisation and cost of per sales man. Over loading and under loading of sales team will be misuse of money.
3rd Step
Recruitment and Selection
a) Recruitment is the list of qualified applicants of sales men.
b) Selection : Choose the best sales team.
4th Step
Training of Sales Team
a) What to teach? - About the company and its product.
b) Whom to teach? - New Salesmen
c) Where to teach? - On job or off job.
d) How to teach ? By expert.
5th Step
Compensating the Sales persons:
Basic salary + Incentive + other Commission and allowance and TA
6th Step
Motivating salesmen
By job security + opportunity of promotion + award + reward
7th Step
Determination the area of salesmen
a) on geographical basis
b) on basis of distance travelled
8th Step
Controlling and evaluation the sale force performance:
Salesman's performance can be evaluated on the following basis
a) average no. of calls per day
b) average sales per customer
c) no. of new customer order
d) average gross profit per customer
Winning Tips for managing sales team
1. Selecting best salesmen
According to object of company, company has to make some minimum standard for clearing the interview by a new fresher who wants to become salesman. Following are best questions for talking or taking interview from new candidate:
a) How do you feel about talking strangers?
b) What is your opinion of salesman in general?
2. Motivation
If you want to get performance from salesmen, it is your duty to motivate them daily.
3 Stories of successful salesman of the world.
It is good to make Strong salesmen. With telling the story of great and successful salesmen, new salesmen can easily learn that for becoming successful salesman, he or she has to face failure , but he or she will not loose courage. After this, he or she can easily become successful businessman like me.
SALES PROMOTION
Definition of Sales Promotion
Sales promotion is the technique in which salesman gives incentives to consumers for increasing the selling of his products.
Major Steps in Sales Promotion:
1st Step :
Setting of Objective
a) Target market - get consumers
b) switch away the market from competitors
c) Free trial for new users.
2nd Step:
Setting of Sales Promotion Tools :
a) Free Sample
b) Gift Coupons
c) Rebate or discount on sale
d) special facility : Free delivery
e) Contest, games and prizes
f) some quantity free with purchasing large scale.
g) Buy back guarantee
3rd Step
Setting Time Period for promotion
Fix month, week or days of promotion
4th Step
Setting test before large scale sales promotion
Test promotion incentive in small segment of market.
5th Step
Evaluation
Check the effect of promotion on sale
+ point : increase the sales
- point : decrease the sale
Sales promotion is the technique in which salesman gives incentives to consumers for increasing the selling of his products.
Major Steps in Sales Promotion:
1st Step :
Setting of Objective
a) Target market - get consumers
b) switch away the market from competitors
c) Free trial for new users.
2nd Step:
Setting of Sales Promotion Tools :
a) Free Sample
b) Gift Coupons
c) Rebate or discount on sale
d) special facility : Free delivery
e) Contest, games and prizes
f) some quantity free with purchasing large scale.
g) Buy back guarantee
3rd Step
Setting Time Period for promotion
Fix month, week or days of promotion
4th Step
Setting test before large scale sales promotion
Test promotion incentive in small segment of market.
5th Step
Evaluation
Check the effect of promotion on sale
+ point : increase the sales
- point : decrease the sale
ADVERTISING
Advertising and Strategy which is Used in Advertising
Simple Definition of Advertising
Advertising is a technique in which company promote his sale without existence of any person. Advertisement is contract between advertiser and advertising companies. Advertiser pays money to advertising company. Advertising company uses his resource for showing the ads to public places. It is impersonal presentation of message of advertisers.
Following is the example of Ads
Come at Shop No. 4201 and Buy garments at 50% discount
Above ads can be shown in banner for or can be distributed in pamphlet form.
Big company has its own department and its name is advertising department. This department manages ads of company.
Strategy which is used in Advertising
1. Setting the advertising objectives
First of all, fix the objectives of advertising. Following are the three objectives of advertising
a) Information : Provide information of new product
b) Position of the Brand : Position the brand in the minds of buyers
c) Reminding : Just remind to buy again
2. Setting the Advertisement Budget
You also set the advertisement budget . It should not be very high or very low. But it should be optimum. After seeing stage of life of product cycle and competitors policy, we should decide minimum amount for advertisement.
3. Setting of advertisement message
Advertisement message should be creative, attractive. It must not make false claims.
4. Setting the media
a) Newspaper
+ point : Flexible, good for local market advertisement
- point : Short life
b) TV
+point: High attention, long life
- point : High cost
c) Radio
+ point : flexibility, large coverage, less cost
- point : lower attention
d) Magazines
+point : Quality reproduction
- point : some waste circulation
e) Brochures
+ Point : flexibility, full control
- point : over production
f) Telephone
+ point : Personal touch
- high cost
5. Evaluation the effect of advertising
a) Check the effect on sale
Try to check its effect on sale if sale has been increased due to this, it means advertising is successful otherwise change the budget, media or message .
b) Check the effect of communication
We also have to check the effect of advertising on communication.
Simple Definition of Advertising
Advertising is a technique in which company promote his sale without existence of any person. Advertisement is contract between advertiser and advertising companies. Advertiser pays money to advertising company. Advertising company uses his resource for showing the ads to public places. It is impersonal presentation of message of advertisers.
Following is the example of Ads
Come at Shop No. 4201 and Buy garments at 50% discount
Above ads can be shown in banner for or can be distributed in pamphlet form.
Big company has its own department and its name is advertising department. This department manages ads of company.
Strategy which is used in Advertising
1. Setting the advertising objectives
First of all, fix the objectives of advertising. Following are the three objectives of advertising
a) Information : Provide information of new product
b) Position of the Brand : Position the brand in the minds of buyers
c) Reminding : Just remind to buy again
2. Setting the Advertisement Budget
You also set the advertisement budget . It should not be very high or very low. But it should be optimum. After seeing stage of life of product cycle and competitors policy, we should decide minimum amount for advertisement.
3. Setting of advertisement message
Advertisement message should be creative, attractive. It must not make false claims.
4. Setting the media
a) Newspaper
+ point : Flexible, good for local market advertisement
- point : Short life
b) TV
+point: High attention, long life
- point : High cost
c) Radio
+ point : flexibility, large coverage, less cost
- point : lower attention
d) Magazines
+point : Quality reproduction
- point : some waste circulation
e) Brochures
+ Point : flexibility, full control
- point : over production
f) Telephone
+ point : Personal touch
- high cost
5. Evaluation the effect of advertising
a) Check the effect on sale
Try to check its effect on sale if sale has been increased due to this, it means advertising is successful otherwise change the budget, media or message .
b) Check the effect of communication
We also have to check the effect of advertising on communication.
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