tailieunhanh - Chapter 17: Managing the Sales Force

Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills. | Chapter 17 Managing the Sales Force PowerPoint by Karen E. James Louisiana State University - Shreveport Slide in Chapter 17 Objectives Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills. Slide in Chapter 17 Designing the Sales Force Deliverer Order taker Missionary Technician Demand creator Solution vendor Types of Sales Representatives Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Objectives Sales volume and profitability Customer satisfaction Strategy Account manager Type of sales force Direct (company) or contractual Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Types of sales force structures: . | Chapter 17 Managing the Sales Force PowerPoint by Karen E. James Louisiana State University - Shreveport Slide in Chapter 17 Objectives Review the types of decisions firms face in designing a sales force. Learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force. Understand how salespeople improve their selling, negotiation, and relationship-building skills. Slide in Chapter 17 Designing the Sales Force Deliverer Order taker Missionary Technician Demand creator Solution vendor Types of Sales Representatives Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Objectives Sales volume and profitability Customer satisfaction Strategy Account manager Type of sales force Direct (company) or contractual Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Types of sales force structures: Territorial Product Market Complex Key accounts Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Workload approach: Group customers by volume Establish call frequencies Calculate total yearly sales call workload Calculate average number of calls/year Calculate number of sales representatives Slide in Chapter 17 Designing the Sales Force Steps in Process Objectives and strategy Structure Sales force size Compensation Four components of compensation: Fixed amount Variable amount Expense allowances Benefits Compensation plans Straight salary Straight commission Combination Slide in Chapter 17 Managing the Sales Force Recruitment and selection Training Supervising Motivating Evaluating Steps in Sales Force Management Slide in Chapter 17 Managing the Sales Force Recruiting begins with the development of selection criteria Customer desired traits Traits common to successful sales representatives Selection

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