Sales Management Decision Areas

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Sales Management Decision Areas

• Set Objectives
• Determine
• Sales Force
• Size

• Select
• Territories,
• Recruiting
• Selecting

Customer Needs/wants

• Training
• develop

• Evaluate
• control

• Motivate

• Compensation

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Sales Force Management

• Establishing Sales Force Objectives

• Sales Volume
• Market Share
• Profit

• Determining Sales Force Size

Vs.
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Sales Force Management

• Organize Sales Territory
• Customer Type
• Product Line
• Selling Task
• Geographic

• Manage Sales Territories

• Routing and Scheduling Salespeople

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Geographic Division
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Customer Type
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Product Line
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Sales Person Traits
Sales Force Management

• Recruiting and selecting salespeople

• Self-imposed standards
• Dealing with failure
• Moderate risk-taking
• Taking initiative
• Drive and energy
• Outside resource persons
• Key point

YOU ARE THE PRODUCT
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Matching the Seller Buyer Dyad
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(No Transcript)
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What Makes A Great Salesperson
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A Key to Success

• Stay Close to Your Customer
• and
• LISTEN!

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What Makes A Great Salesperson
PREREQUISITES

• 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

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Characteristics Related to Sales Performance
Relatively Important
Relatively less Important

• High energy Stamina
• Verbal Skills (Persuasiveness)
• Knowledge of Customer Needs

• Aggressiveness
• Age and Maturity
• Formal Education
• Intelligence
• Empathy
• Experience

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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 posture

Good Manners