The Sales Management Process

1
The Sales Management Process

• Chapter 20

2
The Sales Management Process

• Sales Plan Formulation
• Sales Plan Implementation
• Evaluation and Control of Sales Force

3
Sales Plan Formulation

• A statement describing what is to be achieved and
  where and how the selling effort of salespeople
  is to be deployed.
• Setting Objectives
• Organizing the Sales Force
• Developing Account Management Policies

4
Setting Objectives

• Output
• Sales volume, number of new customers added, and
  profit
• Input
• Number of calls made, appointments set
• Behavioral
• Product knowledge, customer service, and selling
  skills

5
Organizing the Sales Force

• Do we use our own sales force or independent
  agents?
• How should our own sales force be organized
  (geographically, customer, etc.)
• How many salespeople should be employed?

6
Developing Account Management Policies

• Specifies whom salespeople should contact, what
  kinds of selling and customer service activities
  should be engaged in, and how these activities
  should be carried out.

7
Sales Plan Implantation

• Sales Force Recruitment and Selection
• Sales Force Training
• Sales Force Motivation

8
Sales Force Recruitment and Selection

• Job Analysis
• Job Description
• Statement of Qualifications
• Emotional Intelligence the ability to
  understand ones own emotions and the emotions of
  people with whom one interacts with.

Territory Sales Representative Digi
International Position Description A
Territory Sales Representative is a part of our
inside sales team that are accountable for
supporting revenue growth in assigned territories
by identifying/closing new business and by
enhancing sales through opportunities within
existing customer base. This position is an
integral part of the territory revenue strategy
and participates in the identification and
qualification of sales opportunities and the
assignment of accounts to appropriate sales
personnel. Each Territory Rep is assigned a
territory and teamed with an Territory
Manager.Essential Functions and
AccountabilitiesCreate new business
opportunities by identifying prospects in new
markets or with new customers. Manage and grow
customer base within assigned territory to create
mind-share and generate sales for Digi Growth
products. Assist Territory Manager with
territory development and account management.
Prospect company generated leads from
tradeshows, advertising, referrals and qualified
leads from the Inside Sales Manager. Enhance
relationships within existing customer base by
getting involved with end users to identify new
applications and opportunities. Establish
relationships and assist with coordinating
meetings with customers and the Territory
Manager. Profile resellers within territory.
Participate in Regional/Corporate trade shows
and other marketing events as assigned by Inside
Sales Manager. Assist in other projects as
assigned by Inside Sales Manager.Position
QualificationsCollege Degree or equivalent
experience Minimum 2 years of inside sales
experienceTechnology sales experience highly
desired Proficient in Network technology
Prior experience in Territory Management within
a channel sales structure Strong planning and
organizational skillsStrong oral/written
communication skills
9
Sales Force Training

• Ongoing process that covers both selling
  practices and technical knowledge.
• 5 million people receive training annually.
• 10 billion annual cost

10
Sales Force Motivation and Compensation

• Compensation
• Straight Salary (17)
• Straight Commission (20)
• A Combination of Salary and Commission (63)
• Non Monetary Rewards

11
Sales Force Evaluation and Control

• Quantitative Assessments based on input- and
  output-related objectives.
• Behavioral Evaluation based on a salespersons
  attitude, attention to customers, product
  knowledge, selling and communication skills,
  appearance, and professional demeanor.

12
Automation, Computerization, and Communication

• Sales Force Automation (SFA) the use of
  technologies to make the sales function more
  effective and efficient.
• Computer hardware and software for account
  analysis, time management, order processing,
  sales presentations, and proposal generation