Dr. Bob Goldwasser 1

2 If you have any troubles in seminar, please do call Tech Support at: They can assist if you get “bumped” from the seminar room or experience other difficulties.

3  Welcome everyone! Well – this is it! In the home stretch. I want to thank everyone for their hard work and their participation in our seminars and elsewhere. You have been a very responsive and thoughtful class. I wish you all the best in the future!

◦ We complete our study of sales management with the subject of effectiveness and performance of the sales organization and salespeople. ◦ We will review the final project for any questions you might have. ◦ Questions 4

◦ Last week we focused on sales management and leadership issues as well as reward systems for sales staff within the organization. ◦ Review of Unit 9 and 10 Course Requirements 5

 Read Chapters 6 and 13 of Sales Force Management  Our final Unit concentrates on measuring and evaluating both the sales organization and the salesperson. 6

 The Sales Organization Audit determines the current state of the sales management process and provides direction for improved performance and changes.  Benchmarking is a continuing process by which an organization compares its current operating systems and standards with the best practices used by acknowledged experts in the field.  Sales and cost data can be combined to produce evaluations of sales organization profitability.  Sales performance evaluation can be used in a wide variety of ways to manage the sales force.  Salesperson evaluation approaches vary widely by management style and organizational objectives.  Job satisfaction of salespeople is clearly tied to performance, retention, and motivation. 7

 By the end of this unit, you should be able to: Differentiate between sales organization effectiveness and salesperson performance in meeting organizational objectives  Describe a sales organization audit and discuss how and when it should be conducted  Define the concept of benchmarking and discuss how it should be used within the sales process  Describe how to develop a cost analysis for a sales organization in evaluating its expenses and return on investment  Describe how to develop a productivity analysis for a salesforce  Discuss the different uses and development of salesperson performance evaluations  Differentiate between outcome-based and behavior-based perspectives for evaluating and developing a salesperson's performance within the organization  Discuss the measurement and the importance of evaluating a salesperson's job satisfaction 8

Assignment 1. Introduction - Introduce your paper and what you will discuss 2. Overview - Overview of the organization and its mission 3. Target Markets - Include demographics, location, and size. Include the sales objectives for each target market. 4. Competition - describe top 3 if there are that many 5. Business Strategy - what is the company's strategy - what markets are they pursuing, are they expanding, adding new products, etc. 6. Organizational Structure - for the entire company from CEO down and include a chart 7. Sales Team Structure - Describe if there are Vice Presidents and who reports to them (such as Regional Managers) and then who reports to them and so forth. And are they by product, geographic or by customer 8. Relationship Strategy - what type are they using (discussed in Unit 8) 9. Selling Strategy - What do they use to sell their products/services. What are their benefits and features 10. Sales Channel - are they direct, do they have brokers, do they sell over the internet, via catalog? 11. Staffing & Recruiting plan - what are the resources to recruit sales people and what is the job description that is used for the sales positions 12. Training Plan - How will you train sales people and what is the budget for training 13. Sales Compensation - how will sales people be paid? Straight salary? Salary plus commission? Salary plus fixed bonus percent? And what are the salary ranges for the various sales team members 14. Sales Forecast for 2 years - what are sales forecasted to be for 2 years 15. Budget for One year 16. Timeline from January 1 until December 31 of how much will be sold, who will be hired and when and when will training occur I hope this provides some guidance to the sections that should be included in your sales plan. Obviously some sections will be a few sentences and others will several paragraphs. If you think there should be additional sections included, please do so. 9

Final Project Grading Criteria  For your Final Project, using a company you are familiar with or your own company, you need to develop: a sales plan for the organization 1.Introduction – Introduce your paper and what you will discuss 2. Overview - Overview of the organization and its mission 3. Target Markets - Include demographics, location, and size. Include the sales objectives for each target market. 4. Competition - describe top 3 if there are that many 5. Business Strategy - what is the company's strategy - what markets are they pursuing, are they expanding, adding new products, etc. 6. Organizational Structure - for the entire company from CEO down and include a chart 7. Sales Team Structure - Describe if there are Vice Presidents and who reports to them (such as Regional Managers) and then who reports to them and so forth. And are they by product, geographic or by customer 8. Relationship Strategy - what type are they using (discussed in Unit 8) 9. Selling Strategy - What do they use to sell their products/services. What are their benefits and features 10. Sales Channel - are they direct, do they have brokers, do they sell over the internet, via catalog? 11. Staffing & Recruiting plan - what are the resources to recruit sales people and what is the job description that is used for the sales positions 12. Training Plan - How will you train sales people and what is the budget for training 13. Sales Compensation - how will sales people be paid? Straight salary? Salary plus commission? Salary plus fixed bonus percent? And what are the salary ranges for the various sales team members 14. Sales Forecast for 2 years - what are sales forecasted to be for 2 years 15. Budget for One year 16. Timeline from January 1 until December 31 of how much will be sold, who will be hired and when and when will training occur 10

 Creativity, clarity, graphic design, message, professional appearance (10- minute —  approximately 15 slides — introductory PowerPoint presentation).  The Final Presentation is due in Unit 9.  Assignment Checklist:  1. Generalize how to sell a product to a different organization  2. Develop a sample sales presentation  3. Incorporate selling skills in presentation (creativity, clarity, design, message and professional  appearance)  Directions for Submitting Your Project  Before you submit your project, you should save your work on your computer in a location and  with a name that you will remember. Make sure your project is in the appropriate format  (PowerPoint), then, when you are ready, you may submit on the Dropbox page. 11

 Communication skills, which include writing, are critical in academics and in the workplace. Therefore, in Unit 10, you will be completing a self reflection. This is your opportunity to reflect of what you have learned in this course. We wanted to give you time for contemplation, so we are providing you with the assignment information at this time. This is a chance for you and your instructor to see how the value of the subject matter in this course will connect to your academic and professional future.  Here is a preview of this Unit 10 assignment:  After reflecting on what you have learned and how you have benefited by taking MT455 Sales Force Management, write a minimum one page response to the questions below. Make sure to address the critical elements so you will be successful in completing this assignment.  Please answer the following questions in your paper:  1. Reflect and describe which key concepts and topics in this course have made you a stronger candidate to enter the business world.  2. Discuss how this course has affected you in your professional development as a student and as a person as well as encouraging you on your academic path.  Respond using the critical elements below and submit your minimum one page response to the dropbox by Sunday at 12 midnight EST in Unit 10.  Critical Elements:  Write your original response in Standard American English, paying special attention to grammar, style and mechanics.  Respond to the questions in a thorough manner, providing specific examples of concepts, topics, from question 1, and specific examples of the impact on you from question 2.  Ensure that your viewpoint and purpose are clearly stated.  Demonstrate logical and appropriate transitions from one idea to another.  Your paper should be highly organized, logical and focused. 12

13 How is the Final Project coming along?

 I appreciate your time and attention during our 1 hour seminar today. If you have questions, feel free to contact me in my virtual instructor’s Office and I’ll be happy to help!  See you in Class! 14