1. Selling and Sales Force Management

2. What is Selling?
The AMA defines Selling as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or a service or to act favourably upon an idea that has commercial significance to the seller.”

3. They provide the vital human link between the company and the customer
Because only humans can customize the market offering as per the customer

4. Role of a Selling Person
Deliverer
Order taker
Missionary
Technician
Demand Creator
Solution vendor

5. Selling has to be adaptive
The nature of selling has changed. Circumstances, markets, products, services, customers have necessitated selling persons have to change to respond to customer needs

6. What does a selling person do?
Convince
Argue
Inform
Cajole
Persuade
Guide
Lead
Negotiate
Provide
Solve

7. Basic Steps in Selling Prospecting Qualifying Approach Presentation
Handling Objections
Closing
Taking the order
Follow up

8. What kind of Sales Force is required?
Routine selling
Expert selling
Technical selling
Business scouting

9. Sales Force Structure Geographical Market wise Product /Category wise
Channel

10. Determining size of Sales Force
No. of accounts ( customers)
Classification of account
Call frequencies
Location of accounts
Monthly call load

11. Managing Sales Force Recruitment Training Supervision Motivation
Evaluation

12. Compensating Sales Personnnel
Fixed
Variable
Fixed + variable
Commissions
Incentives
Bonuses
Expense accounts

13. Sales Productivity Call efficiency Time spent per call
Sales generated per call
Expense per call
Sales generated/ expenses incurred
Margins( contributions)/sales person

14. Sales Reporting Call reports Tour reports New accounts
Reporting on competition
Identifying market opportunities
Suggesting moves to counter competition
Product/service complaints