1. Copyright © 2003 Prentice-Hall, Inc. 21-1 Chapter 21 Managing The Sales Force by PowerPoint by Milton M. Pressley University of New Orleans

2. Copyright © 2003 Prentice-Hall, Inc. 21-2 Sales Representative  Robert McMurry’s sales representative types:  Deliverer  Order taker  Missionary  Technician  Demand creator  Solution vendor

3. Copyright © 2003 Prentice-Hall, Inc. 21-3 Figure 21.1: Designing a Sales Force Designing the Sales Force  Sales-Force Objectives and Strategy  Common tasks for salespeople  Prospecting  Targeting  Communicating  Selling  Information gathering  Allocating

4. Copyright © 2003 Prentice-Hall, Inc. 21-4 Table 21.1: Sales-Force Structures Territorial: Each sales representative is assigned an exclusive territory. This sales structure results in a clear definition of responsibilities. It increases the rep’s incentive to cultivate local business and personal ties. Travel expenses are relatively low because each rep travels within a small area. Territory size: Territories can be designed to provide equal sales potential or equal workload. Territories of equal potential provide each rep with the same income opportunities and provide the company with a means to evaluate performance. Territories can also be designed to equalize the sales workload so that each rep can cover the territory adequately. Territory shape: Territories are formed by combining smaller units, such as counties or states, until they add up to a territory of a given potential or workload. Companies can use computer programs to design territories that optimize such criteria as compactness, equalization of workload or sales potential, and minimal travel time. See text for complete table

5. Copyright © 2003 Prentice-Hall, Inc. 21-5 Designing the Sales Force  Sales-Force Size  Workload approach:  Customers are grouped into size classes  Desirable call frequencies are established for each class  The number of accounts in each size class is multiplied by the corresponding call frequency  The average number of calls a sales representative can make per year is determined  The total number of sales representatives needed is determined

6. Copyright © 2003 Prentice-Hall, Inc. 21-6 Designing the Sales Force  Sales-Force Compensation  Four Components:  Fixed amount  Variable amount  Expense allowances  Benefits

7. Copyright © 2003 Prentice-Hall, Inc. 21-7 Managing the Sales Force  Time-and-duty analysis  Preparation  Travel  Food and breaks  Waiting  Selling  Administration

8. Copyright © 2003 Prentice-Hall, Inc. 21-8 Managing the Sales Force  Sales Quotas  Supplementary Motivators  Sales meetings  Sales contests  Evaluating Sales Representatives  Sources of Information  Formal Evaluation

9. Copyright © 2003 Prentice-Hall, Inc. 21-9 Table 21.2: Form for Evaluating Sales Representative’s Performance See text for complete table Territory: Midland Sales Representative: John Smith 1999200020012002 1. Net sales product A $251,300$253,200$270,000$263,100 2. Net sales product B 423,200439,200553,900561,900 3. Net sales total 674,500692,400823,900825,000 4. Percent of quota product A 95.692.088.084.7 5. Percent of quota product B 120.4122.3134.9130.8 6. Gross profits product A $50,260$50,640$54,000$52,620 7. Gross profits product B 42,32043,92055,39056,190 8. Gross profits total 92,58094,560109,390108,810

10. Copyright © 2003 Prentice-Hall, Inc. 21-10 Figure 21.4: Major Steps in Effective Selling

11. Copyright © 2003 Prentice-Hall, Inc. 21-11 Figure 21.5: The Zone Agreement

12. Copyright © 2003 Prentice-Hall, Inc. 21-12 Principles of Personal Selling  Relationship Marketing