Chapter 13

sales quota

a standard that states the amount a salesperson should sell and how sales should be divided among the company's products

sales force management

analyzing, planning, implementing, and controlling sales force activities.

sales force management

analyzing, planning, implementing, and controlling sales force activities. Includes designing sales force strategy and structure, as well as recruiting, selecting, training, compensating, supervising, and evaluating the firms sales people

Workload approach

approach to set sales force size. company groups accounts into different classes according to size, account status or other factors related to the amount of effort required to maintain the account.

business promotions

are used to generate business leads, stimulate purchases, reward customers and motivate sales people

complex sales force structure

combines several types of organizations

how does management get information about its people?

expense reports, sales reports, and call reports

territorial sales force structure

a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

event marketing

creating a brand marketing event or serving as a sole or participating sponsor of events created by others

Product sales force structure

A sales force organization in which salespeople specialize in selling only a portion of the company's products or lines

Inside sales force

Salespeople who conduct business from their offices via telephone, online and social media interactions, or visits form prospective buyers

Team selling

Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

compensating salespeople

fixed amount, variable amount, expenses, and fringe benefits

trade promotions

getting retailers to carry more new items and more inventory, buy ahead or promote the company's products and give them more shelf space

good salespeople qualities

intrinsic motivation, a disciplined work style, the ability to close a sale , and the ability to build relationships with customers.

that is growing more quickly: telephone/online selling or face to face selling

online/phone

selling process

prospecting and qualifying pre approach approach presenting and demonstrating handling objections closing follow up

examples of consumer promotions

samples, coupons, rebates, price packs, premiums, advertising specialties, point of purchase promotions, contest sweepstakes

Sales promotion

short term incentives to encourage the purchase or sale of a product or a service

presentation

the sales step i which a salesperson tells the value store to the buyer showing how the company's offer solves the customers problems

consumer promotions

sales promotion tools used to boost short term customer buying and engagement or enhance long term customer relationships

Outside sales force or field sales force

salespeople who travel to call on customers in the field

preapproach

the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call

approach

the sales step in which a salesperson meets the customer for the first time

prospecting

the sales step in which a salesperson or compnay identifies qualified potential customers