Chapter 13
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
business promotions
are used to generate business leads, stimulate purchases, reward customers and motivate sales people
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
consumer promotions
sales promotion tools used to boost short term customer buying and engagement or enhance long term customer relationships
approach
the sales step in which a salesperson meets the customer for the first time
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.
sales quota
a standard that states the amount a salesperson should sell and how sales should be divided among the company's products
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.
complex sales force structure
combines several types of organizations
how does management get information about its people?
expense reports, sales reports, and call reports
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
Outside sales force or field sales force
salespeople who travel to call on customers in the field
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
preapproach
the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call
prospecting
the sales step in which a salesperson or compnay identifies qualified potential customers
