SALES FORCE MANAGEMENT Unit 3 Meaning Definition Meaning
![SALES FORCE MANAGEMENT Unit - 3 SALES FORCE MANAGEMENT Unit - 3](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-1.jpg)
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![Meaning & Definition Meaning: Recruitment is the process where the prospective candidate s are Meaning & Definition Meaning: Recruitment is the process where the prospective candidate s are](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-3.jpg)
![Characteristics of Recruitment • Recruitment Induction is the process of finding good salesmen in Characteristics of Recruitment • Recruitment Induction is the process of finding good salesmen in](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-4.jpg)
![Process of Recruitment of Salesmen Recruitment of salesmen involves the following processes: I. Determination Process of Recruitment of Salesmen Recruitment of salesmen involves the following processes: I. Determination](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-5.jpg)
![Determination of Nature of Salesmen • Sales personnel planning involves two important activitiesi. Determining Determination of Nature of Salesmen • Sales personnel planning involves two important activitiesi. Determining](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-6.jpg)
![(i) Determining the type of sales personnel needed. • To measure the activities involved (i) Determining the type of sales personnel needed. • To measure the activities involved](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-7.jpg)
![Sales Job Analysis means job analysis of sales function. This is concerned with the Sales Job Analysis means job analysis of sales function. This is concerned with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-8.jpg)
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![Job Description • Job description includes basic job-related data that is useful to advertise Job Description • Job description includes basic job-related data that is useful to advertise](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-10.jpg)
![Purpose of Job Description • The main purpose of job description is to collect Purpose of Job Description • The main purpose of job description is to collect](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-11.jpg)
![Job Specification Also known as employee specifications, a job • specification is a written Job Specification Also known as employee specifications, a job • specification is a written](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-12.jpg)
![Purpose of Job Specification • Described on the basis of job description, job specification Purpose of Job Specification • Described on the basis of job description, job specification](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-13.jpg)
![Determination of Number of Salesmen Before selection is undertaken, the sales manager should assess Determination of Number of Salesmen Before selection is undertaken, the sales manager should assess](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-14.jpg)
![Determination of Source of Recruitment of Salesmen Sources of recruitment may be broadly be Determination of Source of Recruitment of Salesmen Sources of recruitment may be broadly be](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-15.jpg)
![Internal Sources • From company’s own staff • Company executives • Promotion of employees Internal Sources • From company’s own staff • Company executives • Promotion of employees](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-16.jpg)
![External Sources • Educational institutions • Employment agencies • Salesmen of non-competing companies • External Sources • Educational institutions • Employment agencies • Salesmen of non-competing companies •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-17.jpg)
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![Meaning of Selection The process of interviewing and evaluating candidates for a specific job Meaning of Selection The process of interviewing and evaluating candidates for a specific job](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-19.jpg)
![Importance of Sound Selection • Basic of sales • Establishment of better relations • Importance of Sound Selection • Basic of sales • Establishment of better relations •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-20.jpg)
![Who Selects the Salesman • By The Owner Of The Enterprise • By Sales Who Selects the Salesman • By The Owner Of The Enterprise • By Sales](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-21.jpg)
![Principles to be Followed in Selection of Salesman • Aptitude of salesmanship • Adequate Principles to be Followed in Selection of Salesman • Aptitude of salesmanship • Adequate](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-22.jpg)
![Selection Test • Mental Ability Test (capacity of comprehension and reasoning) • Aptitude Test Selection Test • Mental Ability Test (capacity of comprehension and reasoning) • Aptitude Test](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-23.jpg)
![Conditions for Effective Use of Tests • The test should be properly prepared. • Conditions for Effective Use of Tests • The test should be properly prepared. •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-24.jpg)
![Methods of Interview • Patterned interview • Indirect or non-directive interview • Stress interview Methods of Interview • Patterned interview • Indirect or non-directive interview • Stress interview](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-25.jpg)
![Sales Force Training Sales Force Training](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-26.jpg)
![Meaning & Definition Meaning: Sales training is very important and covers generally three broad Meaning & Definition Meaning: Sales training is very important and covers generally three broad](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-27.jpg)
![Objectives of Sales Training • Identifying Customer Needs • Qualifying Opportunities • Demonstrating Value Objectives of Sales Training • Identifying Customer Needs • Qualifying Opportunities • Demonstrating Value](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-28.jpg)
![Importance of Sales Training • Lower turnover of sales people • Better customer relations Importance of Sales Training • Lower turnover of sales people • Better customer relations](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-29.jpg)
![Types of Sales Training • Initial training : new recruits are given an orientation Types of Sales Training • Initial training : new recruits are given an orientation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-30.jpg)
![Contents of Good Training Scheme • Objectives • Basic principles of salesmanship • Information Contents of Good Training Scheme • Objectives • Basic principles of salesmanship • Information](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-31.jpg)
![Planning of Sales Training Programme • A planned training programme should function with the Planning of Sales Training Programme • A planned training programme should function with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-32.jpg)
![Aim of Training • Job specifications • Time management • Sales related marketing policies Aim of Training • Job specifications • Time management • Sales related marketing policies](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-33.jpg)
![Content of Training • • Content for new sales trainees is broader. It includes: Content of Training • • Content for new sales trainees is broader. It includes:](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-34.jpg)
![Method of Training • • • Selection of suitable methods for a training programme Method of Training • • • Selection of suitable methods for a training programme](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-35.jpg)
![Execution of the Training • Usually sales trainer or sales training manager is responsible Execution of the Training • Usually sales trainer or sales training manager is responsible](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-36.jpg)
![Evaluation • Session Review • Written tests • Send observers • Candid camera Evaluation • Session Review • Written tests • Send observers • Candid camera](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-37.jpg)
![It is done to improve training design and implementation, and to find if expenditure It is done to improve training design and implementation, and to find if expenditure](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-38.jpg)
![Training Methods The various methods used to train the salesmen may be grouped as Training Methods The various methods used to train the salesmen may be grouped as](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-39.jpg)
![Group Training Method • • • Lecture Method Group Discussion Sales Conference Role Playing Group Training Method • • • Lecture Method Group Discussion Sales Conference Role Playing](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-40.jpg)
![Lecture Method • lectures are delivered by senior supervisors and leading experts to a Lecture Method • lectures are delivered by senior supervisors and leading experts to a](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-41.jpg)
![Case Study • Under this method, an actual or hypothetical case of sales is Case Study • Under this method, an actual or hypothetical case of sales is](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-42.jpg)
![Role Playing Method • Under this method, training is provided to the trainee by Role Playing Method • Under this method, training is provided to the trainee by](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-43.jpg)
![Simulation or Game Method • This method also known as Simulation. • Uses highly Simulation or Game Method • This method also known as Simulation. • Uses highly](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-44.jpg)
![Individual Training Method In is a method where the principle of ‘self-help’ is adopted. Individual Training Method In is a method where the principle of ‘self-help’ is adopted.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-45.jpg)
![On the Job Training • It is a practical method of training in which On the Job Training • It is a practical method of training in which](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-46.jpg)
![Personal Discussion • In the Personal conference, the trainer and trainee jointly analyze problems. Personal Discussion • In the Personal conference, the trainer and trainee jointly analyze problems.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-47.jpg)
![Correspondence Courses • The special study courses are supplied to the trainees through post Correspondence Courses • The special study courses are supplied to the trainees through post](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-48.jpg)
![Internship Training • This method of training refers to a joint programme of training Internship Training • This method of training refers to a joint programme of training](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-49.jpg)
![Sales Force Motivation Sales Force Motivation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-50.jpg)
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![Sales Compensation Sales Compensation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-63.jpg)
![Meaning of Remuneration • Remuneration is the total compensation that an employee receives in Meaning of Remuneration • Remuneration is the total compensation that an employee receives in](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-64.jpg)
![Need of Remuneration A good scheme of remuneration can help to fulfill the following Need of Remuneration A good scheme of remuneration can help to fulfill the following](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-65.jpg)
![Essentials of a Good Remuneration • Simplicity • Direct Incentive • Minimum Income • Essentials of a Good Remuneration • Simplicity • Direct Incentive • Minimum Income •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-66.jpg)
![Factors Affecting Remuneration of Salesmen • Nature of Product or Service • Nature of Factors Affecting Remuneration of Salesmen • Nature of Product or Service • Nature of](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-67.jpg)
![Compensation Elements A sales compensation plan has many as four basic elements. 1. A Compensation Elements A sales compensation plan has many as four basic elements. 1. A](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-68.jpg)
![Methods of Remuneration • • • • Time Rate Method Piece Rate Method Fixed Methods of Remuneration • • • • Time Rate Method Piece Rate Method Fixed](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-69.jpg)
![Time Rate Method: • Under time rate system, remuneration is directly linked with the Time Rate Method: • Under time rate system, remuneration is directly linked with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-70.jpg)
![Piece Rate Method • It is a method of compensation in which remuneration is Piece Rate Method • It is a method of compensation in which remuneration is](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-71.jpg)
![Fixed Salary or Straight Line Method It is simplest compensation plan. Salesperson receive fixed Fixed Salary or Straight Line Method It is simplest compensation plan. Salesperson receive fixed](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-72.jpg)
![Straight Commission Method The theory supports the individual sales personnel should be paid according Straight Commission Method The theory supports the individual sales personnel should be paid according](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-73.jpg)
![Salary and Commission Method Most sales compensation plans are combinations of salary & commission Salary and Commission Method Most sales compensation plans are combinations of salary & commission](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-74.jpg)
![Drawing Account and Commission Method • Under this, the firm maintains salespeople’s individual accounts Drawing Account and Commission Method • Under this, the firm maintains salespeople’s individual accounts](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-75.jpg)
![Salary Bonus and Commission Method • In this, the straight salary is paid for Salary Bonus and Commission Method • In this, the straight salary is paid for](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-76.jpg)
![Bonus Method • A bonus is an amount paid for accomplishing a specific sales Bonus Method • A bonus is an amount paid for accomplishing a specific sales](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-77.jpg)
![Quota Method • In this method, a fixed salary is paid but the calculation Quota Method • In this method, a fixed salary is paid but the calculation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-78.jpg)
![Fringe Benefits Method • Fringe benefits do not bear direct relationships to job performance. Fringe Benefits Method • Fringe benefits do not bear direct relationships to job performance.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-79.jpg)
![Pooled Commission Method • Under this method, salesmen working in a certain area are Pooled Commission Method • Under this method, salesmen working in a certain area are](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-80.jpg)
![Sales Contest and Prize Method • Sometimes companies use sales contests and offer prizes Sales Contest and Prize Method • Sometimes companies use sales contests and offer prizes](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-81.jpg)
![Sales Force Evaluations Sales Force Evaluations](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-82.jpg)
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![QUERRIES ? QUERRIES ?](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-88.jpg)
- Slides: 88
![SALES FORCE MANAGEMENT Unit 3 SALES FORCE MANAGEMENT Unit - 3](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-1.jpg)
SALES FORCE MANAGEMENT Unit - 3
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![Meaning Definition Meaning Recruitment is the process where the prospective candidate s are Meaning & Definition Meaning: Recruitment is the process where the prospective candidate s are](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-3.jpg)
Meaning & Definition Meaning: Recruitment is the process where the prospective candidate s are found and encouraged to apply. The aim of recruitment is to attract potential salesmen to fill up the vacancies. Definition: “Recruitment is the active search for the best available candidates for a sale position. ” - Victor P. Buell
![Characteristics of Recruitment Recruitment Induction is the process of finding good salesmen in Characteristics of Recruitment • Recruitment Induction is the process of finding good salesmen in](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-4.jpg)
Characteristics of Recruitment • Recruitment Induction is the process of finding good salesmen in which they are encouraged to apply. • It is a continuous process. The search for salesmen goes on all the time. • The various sources of recruitment are determined in it. • Recruitment is done to fulfill both present and future requirements.
![Process of Recruitment of Salesmen Recruitment of salesmen involves the following processes I Determination Process of Recruitment of Salesmen Recruitment of salesmen involves the following processes: I. Determination](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-5.jpg)
Process of Recruitment of Salesmen Recruitment of salesmen involves the following processes: I. Determination of Nature of salesmen II. Determination of Number of salesmen III. Determination of sources of recruitment of salesmen.
![Determination of Nature of Salesmen Sales personnel planning involves two important activitiesi Determining Determination of Nature of Salesmen • Sales personnel planning involves two important activitiesi. Determining](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-6.jpg)
Determination of Nature of Salesmen • Sales personnel planning involves two important activitiesi. Determining the type of sales personnel needed. ii. The number of sales personnel required to be recruited.
![i Determining the type of sales personnel needed To measure the activities involved (i) Determining the type of sales personnel needed. • To measure the activities involved](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-7.jpg)
(i) Determining the type of sales personnel needed. • To measure the activities involved in identifying the type of sales personnel the following are needed: i. Sales Job Analysis ii. Personal Analysis
![Sales Job Analysis means job analysis of sales function This is concerned with the Sales Job Analysis means job analysis of sales function. This is concerned with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-8.jpg)
Sales Job Analysis means job analysis of sales function. This is concerned with the determination of nature of duties and responsibilities to be performed. In job analysis the following two activities are involved: • Job description • Job specification
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![Job Description Job description includes basic jobrelated data that is useful to advertise Job Description • Job description includes basic job-related data that is useful to advertise](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-10.jpg)
Job Description • Job description includes basic job-related data that is useful to advertise a specific job and attract a pool of talent. • It includes information such as job title, job location, reporting to and of employees, job summary, nature and objectives of a job, tasks and duties to be performed, working conditions, machines, tools and equipments to be used by a prospective worker and hazards involved in it.
![Purpose of Job Description The main purpose of job description is to collect Purpose of Job Description • The main purpose of job description is to collect](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-11.jpg)
Purpose of Job Description • The main purpose of job description is to collect jobrelated data in order to advertise for a particular job. It helps in attracting, targeting, recruiting and selecting the right candidate for the right job. • It is done to determine what needs to be delivered in a particular job. It clarifies what employees are supposed to do if selected for that particular job opening. • It gives recruiting staff a clear view what kind of candidate is required by a particular department or division to perform a specific task or job. • It also clarifies who will report to whom.
![Job Specification Also known as employee specifications a job specification is a written Job Specification Also known as employee specifications, a job • specification is a written](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-12.jpg)
Job Specification Also known as employee specifications, a job • specification is a written statement of educational qualifications, specific qualities, level of experience, physical, emotional, technical and communication skills required to perform a job, responsibilities involved in a job and other unusual sensory demands. It also includes general health, mental health, intelligence, aptitude, memory, judgment, leadership skills, emotional ability, adaptability, flexibility, values and ethics, manners and creativity, etc.
![Purpose of Job Specification Described on the basis of job description job specification Purpose of Job Specification • Described on the basis of job description, job specification](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-13.jpg)
Purpose of Job Specification • Described on the basis of job description, job specification helps candidates analyze whether are eligible to apply for a particular job vacancy or not. • It helps recruiting team of an organization understand what level of qualifications, qualities and set of characteristics should be present in a candidate to make him or her eligible for the job opening. • Job detailed information about any job Specification including job gives responsibilities, desired technical and physical skills, conversational ability and much more. • It helps in selecting the most appropriate candidate for a particular job.
![Determination of Number of Salesmen Before selection is undertaken the sales manager should assess Determination of Number of Salesmen Before selection is undertaken, the sales manager should assess](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-14.jpg)
Determination of Number of Salesmen Before selection is undertaken, the sales manager should assess the need for sales force in quantitative terms. Number of salesmen are estimated on the basis of i. Future sales ii. Sales per salesmen iii. Possibilities of future development iv. Present no. of salesmen The following formula is used : N = S/P (1+T) N = No. Of salesmen S = Forecasted sales P = Productivity of salesmen T = Rate of sales turnover
![Determination of Source of Recruitment of Salesmen Sources of recruitment may be broadly be Determination of Source of Recruitment of Salesmen Sources of recruitment may be broadly be](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-15.jpg)
Determination of Source of Recruitment of Salesmen Sources of recruitment may be broadly be divided into : a. Internal sources b. External sources
![Internal Sources From companys own staff Company executives Promotion of employees Internal Sources • From company’s own staff • Company executives • Promotion of employees](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-16.jpg)
Internal Sources • From company’s own staff • Company executives • Promotion of employees • Former employee’s re-employment
![External Sources Educational institutions Employment agencies Salesmen of noncompeting companies External Sources • Educational institutions • Employment agencies • Salesmen of non-competing companies •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-17.jpg)
External Sources • Educational institutions • Employment agencies • Salesmen of non-competing companies • Competing firms • Employees of customers • Application on gate • Advertisements • Wholesalers, retailers and customers • Professional bodies
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![Meaning of Selection The process of interviewing and evaluating candidates for a specific job Meaning of Selection The process of interviewing and evaluating candidates for a specific job](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-19.jpg)
Meaning of Selection The process of interviewing and evaluating candidates for a specific job and selecting an individual for employment based on certain criteria. Employee selection can range from a very simple process to a very complicated process depending on the firm hiring and the position.
![Importance of Sound Selection Basic of sales Establishment of better relations Importance of Sound Selection • Basic of sales • Establishment of better relations •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-20.jpg)
Importance of Sound Selection • Basic of sales • Establishment of better relations • Better relations with customers • Easy and quick training • Low cost of control • Limited turnover • Availability of good executives • Growth of organisation and increase in reputation. • Peaceful atmosphere
![Who Selects the Salesman By The Owner Of The Enterprise By Sales Who Selects the Salesman • By The Owner Of The Enterprise • By Sales](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-21.jpg)
Who Selects the Salesman • By The Owner Of The Enterprise • By Sales Manager • By Personnel Department • By Selection Board • By External Agencies
![Principles to be Followed in Selection of Salesman Aptitude of salesmanship Adequate Principles to be Followed in Selection of Salesman • Aptitude of salesmanship • Adequate](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-22.jpg)
Principles to be Followed in Selection of Salesman • Aptitude of salesmanship • Adequate education and knowledge of language • Application form • Checking references • Personal interviews • Psychological test • Medical examination • Final interview and appointment
![Selection Test Mental Ability Test capacity of comprehension and reasoning Aptitude Test Selection Test • Mental Ability Test (capacity of comprehension and reasoning) • Aptitude Test](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-23.jpg)
Selection Test • Mental Ability Test (capacity of comprehension and reasoning) • Aptitude Test (potential ability) • Achievement Test (gain from education and training) • Personality Test (assess an individual motivation, stress, interpersonal relation and self-image) • Interests Test (likes and dislikes)
![Conditions for Effective Use of Tests The test should be properly prepared Conditions for Effective Use of Tests • The test should be properly prepared. •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-24.jpg)
Conditions for Effective Use of Tests • The test should be properly prepared. • The test should be job related. • Capable and experiences person should handle the test. • If possible more than one tests should be used. • The dangers and limitations of different tests should be kept in mind. • The test should be reviewed periodically. • The reliability and validity of any test should be accepted before it is used as a selection tool.
![Methods of Interview Patterned interview Indirect or nondirective interview Stress interview Methods of Interview • Patterned interview • Indirect or non-directive interview • Stress interview](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-25.jpg)
Methods of Interview • Patterned interview • Indirect or non-directive interview • Stress interview • Group interview
![Sales Force Training Sales Force Training](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-26.jpg)
Sales Force Training
![Meaning Definition Meaning Sales training is very important and covers generally three broad Meaning & Definition Meaning: Sales training is very important and covers generally three broad](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-27.jpg)
Meaning & Definition Meaning: Sales training is very important and covers generally three broad areas namely – knowledge, skill and attitude – all three a must for development of an effective salesman. Definition: According to E. B. Fillippo, “ Training is the act of increasing the knowledge and skills of an employee for doing a particular job. ”
![Objectives of Sales Training Identifying Customer Needs Qualifying Opportunities Demonstrating Value Objectives of Sales Training • Identifying Customer Needs • Qualifying Opportunities • Demonstrating Value](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-28.jpg)
Objectives of Sales Training • Identifying Customer Needs • Qualifying Opportunities • Demonstrating Value • Overcoming Objections
![Importance of Sales Training Lower turnover of sales people Better customer relations Importance of Sales Training • Lower turnover of sales people • Better customer relations](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-29.jpg)
Importance of Sales Training • Lower turnover of sales people • Better customer relations • High sales volume • Reduces control and supervision • Reduces selling cost • Provides expert knowledge
![Types of Sales Training Initial training new recruits are given an orientation Types of Sales Training • Initial training : new recruits are given an orientation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-30.jpg)
Types of Sales Training • Initial training : new recruits are given an orientation training so as to know about the company and its products. He may be allowed to work for sometime in the firm itself to gain sufficient information about the products. After that he is sent to work in his field. • Job training : In this method, a new salesman is placed under an experienced or senior salesman who trains him. Initially he trains the sales techniques, later, takes the trainee along with him on his rounds and gives him chances to observe the dealings with the customers. • Refresher training : Short-term course aimed at recall and reinforcement of previously acquired knowledge and skills. It is a form of updating knowledge.
![Contents of Good Training Scheme Objectives Basic principles of salesmanship Information Contents of Good Training Scheme • Objectives • Basic principles of salesmanship • Information](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-31.jpg)
Contents of Good Training Scheme • Objectives • Basic principles of salesmanship • Information about the firm • Information about the product • Training methods • Information about the competitors • Information about market conditions • Information about customers • Matters pertaining day to day work • Evaluation
![Planning of Sales Training Programme A planned training programme should function with the Planning of Sales Training Programme • A planned training programme should function with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-32.jpg)
Planning of Sales Training Programme • A planned training programme should function with the following ideas or principles, often referred as ACMEE. A – Aim of Training C – Content of Training M – Method of Training E – Execution of the Training E – Evaluation
![Aim of Training Job specifications Time management Sales related marketing policies Aim of Training • Job specifications • Time management • Sales related marketing policies](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-33.jpg)
Aim of Training • Job specifications • Time management • Sales related marketing policies • Product data • Sales Techniques • Markets and competition • Company information
![Content of Training Content for new sales trainees is broader It includes Content of Training • • Content for new sales trainees is broader. It includes:](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-34.jpg)
Content of Training • • Content for new sales trainees is broader. It includes: • Company knowledge • Product knowledge • Customer knowledge • Competitor knowledge • Selling skills / sales techniques Examples of specific content for experienced salespersons are: • New product knowledge • Introduce change in sales organisation • Negotiating skills Content depends on the aims of training programme Who, what, where and when Manuals and printed materials Training aids Candid camera, You. Tube Assignments
![Method of Training Selection of suitable methods for a training programme Method of Training • • • Selection of suitable methods for a training programme](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-35.jpg)
Method of Training • • • Selection of suitable methods for a training programme depends upon the topic and audience. Lecture Personal Conference (Curbstone Conference) Role Playing Case discussion Impromptu discussion Gaming On-the-job Programmed Learning Group or individual
![Execution of the Training Usually sales trainer or sales training manager is responsible Execution of the Training • Usually sales trainer or sales training manager is responsible](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-36.jpg)
Execution of the Training • Usually sales trainer or sales training manager is responsible for entire process of sales training. • Execution/implementation includes preparing timetable, arranging internal / external trainers, making travel arrangements of participants, arranging conference hall and teaching aids, and so on • A good practice to make a final check one / two days prior to start of training programme • Obtain feedback from the sales trainees at the end of the programme
![Evaluation Session Review Written tests Send observers Candid camera Evaluation • Session Review • Written tests • Send observers • Candid camera](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-37.jpg)
Evaluation • Session Review • Written tests • Send observers • Candid camera
![It is done to improve training design and implementation and to find if expenditure It is done to improve training design and implementation, and to find if expenditure](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-38.jpg)
It is done to improve training design and implementation, and to find if expenditure was worthwhile. Framework for sales training evaluation Outcomes to measure What to measure How to measure When to measure • Reactions / Perceptions of participants • Training objective • Was training worthwhile? • Questionnaires • interviews • After the training • Learning – knowledge, skills, attitudes learnt • Knowledge, skills, attitudes • Tests • Interviews • After training • Before & after – training • Behavioural change • Trainees’ change of behaviour • Self-assessment by • After training, over a trainees period of one year • Observation by supervisors / customers • Results – Performance; Benefits more than cost? • Sales, Profits • Company data • Customer satisfaction • Management judgement • Market survey • After training, Quarterly, Yearly
![Training Methods The various methods used to train the salesmen may be grouped as Training Methods The various methods used to train the salesmen may be grouped as](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-39.jpg)
Training Methods The various methods used to train the salesmen may be grouped as follows: • Group training method • Individual training method
![Group Training Method Lecture Method Group Discussion Sales Conference Role Playing Group Training Method • • • Lecture Method Group Discussion Sales Conference Role Playing](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-40.jpg)
Group Training Method • • • Lecture Method Group Discussion Sales Conference Role Playing Method Case Study Round Table Method Sales Demonstration Simulation or Game Method Visual Training
![Lecture Method lectures are delivered by senior supervisors and leading experts to a Lecture Method • lectures are delivered by senior supervisors and leading experts to a](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-41.jpg)
Lecture Method • lectures are delivered by senior supervisors and leading experts to a group of trainee consisting of 15 to 20 trainees who are sitting in a room.
![Case Study Under this method an actual or hypothetical case of sales is Case Study • Under this method, an actual or hypothetical case of sales is](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-42.jpg)
Case Study • Under this method, an actual or hypothetical case of sales is discussed by the trainees inthe presence and guidance of senior supervisor. There are open and frank discussions amongst the members(trainees).
![Role Playing Method Under this method training is provided to the trainee by Role Playing Method • Under this method, training is provided to the trainee by](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-43.jpg)
Role Playing Method • Under this method, training is provided to the trainee by presenting a sales drama before the trainees
![Simulation or Game Method This method also known as Simulation Uses highly Simulation or Game Method • This method also known as Simulation. • Uses highly](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-44.jpg)
Simulation or Game Method • This method also known as Simulation. • Uses highly structured contrived situations, based on reality , in which players assume decision-making roles through successive rounds of play
![Individual Training Method In is a method where the principle of selfhelp is adopted Individual Training Method In is a method where the principle of ‘self-help’ is adopted.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-45.jpg)
Individual Training Method In is a method where the principle of ‘self-help’ is adopted. The salesman is asked to see, observe and learn for himself. Various methods used are: • On the Job Training • Personal Discussion • Sales Manuals • Job Rotation Training • Correspondence Courses • Internship Training
![On the Job Training It is a practical method of training in which On the Job Training • It is a practical method of training in which](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-46.jpg)
On the Job Training • It is a practical method of training in which the trainee gets actual experience by working along with some senior supervisor on the job.
![Personal Discussion In the Personal conference the trainer and trainee jointly analyze problems Personal Discussion • In the Personal conference, the trainer and trainee jointly analyze problems.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-47.jpg)
Personal Discussion • In the Personal conference, the trainer and trainee jointly analyze problems. It is an unstructured and informal method.
![Correspondence Courses The special study courses are supplied to the trainees through post Correspondence Courses • The special study courses are supplied to the trainees through post](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-48.jpg)
Correspondence Courses • The special study courses are supplied to the trainees through post by a recognized institution regularly at the residence of the trainees.
![Internship Training This method of training refers to a joint programme of training Internship Training • This method of training refers to a joint programme of training](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-49.jpg)
Internship Training • This method of training refers to a joint programme of training in which the technical institution and business houses co-operate
![Sales Force Motivation Sales Force Motivation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-50.jpg)
Sales Force Motivation
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![Sales Compensation Sales Compensation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-63.jpg)
Sales Compensation
![Meaning of Remuneration Remuneration is the total compensation that an employee receives in Meaning of Remuneration • Remuneration is the total compensation that an employee receives in](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-64.jpg)
Meaning of Remuneration • Remuneration is the total compensation that an employee receives in exchange for the services he/she performed for the employer. • Typically, this consists of monetary rewards, also referred to as wage or salary and includes a number of complementary benefits. • In other words, it is reward for employment in the form of pay, salary, or wage, including allowances, benefits (such as company car, medical plan, pension plan), bonuses, cash incentives, and monetary value of the noncash incentives.
![Need of Remuneration A good scheme of remuneration can help to fulfill the following Need of Remuneration A good scheme of remuneration can help to fulfill the following](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-65.jpg)
Need of Remuneration A good scheme of remuneration can help to fulfill the following major functions: • Attracting sufficient and desirable sales people. • Rewarding sales employees for productivity. • Retaining desirable sales people. • Correcting sales costs with sales results. • Controlling sales activities.
![Essentials of a Good Remuneration Simplicity Direct Incentive Minimum Income Essentials of a Good Remuneration • Simplicity • Direct Incentive • Minimum Income •](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-66.jpg)
Essentials of a Good Remuneration • Simplicity • Direct Incentive • Minimum Income • Helpful to increase efficiency • Flexibility • Lower Administrative • Proportionate reward • Fair and equitable Cost • Periodic Increment • Promptness • Stability • Talent oriented
![Factors Affecting Remuneration of Salesmen Nature of Product or Service Nature of Factors Affecting Remuneration of Salesmen • Nature of Product or Service • Nature of](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-67.jpg)
Factors Affecting Remuneration of Salesmen • Nature of Product or Service • Nature of Competition • • • New Product or New Market • Reputation and Financial Position of the Enterprise Condition of the Market Experience and Efficiency • Competitive Position • Remuneration of the of Salesman Competitive Institution Amount of Sale • Amenities Advertising Sales Promotion • Economic condition of the country
![Compensation Elements A sales compensation plan has many as four basic elements 1 A Compensation Elements A sales compensation plan has many as four basic elements. 1. A](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-68.jpg)
Compensation Elements A sales compensation plan has many as four basic elements. 1. A fixed element, either a salary or a drawing account, to provide some stability of income. 2. A variable element (for example, a commission , bonus, or profit sharing arrangement) to serve as an incentive. 3. An element covering the fringe or “plus factor”, such as paid vacations, sickness & accident benefits, life insurance, pensions. 4. An element providing for reimbursement of expenses or payment of expenses allowances.
![Methods of Remuneration Time Rate Method Piece Rate Method Fixed Methods of Remuneration • • • • Time Rate Method Piece Rate Method Fixed](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-69.jpg)
Methods of Remuneration • • • • Time Rate Method Piece Rate Method Fixed Salary or Straight Line Method Straight Commission Method Salary and Commission Method Drawing Account and Commission Method Salary Bonus and Commission Method Bonus Method Quota Method Promotion Method Fringe Benefits Method Pooled Commission Method Sales Contest and Prize Method
![Time Rate Method Under time rate system remuneration is directly linked with the Time Rate Method: • Under time rate system, remuneration is directly linked with the](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-70.jpg)
Time Rate Method: • Under time rate system, remuneration is directly linked with the time spent or devoted by an employee on the job. The employees are paid a fixed predecided amount hourly, daily, weekly or monthly irrespective of their output. It is a very simple method of remuneration. It leads to minimum wastage of resources and lesser chances of accidents. Time Rate method leads to quality output and this method is very beneficial to new employees as they can learn their work without any reduction in their salaries. This method encourages employees unity as employees of a particular group/cadre get equal salaries. • There are some drawbacks of Time Rate Method, such as, it leads to tight supervision, indefinite employee cost, lesser efficiency of employees as there is no distinction made between efficient and inefficient employees, and lesser morale of employees. • Time rate system is more suitable where the work is non-repetitive in nature and emphasis is more on quality output rather than quantity output.
![Piece Rate Method It is a method of compensation in which remuneration is Piece Rate Method • It is a method of compensation in which remuneration is](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-71.jpg)
Piece Rate Method • It is a method of compensation in which remuneration is paid on the basis of units or pieces produced by an employee. In this system emphasis is more on quantity output rather than quality output. Under this system the determination of employee cost per unit is not difficult because salaries differ with output. There is less supervision required under this method and hence the per unit cost of production is low. This system improves the morale of the employees as the salaries are directly related with their work efforts. There is greater work-efficiency in this method. • There are some drawbacks of this method, such as, it is not easily computable, leads to deterioration in work quality, wastage of resources, lesser unity of employees, higher cost of production and insecurity among the employees. • Piece rate system is more suitable where the nature of work is repetitive and quantity is emphasized more than quality.
![Fixed Salary or Straight Line Method It is simplest compensation plan Salesperson receive fixed Fixed Salary or Straight Line Method It is simplest compensation plan. Salesperson receive fixed](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-72.jpg)
Fixed Salary or Straight Line Method It is simplest compensation plan. Salesperson receive fixed sums as regular intervals(usually each week or month sometimes every 2 weeks), representing total payments for their services. Such plans are more common among industrial- goods companies than among consumer- goods companies. Such plans are engaged in trade selling. These jobs, in which selling amounts to mere order taking, abound in the wholesale & manufacturing fields, where consumer necessities are distributed directly to retailers. It is also used for paying driver- salesperson selling liquor & beverages, milk & bread, similarly distributed products.
![Straight Commission Method The theory supports the individual sales personnel should be paid according Straight Commission Method The theory supports the individual sales personnel should be paid according](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-73.jpg)
Straight Commission Method The theory supports the individual sales personnel should be paid according to productivity. As sales volume rises to different levels, the commission rates differ for different products, categories of customers, or during selling seasons. This method is common in the clothing, textiles & shoe industries & in drug * hardware wholesaling. Firms selling intangibles, such as insurance & investment securities, manufacturers of furniture, office equipment & business machines also are frequent users of straight- commission plans.
![Salary and Commission Method Most sales compensation plans are combinations of salary commission Salary and Commission Method Most sales compensation plans are combinations of salary & commission](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-74.jpg)
Salary and Commission Method Most sales compensation plans are combinations of salary & commission plans. By a judicious blending of the two basic plans, management seeks both control & motivation. Actual results depend upon management’s skills in designing & administering the plan.
![Drawing Account and Commission Method Under this the firm maintains salespeoples individual accounts Drawing Account and Commission Method • Under this, the firm maintains salespeople’s individual accounts](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-75.jpg)
Drawing Account and Commission Method • Under this, the firm maintains salespeople’s individual accounts from which the money is advanced to the salespeople against future commissions and the commissions due are credited to this account periodically. The overdrawn amount is adjusted in future.
![Salary Bonus and Commission Method In this the straight salary is paid for Salary Bonus and Commission Method • In this, the straight salary is paid for](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-76.jpg)
Salary Bonus and Commission Method • In this, the straight salary is paid for certain specific duties performed by the salesmen. In case the salesmen puts extra efforts or sells beyond a pre-determined limit, he is paid commission and bonus. The quantum of commission bonus depend upon – Volume of sales – Profits of the company The form of commission bonus may be in the form of cash or prizes or services to members of the family.
![Bonus Method A bonus is an amount paid for accomplishing a specific sales Bonus Method • A bonus is an amount paid for accomplishing a specific sales](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-77.jpg)
Bonus Method • A bonus is an amount paid for accomplishing a specific sales task, it is paid for reaching sales quota, performing promotional activities, obtaining new accounts, following up leads, setting up displays, or carrying out other assigned works. • It is like an additional financial reward to the sales person for achieving results beyond a predetermined minimum.
![Quota Method In this method a fixed salary is paid but the calculation Quota Method • In this method, a fixed salary is paid but the calculation](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-78.jpg)
Quota Method • In this method, a fixed salary is paid but the calculation of commission is not paid on total sales effected by salesperson. • A minimum quota is fixed for each salesman and no commission is paid until he crosses his quota figure. • In other words, he has to qualify himself for the benefit of commission by selling over the quota fixed for him over a time period.
![Fringe Benefits Method Fringe benefits do not bear direct relationships to job performance Fringe Benefits Method • Fringe benefits do not bear direct relationships to job performance.](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-79.jpg)
Fringe Benefits Method • Fringe benefits do not bear direct relationships to job performance. • They lack the motivational force, but take care of the safety and security needs. • They are provided by federal & state law. • For example, payment for social security premiums, unemployment compensation, worker’s compensation, pension plan, holidays, vacations, hospitalization, insurance, car parking, company providing housing etc.
![Pooled Commission Method Under this method salesmen working in a certain area are Pooled Commission Method • Under this method, salesmen working in a certain area are](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-80.jpg)
Pooled Commission Method • Under this method, salesmen working in a certain area are regarded as a team. The total commission earned on the sales of the group as a whole is then divided amongst the salesmen. • This division may be equal , or may be partly on the individual sales and the remaining is evenly distributed. • By making each person partly responsible for the earnings of each member of the group, an atmosphere is created which is expected to prove stimulating.
![Sales Contest and Prize Method Sometimes companies use sales contests and offer prizes Sales Contest and Prize Method • Sometimes companies use sales contests and offer prizes](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-81.jpg)
Sales Contest and Prize Method • Sometimes companies use sales contests and offer prizes to boost the competitive spirits of the salesmen. As a result to win sales contest, salesmen make special efforts to increase sales volume. Special quotas are fixed and salesmen who are able to reach those targets are properly rewarded. These rewards may be in the form of cash or other benefit. s
![Sales Force Evaluations Sales Force Evaluations](https://slidetodoc.com/presentation_image_h2/656f6026933030e23c61b500adcc832c/image-82.jpg)
Sales Force Evaluations
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Product sales structure
Sales force deployment
Force management definition
Evaluating sales performance
Difference between sales letter and sales promotion letter
Sales force composite
Management of sales territories and quotas
Tahapan sales cycle
Sales management meaning
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Relationship adalah
Sfa mobile
Motivating sales force
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Functional sales organization
Sales force expenses
Salesforce recruitment and selection process
Sales promotion methods
Sales force automation
Evaluating sales performance
Contoh aplikasi sales force automation
Methods of sales force motivation
Sales force effectiveness ppt
Sales force mobility
Sfa sales force automation
Evaluating sales force performance
Unit 6 review questions
Contact vs non contact forces
Which arrow below represents the direction of acceleration
Long range force
If you whirl a tin can on the end of a string
How does mechanical advantage work
Unbalanced force
Centripetal force in geography
Is air resistance a contact or noncontact force
Is electric force a conservative force
Centripetal force and gravitational force
Normal force and gravitational force
Shear force diagram
Break even point dollars formula
Introduction of personal selling
Sap order management
Wessex sales management simulation
Cracking the sales management code pdf download
Personal selling process in sales management
Introduction to sales management
Selling and sales management
In the twenty-first century, sales leaders are
International sales management
Act sales management
Sales activity management system
Advertising management and sales promotion
Territory management best practices
Sfa performance management
Sales performance management framework
Sales promotion in marketing management
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Area sales manager roles and responsibilities pdf
Objective of sales management
A water glass sitting on a table weighs 4n
Moments of force
Moment physics
Magnetomotive force symbol
Magnetic flux units
Air force unit structure
Coefficient of friction units
Electromotive force unit
Electromotive force unit
Kirchhoff
Unit 3 force motion energy answer key
Electromagnetic force meaning
Forces and motion unit test
Unit of electrical force
Observation of electromagnet
Units of magnetic field
Buoyant force
Is
Si unit of force
Lingual bar major connector
Pressure is defined as force per unit area.
Si unit of force is
Pyramid levels of management
Top management middle management first line management
Top level management
Maximize sales meaning
Sales readiness definition
Nature of salesmanship
Sales letter
Sales acceleration definition