Sales Management Decision Areas

Set Objectives
Determine Select
Sales Force Planning Organizing Territories,
Recruiting
Size
Selecting

Customer
Needs/wants

Evaluate Training
& control &
develop
Controlling Directing
Motivate Compensation
Sales Force Management
• Establishing Sales Force Objectives
– Sales Volume
– Market Share
– Profit

• Determining Sales Force Size

Vs.
Sales Force Management
• Organize Sales Territory
Customer Type
Product Line
Selling Task
Geographic
• Manage Sales Territories
– Routing and Scheduling
Salespeople
Geographic Division
Vice-President
Marketing

Regional Sales Regional Sales

Manager Manager

District Sales District Sales District Sales District Sales

Manager Manager Manager Manager

Sales Rep Sales Rep Sales Rep Sales Rep

California Pacific NW Southeast Northeast
Customer Type

Vice-President
Sales

New Accounts Existing Accounts

Manager Manager

New Account New Account Existing Existing

#1 #2 Account #1 Account #2
 Product Line

Vice-President
Sales

Snack Foods Beverages

Sales Manager Sales Manager

Sales Rep Sales Rep Sales rep Sales Rep

Eastern Region West’n Region Eastern Region West’n Region
Sales Force Management
 Recruiting and selecting salespeople
Sales Person Traits
 Self-imposed standards
 Dealing with failure
 Moderate risk-taking
 Taking initiative
 Drive and energy
 Outside resource persons

 Key point: “YOU ARE THE

PRODUCT”
 Matching the Seller – Buyer Dyad
Percentage Sold
When Characteristic is:
Characteristic of Dyad Meaning of "Same" Same Different
Physical:
similar or salesman
height 32 28
taller
less than 9 yrs
age 33 25
difference
Demographic:
similar or salesman's
income 33 20
greater
similar or salesman's
education 35 23
greater
membership in same
religion 32 28
creed
What Makes A Great Salesperson
 A Key to Success

Stay Close to
Your
Customer
and
LISTEN!
What Makes A Great Salesperson
PREREQUISITES
 Believe in your product
 Believe in yourself
 Work on your timing
 Develop a sense of humor
 Realize that your customer isn’t necessarily
telling you 100% of what they want
 Good Manners
 Characteristics Related to Sales
Performance

Relatively Important Relatively less Important

 High energy &  Aggressiveness
Stamina  Age and Maturity
 Verbal Skills  Formal Education
(Persuasiveness)  Intelligence
 Knowledge of  Empathy
Customer Needs
 Experience
Non Verbal Behavior
 Non Verbal Symbols
 Paralanguage (voice)  Proxemtics

Tone / pitch + close - distant

Volume + touch - non touch

Speed + eye contact
 Body Language
+ folded arms
+ pursed lips
+ neck angle
Good Manners
+ leg posture