1. Knowledge of: firm's long and short-run goals and objectives, production process, consumer behavior, competitors
2. Functional skills: market forecast, design of sales organization, recruiting and selecting salesperson, training, budgeting, compensation, territory and quota design, sales analysis, developing sales approach, customer service, order processing, credit and collection, promotion
3. Administrative ability: planning, organizing, coordination, motivating, evaluation and control, communication
4. Leadership ability
1. Job Requirements: job specifications and classification; use of product and market matrix to write job specifications
2. Selection criteria: education, experience, characteristics; knock-out factors
3. Recruiting: sources, interview, test, and reference
|Type & Number||Call Frequency||Call/yr.||Time/call||Hour/yr.|
|Large 150||1 week||48||1 hour||7,200|
|Medium size 220||1/2 week||24||1/2 hour||2,640|
|Small 510||1 month||12||1/4 hour||1,530|
Number of hours available of each person and allocation
Total hours available per year: 40 hr./wk x 48wk/yr = 1,920
Allocation: sales call, 45% (864 hrs.), traveling, 25% (480 hrs) and non-sales activities, 30% (576 hrs.)
Sales force size = 11,370/864 = 13+
Example: ($10,000,000/$1,000,000) x 1.2 = 12
2. Contents: product knowledge -company and competitors', market, sales techniques, company operating procedures..
3. Method: lecture, on-the-job training, demonstration, roles play, missionary salesman.....
4. Implementation: Who, where, time and scheduling, place, teaching aids and facilities and equipment....
6. Cost estimate
1. Plan: Job and position evaluation; use industry norm method as a starting point
2. Compensation methods: commission, salary, bonus, psychic and combination of all these methods.
3. Compensation objectives: Fairness, based on productivity, motivation
and incentive, income level and annual increase,
industry parity, encourage team work, provide evaluation standards, clarity and written.
4. Compensation methods
Traveling, lodging, food and entertainment expenses
1. Select a basic geographical unit: state, city, area code..
2. Determine the demand potential of each basic unit and the number of customers
3. Divide the area into equal demand potential territory
4. Adjust for the number of customers, competition, territory size, productivity of salesperson, and workload.
1. Consider market potential, competition and workload
2. Type of quotas and evaluation: sales, new account....
|Sales (new product, by types.....)||$75,000||$67,500||90%||3||270|
|Account Call frequency||550||550||100||1||100|
|Overall score: 760/9=84.4||9||760|
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