logging in or signing up sales force decisions pravinasir Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: Embed: Flash iPad Dynamic Copy Does not support media & animations Automatically changes to Flash or non-Flash embed WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 1517 Category: Education License: All Rights Reserved Like it (4) Dislike it (0) Added: April 09, 2010 This Presentation is Public Favorites: 1 Presentation Description No description available. Comments Posting comment... By: sam6706 (28 month(s) ago) nice Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Slide 1: SALES FORCE DECISIONS Slide 2: Deployment Decisions How large should my sales force be? How should I structure my territories? Slide 3: Allocation Decisions How much emphasis should each product or segment receive? How often should my reps call on each account and prospect? Slide 4: Evaluation Decisions Slide 5: DESIGNING THE SALES FORCE Slide 6: SALES REPRESENTATIVE Deliverer Order taker Missionary Demand creator Techie Solution vendor Slide 7: EFFECTIVE SALES REPRESENTATIVE Slide 8: SALES FORCE OBJECTIVES AND STRATEGIES Prospecting Targeting Communicating Selling Allocating Slide 9: SALES FORCE STRUCTURE 4 types of sales force – Strategic market sales force with techies, applications, quality engineers & service personnel Geographic sales force Distributor sales force Inside sales force Slide 10: Single/Generalist Sales Force Specialized Sales Forces Slide 11: SALES FORCE SIZE After establishing the number of customers… 5 steps to follow… Use annual sales volume to group customers Desirable call frequencies Total workload per year Average number of calls a sales rep can make Number of sales rep required to make all… Slide 12: SALES FORCE COMPENSATION Slide 13: RECRUITING AND SELECTING REPRESENTATIVES Slide 14: TRAINING You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.