sales force decisions

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By: sam6706 (101 month(s) ago)

nice

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SALES FORCE DECISIONS

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Deployment Decisions How large should my sales force be? How should I structure my territories?

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Allocation Decisions How much emphasis should each product or segment receive? How often should my reps call on each account and prospect?

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Evaluation Decisions

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DESIGNING THE SALES FORCE

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SALES REPRESENTATIVE Deliverer Order taker Missionary Demand creator Techie Solution vendor

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EFFECTIVE SALES REPRESENTATIVE

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SALES FORCE OBJECTIVES AND STRATEGIES Prospecting Targeting Communicating Selling Allocating

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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

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Single/Generalist Sales Force Specialized Sales Forces

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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…

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SALES FORCE COMPENSATION

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RECRUITING AND SELECTING REPRESENTATIVES

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TRAINING

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