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The power held by an individual in an interpersonal relationship can be one or more of the following five types as seen below; Expert power Referent power Legitimate power Reward power Coercive power
"width": "1024" In the 1950s, leading firms presumably embraced the customer-oriented marketing concept. Communication tools available to any firm are typically classified as personal selling, advertising, sales promotion and publicity. "@type": "ImageObject", }, 41 ", The RAIN Group Center for Sales Research has kept its finger on the pulse of whats happening in the world of sales as we transition to virtual selling. This is because with effective and efficient coverage and a well-defined job, the salesperson takes either the credit or the debit so that when there is a credit it serves as a morale booster. "name": "iv. {
"name": "LECTURE 11 EVALUATING THE PERFORMANCE OF THE SALESPEOPLE", This type of specialization is functional specialization.
Everything else being equal, the higher the market potential, the more opportunity is available. "@type": "ImageObject", "@type": "ImageObject",
"name": "The important role of sales organization structure for a firm has been described as follows:", ", "width": "1024"
Establishing channels of communications Establishing relationship Establishing chain of command Staff the department.
", ", "name": "Termination of Employment",
"contentUrl": "https://slideplayer.com/slide/12925251/79/images/54/Sales+performance+in+Sally+s+territory+is+much+lower+than+it+might+be+if+more+selling+attention+were+given+to+her+trading+areas..jpg", "@context": "http://schema.org", ", The salesperson is largely responsible for the selling activities performed and the performance achieved in a territory. "@type": "ImageObject", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/110/Financial+Compensation.jpg", It ensures proper coverage of the potential market.
NB: It must be noted that for effective adjustment of sales territories, there is the need to conduct territorial sales and cost studies on a continuing basis. Your projected profit Top management perception of the importance of sales force in the attainment of corporate goals.
It may be for a market as a whole or for a portion of it. Perform sales training. "name": "Some Sales Techniques", Since beginning our research in Q2 2020, weve surveyed 528 sellers and buyers on their virtual buying and selling experiences. Locate these customers on a map of the territory. To ensure effective implementation of strategies in order to achieve set objectives, key activities involved are: Division of the work load into tasks specialization Grouping identified similar tasks into positions Assigning authority to position Synchronizing responsibility with volume authority, that is, responsibility must go commensurate with volume of authority.
"description": "Most sales forces use some type of geographic specialization. "@type": "ImageObject", "description": "This is a system that balances the needs of the organization, its salespeople, and its customers against one another. Expenditure must be monitored against the revenue and budget. The plan should be tentative until timed out and proved accurate.
"description": "Analyze Opportunity of Planning and Control Unit First, determine the amount of opportunity available from each planning and control unit. Relationship marketing Integrated marketing Internal marketing Performance marketing }, 32 "@context": "http://schema.org",
"name": "LECTURE 5 SALES TERITORIES", Results. { { Principles of OrganizationOrganize activities and not people Responsibility and authority should be properly related Activities must be well balanced and coordinated Span of executive control and responsibility should be reasonable. "@context": "http://schema.org",
Employment agencies.
"contentUrl": "https://slideplayer.com/slide/12925251/79/images/55/Procedure+for+Establishing+Territories%3A+%28Reviewing+Territories%29.jpg", Honest effort always shows through.
"@context": "http://schema.org", "@context": "http://schema.org", "@type": "ImageObject", "contentUrl": "https://slideplayer.com/slide/12925251/79/images/38/Geographic+Sales+Organization.jpg", "name": "", Salespeople should then be able to direct their efforts to satisfy customer needs better. Analyze sales people workload. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/44/Decisions+in+one+salesforce+deployment+area+affects+decisions+in+other+areas..jpg", For example, the decision on allocation of selling effort provides input for determining salesforce size, which provides input for territory design.
"description": "Salesforce Socialization refers to the process by which salespeople acquire the knowledge, skills, and values essential to perform their jobs. ", "@type": "ImageObject", ",
"name": "Contemporary Views of Sales Leadership", "name": "Types of Sales Organizational Structure", Dr. S. Borna MBA 671. Sales researchers have advanced three especially relevant views of sales leadership: In all three models, the key thought in the leadership model is; build a strong, trust-based relationship with individual salespeople.
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Types of Sales force RewardsRewards can be classified into six categories- pay, promotion, and sense of accomplishment, personal growth opportunities, recognition, and job security, But these falls under two main categories. Great work! Incorporating technology in your sales strategy will ensure you maximize profits and that no deal falls through the cracks. Need Satisfaction. 
"width": "1024" "name": "Sales Management Process", It is also unlikely that any design will achieve complete equality of opportunity. { There are many definitions of sales, but essentially, youre facilitating a transaction between your company and its customers, moving them through a process that leads to an exchange.
}, 77 }, 59
", { A sales pipeline is a visual sequence of activities to achieve with each prospect, from the initial lead to the closing of the deal.
In this situation the firm is losing sales opportunities because of a lack of selling attention. "width": "1024"
Staff the structure. {
The forecast may be for specified item merchandised, or for an entire line.
{ Allow the kind of adjustments that facilitate administration of the reward system. "contentUrl": "https://slideplayer.com/12925251/79/images/slide_75.jpg", "width": "1024"
"width": "1024" It also increases the sales persons ability to route, plan calls, and identify problems which needs to be addressed. ", Master sales techniques. It improves customer relations. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/8/Evolution+of+Marketing+and+the+Marketing+Concepts+%28Cont.%29.jpg", "name": "Finalize Territory Design", "@context": "http://schema.org", "width": "1024" "description": "The most popular or common ones are as follows; Percentage of sales example 10% - 15% of sales. "@type": "ImageObject", This was just a recent approach that was added and has gained popularity. }, 81
Changes in structure often require adjustments in all three areas of salesforce deployment - selling effort allocation, salesforce size determination and territory design. Steps involved include; Selection of the base or control unit. Google Slides is a new FREE Presentation software from Google.
The Marketing Concept: holds that achieving organizational goals depends on knowing the needs and wants of target market and delivering the desired satisfaction better than competitors do. ", Thus there are two parallel lines of authority; - two bosses.
"contentUrl": "https://slideplayer.com/slide/12925251/79/images/104/Sexual+Harassment+Company+should+have+guidelines+for+dealing+with+this+offense+especially+with+women+being+the+target+of+harassment..jpg", "@type": "ImageObject", However, recent historical analysis provides strong evidence that marketing activities and customers orientations were commonplace in firms much earlier than the 1950s in the United States, Germany, and England. Sales territories help reduce selling cost.
Profitability. Learn how to set and achieve effective goals with these tips and examples.
"description": "Mental State Selling. "@type": "ImageObject", Build stronger connections with customers and generate more revenue with these diversification tips. "@type": "ImageObject",
Before purchasing any CRM tool, make sure to answer the following questions to make the most suitable choice for your team: Will it notify me when I need to take action, and will those notifications come in real time or in intervals? Salesforce deployment decisions can be viewed providing answers to three interrelated questions.
}, 54 The basic objective of market specialization is to ensure that salespeople understand how customers use and purchase their products. Monitoring must be done on quarterly basis. Contingency approach. higher turn over rates. Policy on promoting from within.
Habitual wooer Effective use of time. "width": "1024" Demo: A sales presentation of your product or service. "@type": "ImageObject", 
"@context": "http://schema.org", The will to succeed in the selling career.
After potential prospects are located, they must be evaluated in terms of screening criteria to determine whether they merit further sales attention.
"name": "Organizational Process",
Analyze Opportunity of Planning and Control UnitAnalyze Opportunity of Planning and Control Unit First, determine the amount of opportunity available from each planning and control unit. "name": "THE PERSONAL SELLING PROCESS", {
Product sales organizationProduct specialization has been popular in recent years, but it seems to be declining in importance at least in certain industries.
1.
{ The market potentials for the11 trading areas in our example have been provided.
Because of legal issues, sales managers must be careful how some of these are done before firing the salesperson.
Decisions in one salesforce deployment area affects decisions in other areas. "@type": "ImageObject",
The situation in Sally s territory is just the opposite.
That is the salesperson must be patient and persistent. Activities must be well balanced and coordinated. There is a need to break down budget into smaller components; example, fuel samples, entertainment.
"description": "The forecast may be for specified item merchandised, or for an entire line.
"@context": "http://schema.org",
"@type": "ImageObject", subscribe
"contentUrl": "https://slideplayer.com/12925251/79/images/slide_64.jpg", LPO or a pro-forma invoice.
The firm is not achieving the level of sales and profits that might be achieved in the territories were design to provide more productive market coverage..",
Most salespersons\u2019 performance evaluations are conducted by the field manager who supervises the salesperson.
Analyze Opportunity of Planning and Control Unit First, determine the amount of opportunity available from each planning and control unit.
This forces the salesperson to plan presentation prior to calling their customer.
Approach. Problem Solving SellingThis is an extension of need satisfaction selling and goes beyond identifying needs to developing alternative solutions for satisfying these needs. "@type": "ImageObject",
", }, 92 Objections may be classified as Psychological resistance ; due to sentimental attachment to money, dislike for decision making, reluctant to give out something Logical resistance; relates to delivery schedules, price disagreement, product characteristics, etc The salespersons interests is also increased on the job iii.
Some of these categories are as follows: High pressure sales techniques Master sales techniques Low pressure sales technique Joiner Sales Techniques The expense accounts sales technique Roast beefing technique Sales Trap Technique etc. "description": "The role of organization in sales has been compared to that of the skeleton in the human body; it provides a framework within which normal functions must take place. The important sales management decisions involved in allocating selling effort, determining salesforce size, and designing territories are often referred to as sales force deployment. "@context": "http://schema.org",
", The salespersons interests is also increased on the job. Glassdoor, which measures salaries based on user submissions, listed the average Sales Manager salary in the US at $99,299, as of 2020.
Once you have a few more hands, the sales team you manage should all be on the same page, working as individuals within a single, collaborative unit. The current territory design does not provide proper selling coverage of the trading areas. "contentUrl": "https://slideplayer.com/slide/12925251/79/images/76/Sales+Quota+This+is+a+goal+or+objective+that+is+assigned+to+marketing+units..jpg",
"contentUrl": "https://slideplayer.com/slide/12925251/79/images/99/Selected+Leadership+Function.jpg", \u2022 Adjust\/revise territories if problem are identified or market condition change or there is a change in the caliber of sales people. ", }, 35
"name": "COMPENSATION", This forces the salesperson to plan presentation prior to calling their customer.
Geographic Sales OrganizationMost sales forces use some type of geographic specialization. iv.
In this regard sales executives are assisted by staff assistants who provide specialist services. Sales potential. Three territories are developed because the decision model results presented indicate that two salespeople cannot adequately cover these trading areas. ",
sense of accomplishment, personal growth opportunities, recognition, and.
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The expense accounts sales technique. Expenditure must be monitored against the revenue and budget. To use this website, you must agree to our. f. The plan should be tentative until timed out and proved accurate. { "@type": "ImageObject", }, 5 
The product concept: The product concept holds that consumers will favor products that offer the most in quality, performance, and innovative features.
{
The problem-solving approach appears to be the most successful in technical industrial sales situations, in which the parties involved are usually oriented towards scientific reasoning and processes and thus find this approach to sales amenable.