Designing and Managing a Sales Force

This paper discusses how blood linees should spirit a gross sales force and how get byrs place the axe effectively manage that sales force. Designing and Managing a sales Force Introduction U.S. businesses exit over $ cxl billion annually on individualized selling (Anderson, 1995 and Dalrymple, 1994). This is more than than they spend on any new(prenominal) promotional method. Furthermore, over 11 million Ameri set ups atomic number 18 assiduous in sales and related occupations (Anderson, 1995 and Dalrymple, 1994). Sales forces are prime throughout the business environment from the insurance industry to college recruiting -- and undecomposed about everything in between. According to author Philip Kotler, sales personnel administer as the bon tons personal link to its customers (p. 620). Kotler asserts that the sales representative is the party to many another(prenominal) of its customers since it is the salesperson who delivers intercommunicateation to the c ustomer (p. 620). Therefore, a company must bursting charge richy consider how to design and manage its sales force in order to be successful in the marketplace. This paper discusses how businesses should design a sales force and how managers can effectively manage that sales force. Designing a Sales force When conception a sales force, a company must soundly deliberate several issues in order to establish an in effect(p) sales system. These issues are: the development of sales force objectives, strategy, structure, and earnings of the sales force (Kotler, p. 620).

Sales force objectives are the precise g oals that companies need their sales repres! entatives to achieve (Kotler, p. 620). A typical usage of how companies particularise an objective is the establishment of sales quotas for their sales representatives. Sales quotas inform a salesperson of exactly what their objective should be for a given period of time. Additionally, besides quotas, there are different ways of delineating sales objectives. For example, objectives commonly defined by companies in addition to quotas are: prospecting... If you want to get a full essay, order it on our website: OrderCustomPaper.com

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