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10 Cards in this Set
- Front
- Back
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sales amangement |
planning direction and control of personal activities: recruiting selecting training motivating compensating evaluating
ex) salesforce |
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personal selling |
2-way flow of communication between a buy and seller, designed to influence a person/group purchase decision.
ex) retailer |
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company sales force structure |
employees of the firm established product likes |
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manufacturers reps |
independent agrents
not employees smaller firms new markets |
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in house vs. outsourced decision criteria |
motivation of sales force experience access to decision makers specialization/availability coverage customer requirements costs |
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in house sales force cost |
salaries incentives benefits transportation to make calls trips and operations of stands (push marketing) training
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straight salary |
Useful when: compensating new sales rep firm moves into new sales territories that require developmental work sales reps perform nonselling activities
advantage: maximum security for sales rep easy to administer yields more predictable selling expenses
disadvantage: no incentive necessitates closer supervision or reps activities during sales declines, selling exp. remains the same |
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compensation: straight commission |
useful when: highly aggressive selling is required nonselling tasks are minimized company cannot control sales activities
adv: max. incentive encourage rep to sell certain items (by incr. comm rate selling expenses relate directly to resources
dis: reps have little security mangers have min. control over rep may cause reps to give bad service selling costs less predictable |
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compensation: combination plan |
useful when: sales territories have similar sales potentials firm wishes to provide incentive but still control sales activities
adv: some financial security some incentive selling expenses changes with rev. some control over rep's acitivities
disad: selling expenses is less predictable maybe be difficult to administerer |
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personal selling process |
generate and qualify leads preapproach sales presentation and overcoming reservations closing the sale follow-up |
