Exam (elaborations)
18-5. Sales Force Management Questions and Answers 100% Solved
- Course
- Institution
18-5. Sales Force Management
[Show more]
Content preview
18-5. Sales Force Managementsales force - answer- directly responsible for generating sales revenue
- without adequate sales revenue, bizs cannot survive
- a firm's reputation is often determined by the ethical conduct of its sales force
positive ethical climate - answer linked with decreasing role stress and turnover
intention and improved job attitudes and job performance in sales
negative ethical climate - answer triggers higher-performing salespeople to leave a
company at a higher rate than those in a company perceived to be ethical
success of a company's sales force depends on: - answer- adequate compensation
- room for advancement
- sufficient training
- management support
8 general areas of sales management - answer- establishing sales force objectives
- determining sales force size
- recruiting and selecting salespeople
- training sales personnel
- compensating salespeople
- motivating salespeople
- managing sales territories
- controlling/evaluating sales force performance
Establishing Sales Force Objectives - answer- sales objectives tell salespeople what
they are expected to accomplish during a specified time period
- give the sales force direction and purpose and serve as standards for evaluating and
controlling the performance of sales personnel
- should be stated in precise, measurable terms
- specify the time period and geo areas involved
- must be achievable
- usually developed for both total sales force and individual salespeople
objectives for the entire force: - answer- stated in terms of sales volume, market share,
or profit
- sales volume objectives refer to dollar or unit sales
- market share: usually call for an increase in the proportion of the firm's sales relative to
the total number of products sold by all bizs in that industry
- profit: stated in terms of dollar amounts or ROI
, objectives for individual salespeople: - answer- state din terms of dollar or unit sales
volume
- other bases include average order size, average number of calls per time period, and
ratio of orders to call
Determing sales force size - answer- sales force size influences the company's ability to
generate sales and profits
- affects the compensation methods used, salespeople's morale, and overall salesforce
management
- must be adjusted periodically bc a firm's marketing plans change along with markets
and forces in the marketing envirionment
danger in cutting size to increase profits: - answerthe sales org may lose strength and
resiliency, preventing it from rebounding when growth occurs or better market
conditions prevail
methods to determine optimal sales force - answer- determining how many sales calls
per year are necessary for the org to serve customers effectively and then divide this
total by the average number of sales calls a salesperson makes annually
- based on marginal analysis
- additional people are added to the salesforce until the cost of additional salesperson =
the additional sales generated by that person
optimal sales force equation - answertotal sales calls per year / average number of
sales calls a salesperson makes annually
Recruiting and Selecting Salespeople - answer- can help assure successful
organizational performance
- the costs of hiring and training a salesperson increases as product knowledge, service
requirements, and technical skills are required
- recruiting errors are expensive
- sales manager establishes a set of qualifications before beginning to recruit
- recruitment should not be sporadic
- selection process should ensure that new sales personnel are available where/when
needed
recruiting - answerdeveloping a list of qualified applicants for sales positions
qualifications set before recruitment: - answer- there is no set of generally accepted
characteristics
- good salespeople exhibit: optimism, flexibility, self-motivation, good time management,
empathy, and the ability to network and maintain long-term customer relationships
- there is a connection bw high sales performance, motivational leadership, and
employees who are coachable and highly competitive
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $14.49. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
83100 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now
