This team is expected to rope in more people as a part of the chain. But as the retail industry concentrates, a few large retailers/distributors secure significant power; B2C field sales efforts are increasing. Virtual meeting applications — GoToMeeting, Skype, Google Hangouts — reduce travel time by allowing remote face-to-face sales meetings. Some tools track company and contact news along with social activity, for example, providing salespeople with a ânewsfeedâ of up-to-date client information.There are also applications that can help sales staff generate and curate applicable content to post online, either in the company feeds or in response to clientsâ posts, and tools that analyse social media in real time to suggest leads based on whoâs talking about your company or industry.salesforce UK Limited, village 9, floor 26 Salesforce Tower, 110 Bishopsgate, London, UK, EC2N 4AY. Psychological tests are of the four major types; Intelligence tests, Aptitude tests, Interest tests and personally tests.
There are targets that need to be achieved in a fixed time period, customers need to be satisfied, reports need to be prepared, market intelligence is to be gathered and many more activities need to be done by the sales people.
He should know his men not only as individual but also as groups. Traveling salesmen are allocated definite sales territories and they have to fulfill certain sales quotas also. Sales management is hence described as the muscle behind the marketing management. Too few salespeople mean loss of opportunities and too many of them, unnecessary expenditure.
Training is a continuous process as we have new products, new problems and new competitions. Motivational plan is introduced to motivate the salesperson to make more productive use of his working time. A person selling knowledge books will have to be more aggressive. Figure 16.1 shows an underlying conceptual framework — sales response function. Non-financial motivation satisfies higher level egoistic and psychological wants of above the average salesmen. It will reduce cost of training as well as selling costs.
That is why sales force management is sometimes described as the muscle behind the marketing management. In the allocation of sales territories, we must consider the density of potential customers in the area, degree of competition, the frequency of product bought, and number of calls required to complete a sale and the facilities of transport available in the area. iv. Selling is a process for facilitating customer buying.