Sales Management

Report on
Sales Personnel Planning & Training

Submitted by:
Ferrer, Noegie
Gabales, Joyce Lynne S.
Galang, Micah Ruth
Garcia, Abegail Mae
Gonzalez Marie Dionna Mae P.
Gopez, John Christopher C.
Grace, Joana Marie A.

Village 4
BSBA- MM 3-1N

SALES PERSONNEL PLANNING

SALES- Is the exchange of a commodity for money or service.

PERSONNEL- People employed in an organization.

SALES PERSONNEL

Refers to those who works as part of the sales team.

Are employed to sell to other businesses or individual consumers.
Their role involves working toward sales target.
Employment is expected to grow by about 8%.
The average annual salary of sales personnel in June 2010 was $50,000.

SALES PERSONNEL PLANNING

Creating a strategic plan for your company always involves a dedicated chunk of
time devoted to the process.

Creating a strategic plan for your company always involves some preparation,
and a gathering of the best minds in the company.

Strategic planning for your company always involves the discipline to adhere to a
formalized process.

A. Job Description

A job description is a list that a person might use for general tasks, or functions,
and responsibilities of a position.

Job description includes basic job-related data that is useful to advertise a

specific job and attract a pool of talent.

Important components of a job description include:

Name of the Event
Job Title
Job Type e.g. voluntary, part-time, casual, etc
Date Required (the dates on which the person is required)
Hours of Involvement (an estimate of the time involvement)
Objectives of the position
Tasks to be undertaken
Equipment supplied
Dress Standards

B. Job Specification
Also known as employee specifications, a job specification is a written statement:

Educational qualifications

Specific qualities

Level of experience

Physical

Emotional

Technical

Communication skills
It also includes general health, mental health, intelligence, aptitude, memory,

judgment, leadership skills, emotional ability, adaptability, flexibility, values and ethics,
manners and creativity, etc.

Purpose of Job Specification

1. It helps candidates analyze whether are eligible to apply for a particular job
vacancy or not.

2. It helps recruiting team of an organization understand what level of qualifications,

qualities and set of characteristics should be present in a candidate to make him
or her eligible for the job opening.
3. Job Specification gives detailed information about any job including job
responsibilities, desired technical and physical skills, conversational ability and
much more.
4. It helps in selecting the most appropriate candidate for a particular job.

TRAINING
-

Process of learning
Teaching new employees basic job skills they need to perform their job
Developing skills and acquiring new skills for current employees for better
job performance

Types of Training
1. On the Job Training
The on-the-job training method takes place in a normal working situation,
using the actual tools, equipment, documents or materials that trainees
will use when fully trained. On-the-job training has a general reputation as
most effective for vocational work. Employee training at the place of work
while he or she is doing the actual job. Usually a professional trainer (or
sometimes an experienced employee) serves as the course instructor
using hands-on training often supported by formal classroom training.
Examples
Coaching
Hands on skill development of a trainee from the help of the
trainer/ manager
MentoringOne on one relationship
Mentor is sharing knowledge and past experiences to the
trainee

The focus in this training is on the development of attitude.

Job Rotation
It is the process of training employees by rotating them
through a series of related jobs.
Internship
An internship is a job training for white-collar and professional

careers.
Short term usually last for 3 months or a semester

2. Off the Job Training

Takes place at locations away from the worksite

Controlled environment

No interruptions

Off-the-job training method takes place away from normal work situations
implying that the employee does not count as a directly productive
worker while such training takes place. Off-the-job training method also
involves employee training at a site away from the actual work
environment.

Examples
Lectures and Conferences
Every training programme starts with lecture and conference.
Its a verbal presentation for a large audience.
Role playing
Each trainee takes the role of a person affected by an issue and
studies the impacts of the issues on human life and/or the
effects of human activities on the world around us from the
perspective of that person.
Simulation
is the imitation of the operation of a real-world process or
system over time

A. Company
A company is an association or collection of individuals, whether natural
persons, legal persons, or a mixture of both.

Corporate training
is a means of ensuring that employees improve skills and enhance
performance by focusing on professional development
Leadership training
-is another popular area of corporate training.

how to manage a meeting

how to give presentations

how to influence and inspire staff

Training in the company

Workplace training versus school training

Who is responsible for the training?

It's useful to make a list of people involved in training in your company, for
example:
The education manager
Appointed trainers/apprenticeship coordinators
Skilled workers
Apprenticeship coordinator in a specific professional area
Head of staff
Others
Planning and implementation
Use of progress charts
Objectives for the school-based training
Objectives for workplace training

 Requirements for interim and final exams

Addie model
B. Products
What is Product

It is a good or service that most closely meets the requirements of a

particular market and yields enough profit to justify its continued
existence.

Product Classification

A tangible product is a physical object that can be perceived by touch

such as vehicle, gadget, clothing and so on.

An intangible product is a product that can only be perceived indirectly

such as an insurance policy.

The third type is services which can be durable or non durable.

Consumer Products
CONVENIENCE

Are bought often and with minimum effort.

GOODS
SHOPPING

Are those in which consumers normally make

GOODS

some effort to compare quality, price, style,

etc.: these would include clothes, furniture
and most durables, etc.

SPECIALTY

Are those for which a significant effort is

GOODS

needed or given; buyers will spend

considerable time.

Description

A product needs to be relevant: the users must have an immediate use

for it. A product needs to be functionally able to do what it is supposed
to, and do it with a good quality.

A product needs to be communicated.

A product needs a name.

A product should be adaptable.

Elements of Product
What the product does-the main functions of the
Core benefits

product
E.g. Washing Machine- it cleans clothes
Cinema- it shows a film

Tangible or

What the product is made of; What it looks like;

physical

Dimensions or durations.

element

E.g. 500g of ice cream

Augmented

The extra elements which add to the perceived

value of the product in the eyes of the consumer.

Augmented benefits can be tangible (e.g.
benefits

materials, weight, extra features) or intangible

(e.g. brand name, after-sales service, reputation
for reliability)
E.g. free installation, full money-back guarantee

C. Effective Salesmanship
What is Salesmanship?

Salesmanship is an Art that is related with sales. Good salesmanship

helps to increase the sales of products or services.

The most important task of salesperson is to motivate or persuade a

buyers in purchasing the product

ESSENTIALS OF EFFECTIVE SELLING

Qualities of good salesman

Knowledge of customer

Buying motive

Knowledge of selling process

Knowledge of product

TIPS FOR BEING A GOOD SALESMAN

Believe in your product.
Believe in your product.
Target the right buyer.

 Know your competitor.

Pay attention to your prospect.
Present some humor.
Be polite.
Make your presentation short and simple.
Watch for buying signals.
Ask for the sale.
Have a positive attitude.
Ask for referrals.
Know when to let go.