Recruitment of Sales Person

Process
Job Analysis Determination of the characteristics & qualities to be processed by the salesperson Tapping the various sources of recruitment Carefully selection of the candidates Appointment Letter
o Internal Recruitment Promotion, Transfer, Re-Employment o External Recruitment Advertisement, Employment Exchange, Recommendation, Colleges & Education Institutions, Competing Firms, Whole seller & Retailers

Motivation of Sales Person

It is the process of Stimulating people to perform in order to accomplish desired goals (William G. Scott) It is a force that directs our Behaviour

Importance of Motivation
Improve Performance Relax Tension Make Sales force happy

Motivation

Effort

Performance

Satisfaction

Reward

Factors Motivating Sales Person

Work Culture Adequate & fair earnings Appreciation, Recognition & respect Spirit of Competition Opportunity for growth Killers Instinct Future Security

Sales Managers tool for Motivation

Remuneration Plan Promotion Personal Contact & Counseling Correspondence Training Participation Positive Feedback Job Clarity Sales Contest Publications- Bulletins, Magazines, Journals etc Honours & Awards

Content of Training
About Company About Product/Services Target on after sales Services Business Ethics Selling Skills Reporting Systems Sales Policy Customers Market & Competition Channel of Distribution

Training the Sales Force

Sales Training is the international & sound application of ordinary human sense to the problem of helping the sales personnel to make the most of its talents.

Importance of Training
Improve Sales performance Influence prospects in a better way Provides experts knowledge Reduces Wastages Reduces control & supervision Develops high morale Low turnover of Sales Force

Compensating the Sales Force

It refers to the monetary & Non-Monetary expenses incurred by the sales organization, for paying the services rendered by the sales force. It is, thus, the total [payment including monetary (Salary & Wages) & Non-Monetary (Welfare Expense)

Importance of Compensation
Attract efficient & desirable Sales People Keep sales force satisfied Retain Sales Force Maintain good relation b/w employer & employee Correlating Sales Costs & Sales Results

Compensation Methods

Straight salary or wage

Salary plus commission Straight commission

Quota-bonus plan

Commission with draw

Characteristics of Sound Compensation

Simplicity Fairness Incentives Flexibility Control Guaranteed Income Economical to administer Help to attain objective Competitiveness

Performance Evaluation
It is done to assess the weakness & strength of the sales personnel & also the companys policies, objectives & methods employed by the top management

Management Cycle or steps of evl

Establishing performance Standards Recording actual performance Evaluating actual against standards Taking appropriate action

Evaluation and Control

Required reports Measurement against plan or sales standards Expense control Productivity New account development