To accompany A Framework for Slide 1 in
©2003 Prentice Hall, Inc.
Chapter 17
Chapter 17
Managing the
Managing the
Sales Force
Sales Force
PowerPoint by Karen E. James
PowerPoint by Karen E. James
Louisiana State University - Shreveport
Louisiana State University - Shreveport
To accompany A Framework for Slide 2 in
©2003 Prentice Hall, Inc.
Objectives
Objectives
Review the types of decisions firms
face in designing a sales force.
Learn how companies recruit, select,
train, supervise, motivate, and evaluate
a sales force.
Understand how salespeople improve
their selling, negotiation, and
relationship-building skills.
To accompany A Framework for Slide 3 in
©2003 Prentice Hall, Inc.
Designing the Sales Force
Designing the Sales Force
Deliverer
Order taker
Missionary
Technician
Demand creator
Solution vendor
Types of Sales Representatives
To accompany A Framework for Slide 4 in
©2003 Prentice Hall, Inc.
Designing the Sales Force
Designing the Sales Force
Steps in Process
Objectives and
strategy
Structure
Sales force size
Compensation
Objectives
–Sales volume and
profitability
–Customer
satisfaction
Strategy
–Account manager
Type of sales force
–Direct (company) or
contractual
To accompany A Framework for Slide 5 in
©2003 Prentice Hall, Inc.
Designing the Sales Force
Designing the Sales Force
Steps in Process
Objectives and
strategy
Structure
Sales force size
Compensation
Types of sales
force structures:
–Territorial
–Product
–Market
–Complex
Key accounts