Wednesday, September 24, 2008

Creating the Sales Force

We are talking Sales management. We talked setting personal selling objectives, formulation sales policies, Structuring the sales force, Deciding the size of the sales force, Designing sales territories, Developing the sales forecasts and sales budgets, fixing sales quotas/targets. We talked on each of the above mentions errands involved in sales management. Today we will talk on creating the sales force.

Creation of the right kind and the right number of sales personnel is an important responsibility of sales management. Recruiting sources need identifying, both those internal to the company and those external to it. The process of creation of sales personnel involves the following activities.

  • Recruitment
  • Selection
  • Induction/orientation

Recruiting sales personnel is an important part of implementing personal selling strategy but it is not all that is involved. Team selection or recruiting sales personnel is very important task. Sales personnel are going to work in the field and going to give business. If we consider over all sales management, than recruitment of sales personnel is key part of that.