Managing the Sales Force-1

Managing the sales force involves the following conceptual activities, let us discuss each of them briefly.

1. Compensation
2. Motivation of sales personnel
3. Morale Building
4. Sales coaching/supervision
5. Evaluation/appraisal
6. Training and development

1. Compensation: Once a sales personal is selected it is necessary to design a good sales compensation plan, according to experts sales compensation plan meets the following requirements.

It provides a living wage.
The plan fits with the rest of the motivational program.
Plan should be fair.
It must easy for sales personal to understand.
Plan must adjust pay according to change in performance.
It must be economical to administer.
It must help in attaining the objectives of the sales organizations.

Steps in devising the good compensation plan: Whether contemplating major or minor changes or drafting completely new sales compensation plan, the sales executive approaches the project systematically, good compensation are built on solid foundations. A systematic approach assures that no essential step is overlooked, they are:

a. Define the sales job.
b. Consider the company’s general compensation structure.
c. Consider compensation patterns in company and industry.
d. Determine compensation levels.
e. Provide for the various compensation elements.
f. Consider special company needs and problems.
g. Consult the present sales force.
h. Reduce tentative plan to writing and preset it.
i. Revise the plan.Implement the plan and provide for follow up.

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