Workload Method - Sales Force

Sales Force Management we are talking here. In my last talk we talk about Structuring Sales Force. Before that We talked Sales Force Automation, Sales Policies Formulation, Product Polices, Distribution Policies and Pricing Policies.

Today we continue our talk on Sales Force Management and we talk about deciding the size of the Sales Force Team. There are 3 basic approaches used in approximating sales force size.

• Workload Method
• Sales Potential Method
• Incremental Method

We talk here Workload Method.
According to this method the basic assumption is that all sales personnel should shoulder equal workloads. Management estimates the total workload involved in covering entire companies market and divides by the workload that an individual sales person should be able to handle, thus determining total number of sales people required. The companies applying this approach generally assume that the interactions of three major factors – customer size, sales volume potential and travel load – then determine the workload involved in covering the entire market.

ref: Sales Force Automation & Lead Organizer Software

Sales Force Size - Sales Force Management Software

Sales Force Management we are talking here. In my last talk we talk about Structuring Sales Force. Before that We talked Sales Force Automation, Sales Policies Formulation, Product Polices, Distribution Policies and Pricing Policies.

Today we continue our talk on Sales Force Management and we talk about Deciding the size of the Sales Force Team.

Deciding the size of the Sales Force:-
Under this activity management need to determine how many number of sales man required meeting sales volume and profit objectives. If a company has too few sales persons, opportunity for sales and profits go unexploited, and if it has too many, excessive expenditure for personal selling reduce net profit. It is difficult perhaps impossible to determine exact number of salespersons that a particular company should have. Three basic approaches are used in approximating the sales force size they are:

• Workload Method
  
• Sales Potential Method
  
• Incremental Method

ref: Sales Force Management & Leadorganizer Software

Pricing Policies - Sales Policies - Sales Force Management

Sales Force Automation is part of Sales Force Management . We were talking about Sales Policies Formulation and we talk about product police and Distribution policies.

Today we are going to talk about Pricing Policies as part of sales policies formulation.

• Policy on pricing relative to the competition such as, setting the price of product to meet the competition, pricing above the competition, pricing under the competition.
• Policy on pricing relative to costs. Full cost pricing, promotion pricing, contribution pricing.
• Policy on uniformity of prices to different buyers.
• Policy on list pricing.
• Policy on discounts; trade discounts, quantity discounts.

ref: sfa software leadorganizer

Distribution Policies - Sales Policies - Sales Force Management

Sales Force Automation is part of Sales Force Management we are talking here. As a part of our talk about sales force management we were talking about Sales Policies Formulation and we talk about product police as part of sales policies formulation.

Today we are going to talk about Distribution Policies as part of sales policies formulation.

Distribution policies (who to sell): The component policies related to distribution are :

• Channel design and channel types
• Channel remuneration, motivation and training.
• Channel principal relations.
• Channel costs.

ref: sales force automation software

Product Policies - Sales Policies - Sales Force Management

Sales Force Management we are talking here. Sales Policies Formulation was our last post and before that we talk different aspect of Sales Force Management including Sales Force Management and Sales Management-Task Involved, Setting Personal Selling Objectives.

Formulating sales policies is nothing but the policies related to marketing. These sales related marketing policies delineate the guide lines within which the effort to reach personal selling objectives is made. There are three major types:

1. Product policies (what to sell).
2. Distribution policies (who to sell).
3. Pricing policies.

we talk each of the about types of sales policies.

1) Product Policies (what to sell):-

• Which product should find a place in the product line?
• Whether some of the existing products are to be dropped?
• Whether any new products are to be added?
• Whether product design or product quality needs to be changed?
• What models, type, size, colors and packing are to be sold?
• What kinds of product guarantees are to be given?

we talk about remaining two types in our next post.

ref: sales force management software

Sales Policies Formulation - Sales Management Task2

We talk about Sales Force Management and Sales Management-Task Involved in our previous talk and also we talk our first task that is Setting Personal Selling Objectives which we have mention in our task involved list in our talk on Sales Management and Sales Force Management.Today we are going to talk on second task and that is Sales Policies Formulation.


Formulation sales policies is nothin but the policies reltaed to marketing. There sales related marketing policies delineate the guide lines within which the effort to reach personal selling objectives is made. There are three major types:

1) Product Policies (what to sell)
2) Distribution Policies (who to sell)
3) Pricing Policies


We talk on each of these policies in our next post.