Friend or Foe

Designing and Managing a gross sales Force Introduction U.S. straines spend oer $one hundred forty billion annually on personal selling (Anderson, 1995 and Dalrymple, 1994). This is much than they spend on any other promotional method. Furthermore, over 11 million Ameri undersides are employed in gross sales and related occupations (Anderson, 1995 and Dalrymple, 1994). Sales rends are found throughout the business environment from the insurance industry to college recruiting -- and just about everything in between. According to author Philip Kotler, sales personnel serve as the familiaritys personal link to its customers (p. 620). Kotler asserts that the sales representative is the company to many of its customers since it is the salesperson who delivers information to the customer (p. 620). Therefore, a company essential care luxurianty consider how to design and manage its sales force in order to be successful in the marketplace. This paper discusses how businesses should design a sales force and how managers can effectively manage that sales force. Designing a Sales force When designing a sales force, a company must thoroughly deliberate several issues in order to get to an efficient sales system.

These issues are: the development of sales force clinicals, strategy, structure, and compensation of the sales force (Kotler, p. 620). Sales force objectives are the specific goals that companies expect their sales representatives to achieve (Kotler, p. 620). A usual example of how companies delineate an objective is the establishment of sales quotas for their sales representatives. Sales quotas inform a salesperson of exactly what their objective should be for a given period of time. Additionally, besides quotas, there are other ways of delineating sales objectives. For example, objectives commonly be by companies in addition to quotas are: prospecting (searching for leads), targeting (deciding how to allocate a salespersons time), communicating (communicating... If you want to get a full essay, order it on our website: Orderessay

If you want to get a full essay, wisit our page: write my essay .