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Planning, Staffing, and Planning, Staffing, and Training Successful Training Successful
SalespeopleSalespeople
Planning, Staffing, and Planning, Staffing, and Training Successful Training Successful
SalespeopleSalespeople
ChapterChapter
1616ChapterChapter
1616
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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ChapterChapter
1616ChapterChapter
1616
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Transition From Salesperson to Sales Manager
What changes occur?Perspectives change
Goals change
Responsibilities change
Satisfaction changes
Job skill requirements change
Relationships change
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Transition From Salesperson to Sales Manager cont…
Problems experienced by new managersLack of preparation for the job
The key to making a successful transitionLearning attitude
Realistic expectations
Learning new job responsibilities
Need to make the initial adjustments
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Exhibit 16-2: The District Sales Manager Links Salespeople to the Company
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What Is the Salary for Management?
Salary is usually related to:Annual sales volume of units managed
Number of salespeople supervised
Length of experience in sales
Annual sales volume of the firm
Salary is just one part of compensation
The higher the sales position, the greater the benefits offered
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Overview of the Job
A sales manager’s main goal is to achieve the
levels of sales, volume, profits, and sales
growth desired by higher levels of
management
The factor underlying success in achieving
the goal is the ability to influence the behavior
of all parties involved
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Sales Management Functions
Planning
Staffing
Training
Directing
Evaluating
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Sales Force Planning
Sales forecastingUses of sales forecasts
The sales manager’s budgetMethods of developing sales force budgets
Organizing the sales forceOrganizational design
Organizational structure
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Staffing: Having the Right People to Sell
Staffing
Two elementsPeople planning - first staffing element
– Sales force size
– Type of people
– Job analysis
– Job descriptions
– Job specifications
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Training the Sales Force
Sales trainingPurposes of trainingTraining methods:
DiscussionRole playingOn-the-job training
Where does training take place?Centralized training programsDecentralized training
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Training the Sales Force cont…
When does training occur?
Who is involved in training?Corporate staff trainers
Sales force personnel
Outside training specialists
Combination of training sources
