8/14/2019 Management of Sales Force

1/13

8/14/2019 Management of Sales Force

2/13

Planning

Organizing

Administering

Controlling

8/14/2019 Management of Sales Force

3/13

8/14/2019 Management of Sales Force

4/13

8/14/2019 Management of Sales Force

5/13

8/14/2019 Management of Sales Force

6/13

8/14/2019 Management of Sales Force

7/13

Rating Scores (5 = excellent, 1 = Poor)

Key Factors Account 1 Account 2 Account 3

Competitive

Pressure3 5 2

AccountFamiliarity

2 1 5

Multiple Buying

Influence

5 3 5

PurchaseAssortment

4 5 3

AccountPotential

5 2 1

8/14/2019 Management of Sales Force

8/13

Key FactorsFactor

ImportanceWeight

Account 1 Account 2 Account 3

CompetitivePressure

30 90 150 60

AccountFamiliarity

10 20 10 50

Multiple BuyingInfluence

10 50 30 50

Purchase

Assortment 20 80 100 60

Account Potential 30 150 60 30

Total 100 390 350 250

Sales Effort 3.9 3.5 2.5

8/14/2019 Management of Sales Force

9/13

8/14/2019 Management of Sales Force

10/13

8/14/2019 Management of Sales Force

11/13

8/14/2019 Management of Sales Force

12/13

8/14/2019 Management of Sales Force

13/13