BNET Business Dictionary
Business Definition for: Sales Force
- a group of salespeople or sales representatives responsible for the sales of either a single product or the entire range of an organization's products. A sales force normally reports to a sales manager.
- Also known as Sales Team
Additional Resources
- Increasing the Productivity of Your Sales Force
- The first task of a program to improve sales force productivity is to determine how much time the sales force actually spends selling. Factors such as poor call rates, travel time, sickness, and vacations all serve to reduce potential sales time. Database techniques can improve sales performance by enabling analysis...
- Articles 2007-03-27
- Effective Sales Force Deployment: Use or Misuse of Your Most Critical Resource
- For large field sales organizations, the most critical resource is the aggregate face-to-face selling time the sales force has available to call on customers and prospects. With the rising cost of an industrial field sales call going from $30 in 1965 to $60 in 1975 to over $200 in 2000,...
- White papers 2001-01-01
- Sales Force Assessment and Strategy
- This paper presents a sales force productivity framework that can be used to evaluate the status of a sales organization and develop a comprehensive statement of strategy. In this paper, one will learn what key questions to ask when assessing the sales force, how the sales force productivity drivers affect...
- White papers 2001-03-22
- Do You REALLY Need a Sales Force?
- One of the great myths of marketing is that it's possible to replace a sales force by using marketing to create demand. That's absurd, however, because even the stuff that comes out of a vending machine (i.e. with no sales person present) involves all kinds of sales activity. ...
- Blog posts 2009-05-06
- Sales Force Automation (SFA) For An Effective DSD Sales Force
- Sales Force Automation SFA is a vital tool that enables and empowers Direct Store Delivery DSD sales teams to make accurate spot decisions. This Infosys paper highlights the functions that Direct Store Delivery DSD enterprises must build to enhance sales force effectiveness and productivity. Sales managers in DSD firms need...
- White papers 2006-11-17
- Sales Force Outsourcing: What Are The Options For Outsourcing Your Sales Force?
- This paper examines two models for outsourcing a sales force, Sales Agents and Distributors/Resellers and compares them with the BPO solution of Sales Force Outsourcing. Compared with indirect channel partners and independent sales agents, sales force outsourcing vendors are now a strategic solution to building a direct sales operation without...
- White papers 2009-01-01
- The Measurement Of Sales Force Motivation Revisited
- Motivating salespersons is one of the most important aspects of sales force management. The prevalent sales force motivation research stream relies essentially on Vroom's expectancy theory. In spite of its widespread use, this theory is shown to present a number of shortcomings when applied to many sales force situations. The...
- White papers 2004-04-19
- Sales Force Organization
- A strong and efficient sales force is a vital asset to an organization. It helps in the smooth realization of sales targets and ensures perennial sales productivity. The organization and structure of the sales force depends on several factors. Different business scenarios require different types of sales force organization. The...
- Presentations 2003-01-01
- Building a Sales Force that Pays for Itself
- The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand...
- White papers 2003-01-01
- Bayer Corp. (Pharma in Brief).(realigned its field sales force)(Brief Article)
- BAYER CORP.'s pharmaceuticals division has realigned its field sales force. Bayer will develop a men's health specialty field force and increase its anti-infective ... BAYER CORP.'s pharmaceuticals division has realigned its field sales force. Bayer will develop a men's health specialty field force...
- Research articles 2002-02-11
- Hirsch Expands Sales Force Across The U.S.
- HAUPPAUGE, N.Y. - Hirsch International Corp. is expanding its sales force across the U.S. in an aggressive move to increase sales and improve market penetration in major metropolitan areas. This addition of staff will result in a sales force of 40 HAUPPAUGE, N.Y....
- Research articles 2004-12-01
- How To Produce Good Negotiators In Your Sales Force
- Negotiation plays an important role in effecting a successful sales process. It helps in achieving the sales objectives without making the other party concede too much. In other words, effective negotiation helps in developing a ‘win-win' situation for the buyer and the seller. Good negotiators are a ‘prized lot' in...
- White papers 2003-01-01
- Medical Simulation Offers Sales Force Training Program
- Wireless News 10-21-2007 Medical Simulation Offers Sales Force Training Program WIRELESS NEWS-October 21, 2007-Medical Simulation Offers Sales Force Training Program C2007 10Meters - http://www.10meters.com Medical Simulation Corp. MSC announced the introduction of the SimSuite Collegiate Sales...
- Research articles 2007-10-21
- Sales Force Motivation
- The role of sales management is to oversee the company's sales operations. Although the job entails many responsibilities, success depends on two overriding factors: recruiting and mobilizing the sales force. As part of managing overall sales functions, sales managers analyze competitive products and selling techniques, review research, and work with...
- White papers 2003-01-01
- Sales Courses And Sales Training Courses For Sales Force Results
- Sales courses and sales training courses can give your sales team the steam they need to sell full speed ahead. By defining an objective and narrowly defining a need with the input of the sales force receiving the training, you will undoubtedly save yourself from spending money on redundant training...
- White papers 2009-03-18
- Is Your Sales Force A Sales Farce: The 5 Steps To Sales Success
- It is somewhat ironic that organizations spend a considerable portion of their earnings in developing a sales force for their businesses but many do not get proportionate returns. Habituated to working on auto-pilot sales systems, non performing sales people find the going gets tough when the system doesn't work in...
- White papers 2009-06-29
- Sales-Force Decision Models: Insights from 25 Years of Implementation
- "Content insights are useful in making sales-force decisions. Examples are that profitability is flat for a wide range of sales-force sizes; phased sales-force growth is rarely optimal; focused strategies dominate scattered strategies; most sales territories (55 percent) are too large or too small; and no compensation plan satisfies everyone....
- White papers 2001-06-01
- Getting Sales Force Automation To Work
- The Sales Force Automation SFA approach to sales force management focuses on cultivating customer relationships and, thereby, improving customer satisfaction. The SFA approach entails proper documentation of the account activities and sharing of account management related information among the sales team. This enables the sales manager to have a clear...
- White papers 2003-12-01
- A Sales Force Of One
- Sales managers often face difficulty in managing sales staff. The onus of moving an organization on right track lies in the hands of sales staff. Effective sales force is the backbone of every organization. Hence, managers should keep the interest of sales force in mind by providing them necessary benefits....
- White papers 2003-01-01
- Exciting Innovations to Supercharge Sales Force Productivity
- Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your sales force to the next level. This issue of the Sales Performance Journal offers...
- White papers 2007-08-01
