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.
Every organization succeeds in business with the help of good salesforce. There are various types of sales force. One such sales force is ‘directable sales force’. A directable sales force can be counted on to quickly, thoroughly, and positively carry out the orders of the sales manager. In addition, a...
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...
Selling forms an important activity in organizations. It is a revenue generating activity. Utmost attention and care should be given on the cultivation and nurturing of an efficient sales force. Such a sales force is responsible for increased sales productivity. Sales force management entails recruiting, selecting, training, and motivating the...
"It may be possible to increase sales productivity by attempting new methods of sales allocation. The new models of sales allocation are defined in the article which are : Segment-based sales force, Functional sales force, Consultative sales force, Enterprise sales force, Transactional sales force. Hybrid/Queuing sales force. Article...
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...
The activity of sales in an organization is carried out by the sales force. A highly motivated sales force is instrumental in increasing the sales productivity of the organization. This increases the significance of sales force management. Modern business era has shifted focus from transaction selling to relationship selling. The...
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...
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....
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...
The paper examines some pitfalls in the approaches to sales force effectiveness and suggests some solutions for the same. It argues that the prime focus of the organization should be on aligning sales activities with specific customer behaviors, they aspire to alter. This will result in sustained increase in sales...
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...
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...
There are few challenges quite so tiring as trying to recruit an effective sales force. Because of its impact on the company's bottom line, selecting the right sales people is a critical area that requires a lot of attention. When the sales force does not achieve the desired results, more...
ABBOTT LABORATORIES, followed by Johnson & Johnson and Eli Lilly, were ranked the top pharma companies in overall sales force quality by primary care physicians, according to TargetRx's "Sales Force Analysis" report. Genentech, followed by Novartis and TAP Pharmaceutical Products, were the topranked companies in overall sales force quality by...
DELPHI, Ind. -- Chromcraft Revington, Inc. (AMEX:CRC) today announced a major restructuring of its sales force. The sales management teams and sales representation of three of its major brands have been integrated into a single organization. The previously separate sales forces for the Company's Chromcraft, Peters-Revington and Silver Furniture brands...
Effective sales force management forms the basis of an organization’s success in the long run. It enables positive interaction of the salespersons with their managers. Designing a sales force includes formulating sales force objectives, strategies, structure, size and compensation. The paper discusses these issues. It also examines the steps involved...
No aspect of marketing receives more investment than the sales force: U.S. firms spend $140 billion a year on selling. This translates into about 7% of gross revenues on the sales force. In fact, over 11 million Americans are employed in sales-related jobs. The effective management of this function is...
NEWARK, N.J. -- Prudential Financial, Inc. (NYSE: PRU) announced today the refocusing of its Group Insurance businesses' sales force aimed at maximizing its overall sales opportunities. The redeployment of members of its sales force, across its regional and national account sales teams, includes aligning staff to better target and focus...
Sales forces expect sales guides to arm them with information they need to confidently sell the company's solution, including ways to handle the competition. Yet some sales guides gloss over the competition, or provide weak competitive positioning. This not only harms chances of closing deals, but also undermines the marketing...
Sales force productivity is a hot topic. Sales managers, like managers in most areas of business, are feeling the pressure to “do more with less.” Companies are fighting back with numerous initiatives aimed at improving sales force productivity. Popular sales force productivity initiatives include sales force automation, account management programs,...
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