Sales force management is discussed after I explain personal selling. In this article, I will discuss more about the ins and outs of sales i.e.: criteria for a good seller, the main task of selling, and sales force management.
If you've read my previous article promotion strategy, then the number of sales is one of the KPI (key performance indicator) of promotional activities. That is why these activities should be supported by reliable human resources. The sellers are tough very necessary at this stage.
Who is called a formidable seller? Obviously you consider based on specific criteria in accordance with the policies at your company. However, I will help you to mention the general criteria of good sellers. For more detailed criteria, please make own innovations to apply to your company. Criteria for a good seller are:
– Salesmanship
Seller must have broaden knowledge of products, mastering the art of selling. There are a variety of sales skills to be mastered, they are: how to approach customers, give presentations and demonstrations, overcome customer resistance, and encourage purchases.
– Negotiating
Seller shall have the ability to negotiate with customers or potential customers about matters relating to the sale.
– Relationship marketing
The seller must have knowledge on how to build and maintain profitable relationships with customers.
You should look for and have the seller to the criteria mentioned above. Having got it, you must give the task associated with the sale.
As for the duties of the seller are:
– Deliverer
Sellers deliver products to the buyer either directly delivered to the buyer or deliver the product via courier.
-Order getter
Sellers are looking for a buyer; both new customers or customers who have been buying your product to get a purchase order.
– Educator
Sellers have to educate and to bring up goodwill with prospective customers or subscribers.
– Technician
Seller must have technical knowledge about the product in order to provide satisfactory service to the buyer.
– Demand creator
Seller shall have the creativity in selling the product.
Lastly, I'll give a little description about sales force management. There are four strategies that must be performed, the four are:
1. Determine the activity and its role in the promotion and sale
An example is the account manager, field staff, telemarketing, etc.
2. Designing the organization
Sales organization can be set based on customer, product, or geographic.
3. Manage the sales force
Provide training to increase skills, do reward or punishment, and others.
4. Evaluating sales force
This point is as a complementary point 1 to 3. Evaluation activity is to evaluate whether the activities at the number 1,2, and 3 are effective or need development in order to grow your business become better.
This article is one of the discussion of sales force management. Look forward to my writing more about sales force management.
