SPECIFIC RESPONSIBILITIES PERFORMED
Determine Sales Force Organization
Product Organization
Geographic
Organization
o
o
o
o
o
o
Customer Type
Organization
o
o
Combination
Approaches
o
o
Expensive complex products
Expensive due to specialization
Product line must not be too complex
Territories must be properly sized
Selected SIC Codes
Selected customers by name (without
centralized buying)
Selected customer by region
National or Key Accounts (with centralized
buying)
Can combine any and all of the above
Depends on need, cost, etc
Determine the Number of Salespeople Needed
Workload approach - popular
o
Determine the number of calls needed
o
Determine time needed per call
o
Determine total working time ( a * b)
o
Determine actual selling time available per salesperson
o
Determine number of sales people ( c /d)
Develop a Job Description
Develop
candidate
profile
Educational requirements
Experience
Job conditions
Type of customers
o
o
o
o
o
o
Information
needed
in a
job description
a.
b.
c.
o
o
a.
b.
o
Job title
Relationship to management
Who is their boss
Compensation
Criteria for promotion
Job planning : what the salesperson is
expected to learn or know
Selling activities
Selling techniques
Activity expectations
Self management