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Unit 3 SDM.pdf

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Unit 3 SDM.pdf

  1. 1. Unit - 3 Sales Force Management
  2. 2. Topics ➔ Sales Organisation structure ➔ Recruitment and selection ➔ Sales Training ➔ Motivation ➔ Sales force compensation ➔ Sales Contest ➔ Negotiation skill
  3. 3. Sales organisation structure PPT- SOS
  4. 4. Recruitment and selection- “Choose the Right person” Find one recent news article on salesforce attrition, problem, talent acquisition, mismatch etc.,
  5. 5. Sales Force staffing process CH-5 1. Establish responsibility 2. Decide the number of sales people needed 3. Outline the type of sales people needed (JA,JD,JQ) 1.Planning 1.Identify sources of sales Recruits ( internal/external ) 2. Evaluate the source of recruits (table-5.3) 3. Contacting candidates through selected source 2.Recruiting 3.Selecting 1.Develop tool & procedure for measuring Applicants 2. Select the salespeople( selection decision) 4.Hiring 1.Make the job offer 2. Acceptance of the Job 5. Socialisation 1. Socialisation 2. Assimilation
  6. 6. Learning Activity # Being a branch manager of east sales office your company prepare a proposal document to your divisional sales head incorporating the five stages of Sales Force staffing process # Prepare a sales manager job Advertisement for your branch office
  7. 7. Sales training, motivation and compensation in Unit 3 folder

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