Partielo | Créer ta fiche de révision en ligne rapidement
Post-Bac
4

2- Sales management / a- Recruitment

vente

1- Importance of effective salesforce selection


  • Wide variability in the effectiveness of salespeople

Top salespeople have a greater desire for sales success & are committed to achieving sales

Do not display emotions


  • Salespeople are expensive

Basic Wage + Commission + Extras (car, phone, laptop, pension etc.)

Training


  • Other important determinants of success

Training and motivation

Skills can be developed but is limited

Need an ultimate achievement in selling

Motivation


2- Motivations to enter in the sales profession


  • Potential to make a lot of money
  • Good career prospects
  • Variety of work
  • Working on own initiative
  • Desire to achieve


3- Recruitment process


  • Preparation of the job description & personnel specification

Questions to ask , seven traits of top salespoeple

  • .Identification of sources of recruitment and methods of communication

From inside, recruitment agencies...

  • Designing an effective application form and preparing a shortlist

4 usual categories of information on application forms

  • Interviewing

In 40% of cases the HR Manager and sales manager together make the final choice, icebreaker

  • Supplementary selection aids

Psychological tests and role playing


4- 3 types of sales people


  • Laggards, core performers, stars


5- Motivation


  • Maslow's Hierarchy of needs
  • Herzberg

Factors that cause:

1.Dissatisfaction: Cannot motivate (hygiene factors)

2.Satisfaction: Motivators cause positive motivation

  • Vrooms Expectancy Theory : effort performance reward
  •  Likert’s Sales Management Theory : sales people, differing characteristics and styles of supervision to performance


The Churchill, Ford and Walker Model of Sales Force Motivation


Techniques ; Financial incentive, meetings, setting sales target or quotas, promotion, sales contests


6- Training


6 leadership styles :

  • Coercive
  • Authoritative
  • Affiliative
  • Democratic
  • Pace-setting
  • Coaching


7 sales challenge :

  • Distinguish between similar products & services
  • Putting together groups of products to form a business solution
  • Handling the more educated buying population
  • Mastering the art of consultative selling
  • Managing a team-selling approach
  • Knowing the customer’s business
  • Adding value through service


Benefits

  • Enhanced skill levels
  • Improved motivation & self-confidence
  • Rduced costs
  • Fewer complaints
  • Lower staff turnover
  • Reduced management support
  • Higher job satisfaction
  • Higher sales and profits


Methods of delivery

  • Lecture/Webinar
  • Films/Videos
  • Role Playing
  • Case Studies
  • In the Field Training
  • E-Learning


4 stage evaluation of training model

  • Participants reaction to the training course

Link : measure and knowledge retention

  • Acquisition and Retention of Knowledge & Attitude Change

Tests or role plays

  • Changes in work behaviour

Transfer of learning

  • Organisational outcomes

Increased sales volume

Improved customer relations

Increased salesperson commitment

Decreased selling costs

Imrpved control of salesforce

Better time management


7- Rewards


5 types of salespeople

  • Creatures of habit
  • Satisfiers
  • Trade-off-ers
  • Goal orientated
  • Money orientated


3 types of compensation plans

  • Fixed salary

In Europe approx. 30% pf salespeople are offered a basic salary plan, in the US this is less than 15%

security but drawbacks

  • commission only

Obvious incentive to sell

Little security

  • salary + commission

Attractive method to ambitious salespeople who wish to combine security and high earnings through the effort = reward structure

  • Non-financial rewards

Employment package









Post-Bac
4

2- Sales management / a- Recruitment

vente

1- Importance of effective salesforce selection


  • Wide variability in the effectiveness of salespeople

Top salespeople have a greater desire for sales success & are committed to achieving sales

Do not display emotions


  • Salespeople are expensive

Basic Wage + Commission + Extras (car, phone, laptop, pension etc.)

Training


  • Other important determinants of success

Training and motivation

Skills can be developed but is limited

Need an ultimate achievement in selling

Motivation


2- Motivations to enter in the sales profession


  • Potential to make a lot of money
  • Good career prospects
  • Variety of work
  • Working on own initiative
  • Desire to achieve


3- Recruitment process


  • Preparation of the job description & personnel specification

Questions to ask , seven traits of top salespoeple

  • .Identification of sources of recruitment and methods of communication

From inside, recruitment agencies...

  • Designing an effective application form and preparing a shortlist

4 usual categories of information on application forms

  • Interviewing

In 40% of cases the HR Manager and sales manager together make the final choice, icebreaker

  • Supplementary selection aids

Psychological tests and role playing


4- 3 types of sales people


  • Laggards, core performers, stars


5- Motivation


  • Maslow's Hierarchy of needs
  • Herzberg

Factors that cause:

1.Dissatisfaction: Cannot motivate (hygiene factors)

2.Satisfaction: Motivators cause positive motivation

  • Vrooms Expectancy Theory : effort performance reward
  •  Likert’s Sales Management Theory : sales people, differing characteristics and styles of supervision to performance


The Churchill, Ford and Walker Model of Sales Force Motivation


Techniques ; Financial incentive, meetings, setting sales target or quotas, promotion, sales contests


6- Training


6 leadership styles :

  • Coercive
  • Authoritative
  • Affiliative
  • Democratic
  • Pace-setting
  • Coaching


7 sales challenge :

  • Distinguish between similar products & services
  • Putting together groups of products to form a business solution
  • Handling the more educated buying population
  • Mastering the art of consultative selling
  • Managing a team-selling approach
  • Knowing the customer’s business
  • Adding value through service


Benefits

  • Enhanced skill levels
  • Improved motivation & self-confidence
  • Rduced costs
  • Fewer complaints
  • Lower staff turnover
  • Reduced management support
  • Higher job satisfaction
  • Higher sales and profits


Methods of delivery

  • Lecture/Webinar
  • Films/Videos
  • Role Playing
  • Case Studies
  • In the Field Training
  • E-Learning


4 stage evaluation of training model

  • Participants reaction to the training course

Link : measure and knowledge retention

  • Acquisition and Retention of Knowledge & Attitude Change

Tests or role plays

  • Changes in work behaviour

Transfer of learning

  • Organisational outcomes

Increased sales volume

Improved customer relations

Increased salesperson commitment

Decreased selling costs

Imrpved control of salesforce

Better time management


7- Rewards


5 types of salespeople

  • Creatures of habit
  • Satisfiers
  • Trade-off-ers
  • Goal orientated
  • Money orientated


3 types of compensation plans

  • Fixed salary

In Europe approx. 30% pf salespeople are offered a basic salary plan, in the US this is less than 15%

security but drawbacks

  • commission only

Obvious incentive to sell

Little security

  • salary + commission

Attractive method to ambitious salespeople who wish to combine security and high earnings through the effort = reward structure

  • Non-financial rewards

Employment package









Retour

Actions

Actions