Study Of The Sales Force Between A Society

Study of the sales force between a society

Introduction

The sales force acts as a link between a company and its current and potential customers. For a site it represents the antílope society the clients, providing them with the last inquiry, advising them and clarifying their doubts. While, for a new site, it represents the clients with the company, communicating or transmitting to the latter the deposition, preferences, tastes, doubts and concerns of the clients. In order for sales energy to function effectively and also meet the sales objectives of the company, it is forced to manage or administer it properly.

The first position of the commission or direction of the sales power consists of your organization. The placement of the sales strength begins by diversifying the internal sales force (the sellers who work within the sub -structures of the company), of the external sales power (the vendors who leave the garden to ask for audience to the customers ). In the matter of referring with external sellers, it is forced.

Theoretical framework

Planning and organization of the sales force

For (Goulet, 2018) in the planning of a good sales force consists of the correct order of resources, whether human or machinery all this in order to be better in the future. All this must be manageable for the company and the events that are not the same should be able to adapt.

Sales force shares must be planned and organized in such a way that these characters executed to achieve objectives set for short or long term sales are established and set.

According to (Rodriguez, 2015) the organization of the sales force must be carried out in a way in which each role that they will develop through steps and processes that will help the company to stay in a good position is detailed. The organization is usually carried out through a sales director where it assigns what each seller should do inside and outside the company, with the purpose of generating optimal and improved resources to maintain the company.

For a proper vendors organization, several parameters must be followed as a correct management of resources, orientation and training to the seller that help represent the company.

(Sandoval, 2016) says, the planning and organization of the sales force is relevant and is in the hands of a commercial director who knows how to direct and guide each of the company’s working sellers, all this to generate a better management of resources that allow the company to be positioned in the best way within the market. Through these two parameters if they are correctly made and carried out in the best way the company will generate more sales obtaining greater gain.

Personal contribution

The planning and organization of a sales force is carried out through a commercial director which is aimed at the management and formulation of guidelines that help a seller reach routes where possible potential customers are found for the company. These are not easy to carry out however there are keys such as placing sufficiently high objectives to be difficult and achieved in the short term.

Sales force management activities

The sales force is the mixing of human media and material media that make the interaction between a society and its customers viable. That implies all the people who form a portion of the sales unit (commercials, sales leaders, etc.), also as equally the material means (company seat, computer equipment and news materials, market inquiry, sales software, etc.) Among the activities carried out in this square of the sales district, it is necessary to designate mainly two:

•  Give to see society, brand, fruit or service to customers.
•  Make third between clients and society, which implies transposing their deposition, concerns, habits and expectations.

Therefore, we must keep clear that this notion is decisive in the marketing of a society, and that it alternates of unity of the main elements of the productive commission.

The direction of the sales force, includes a mix of proceedings that can be cataloged in:

Recruitment and choice

• Training
• Address
• Stimulation
• Assessment
• Compensation
• Inspection

 A sales section has its convenient guidance, whose tasks are to manufacture a sales method and through it choosing the objectives and functions of human media that form a portion of sales energy. Sales energy has the following functions:

• Inquire the market: the personnel of the Sales Section have to make clear customer deposits, discover trends, opportunities and new competitors.
• Relate to customers: trade is a portion of the procedure notwithstanding not anyone. A good merchant must have adequate professional behavior, which means that marketing should not only be imposed, but also build relationships to the extensive term with customers.
• Sell: We have left this position for the end where the growingly obvious looks like. The sales technique that will lead to the sales section was based on specific marketing objectives, commissions to sellers and offers establishment

Personal contribution

The activities of the management of the sales force can be carried out through bases such as the implementation of an already trained equipment in terms of what a product implies its management and use in the best way reaching the customer to be able to Exceed your expectations. One of these activities is to sell that consists of carrying out the transaction and not only get there with the client but to satisfy and get to loyalty to the company.

SALE SIZE AND ORGANIZATION

 The size of the sales force is right to the size of the company. Large companies require a specific study and high progression sales models, so they have specialized departments for the support of vendors. Small and medium -sized companies for their portion do not need these departments, difficulty of the appropriate strategies and a unit as selected to achieve their desired goals and income. The size of the sales force depends completely on the dimension of society and its objectives.

 Sellers are unity of the floodly productive assets of a company and are also individual of the grown up expensive. Establishing the optimal set represents several fundamental dilemmas. From a portion, the amount of vendors will increase the sales height, but also increase the costs. Find the improper proportion, if as it is difficult, it is also a fundamental category for the triumph of a company. There are several techniques to establish the size of the ejido sales strength. The main methods are, the Sales or Disintegration Commission procedure and the work gabela procedure. Sales or decomposition commission method: the quotient marketing generated by a sales member is divided with the sales prophecy to achieve a link size of the sales force size.

 In care for the objectives of the placement, an consummated examination of the context must be made by those who make the decisions at the character of instituting specific objectives, which are identified with the performance horizon that society wants to achieve in the slope of agreement to the realities that arise. The objectives contribute to the sales force an extensive orientation to the extensive term, an intention or end that establishes possible measurable results, giving a particular debt with the sales section or orientation and the company. Regarding marketing and orientation, sales trajectory programs do not exist in an unemployed effective. The sales path acts with the sellers of a cohesive procedure.

Personal contribution

The size and organization of the sales force, these are parameters that depend the size of the company and its administrative capacity to be able to move them taking into account the space that each one has in the company and the resources that each one requires for the realization of your work, after this you must plan.

Sales territories distribution

The primary conclusion of companies is to acquire their financial objectives in the imperceptible viable station. To achieve this, it is unavoidable that they establish geographical areas or areas for any sales device. These places are known as sales territories. It is also called the guild of current and potential clients with similar particularities that are assigned to a distributor or subsidiary of a society while a courageous period of time.

 A prototype Harvard thesis that surface design optimization can increase sales by 2 to 7 %, without any change in the total media or a company’s sales ability. Also, the designed sales territories can increase the production of sales from 10 to 20 %, says another investigation. This and other figures show that sales surface design is an energetic file for the productive set.

Personal contribution

The distribution of sales territories is the strategic management of territorial locations in which a customer is stable or new, through this knowledge there are routes in which they are strategically drawn in order to optimize resources and personnel for the realization of the same work.

Learning outcomes

The planning and organization of a sales force is carried out through a commercial director which is aimed at the management and formulation of guidelines that help a seller reach routes where possible potential customers are found for the company. These are not easy to carry out however there are keys such as placing sufficiently high objectives to be difficult and achieved in the short term. The activities of the management of the sales force can be carried out through bases such as the implementation of an already trained equipment in terms of what a product implies its management and use in the best way reaching the customer to be able to Exceed your expectations. One of these activities is to sell that consists of carrying out the transaction and not only get there with the client but to satisfy and get to loyalty to the company. The size and organization of the sales force, these are parameters that depend the size of the company and its administrative capacity to be able to move them taking into account the space that each one has in the company and the resources that each one requires for the realization of your work, after this you must plan. The distribution of sales territories is the strategic management of territorial locations in which a customer is stable or new, through this knowledge there are routes in which they are strategically drawn in order to optimize resources and personnel for the realization of the same work.

conclusion

The planning and organization of a sales force are a basis for any company where a structuring is carried out as a seller must better do its work in an orderly manner.

The activities of the management of the sales force are diverse depending on the size of the company, and such that if the company is large, it needs a sales director to perform more extensive functions such as a distribution of routes in addition to the follow -up that each seller must to have.

The size and organization of the sales force depends purely on the company since if it has a small proportion, a greater number of vendors should not be required, while their organization is given through the distribution and planning of activities in order to reach goals that are often raised in the short term.

The distribution of sales territories is carried out based on routes which consists of places where a customer is found must be drawn through strategies that manage to optimize resources, whether human or material, the distribution of a territory is made regularly towards one or two sellers who cover much of routes.

Bibliography

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