MARKETING AND SALES MANAGEMENT
CHECK-POINT 19: SALES FORCE MANAGEMENT AND MOTIVATION

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  1. WHAT IS THE SALES FORCE MANAGEMENT AND MOTIVATION PROCESS?
  2. WHAT IS A SALES TERRITORY?
  3. STEP 1: EVALUATE THE SALES TERRITORY PLANNING FACTORS
  4. STEP 2: SELECT AND DESIGN SALES TERRITORIES
  5. WHAT ARE THE STEPS IN DESIGNING A SALES TERRITORY?
  6. SMALL BUSINESS EXAMPLE:
SALES TERRITORY DESIGN
  7. STEP 3: ASSIGN SALES PEOPLE TO SELECTED SALES TERRITORIES
  8. STEP 4: ALLOCATE SALES QUOTAS TO INDIVIDUAL SALES PEOPLE
  9. SMALL BUSINESS EXAMPLE:
ANNUAL SALES VOLUME QUOTA REPORT
10. STEP 5: IMPLEMENT SALES TERRITORY COVERAGE PLAN
11. WHY IS TIME MANAGEMENT IMPORTANT?
12. THE TEN COMMANDMENTS OF EFFECTIVE TIME MANAGEMENT
13. WHY MAINTENANCE OF CUSTOMERS' RECORDS IS ESSENTIAL?
14. SMALL BUSINESS EXAMPLE:
CUSTOMER RECORD SHEET
15. WHY ARE SALES CALL SCHEDULES IMPORTANT?
16. SMALL BUSINESS EXAMPLE:
SALES CALLS SCHEDULE
17. HOW TO SELECT SALES ROUTES?
18. STEP 6: MOTIVATE SALES PEOPLE IN MEETING THEIR OBJECTIVES
19. STEP 7: CONDUCT REGULAR SALES MEETINGS
20. SMALL BUSINESS EXAMPLE:
SALES PROGRESS REPORT
21. FOR SERIOUS BUSINESS OWNERS ONLY
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