Each company will need to develop certain minimum administrative records and procedures in standardized form to aid in managing sales operations. The needs may vary company by company, and industry by industry (consumer product selling traditionally requiring more standard reporting and control documents than larger value industrial product sales within smaller customer bases).
Records and reporting may be developed using traditional paperwork systems, or may be computer based within sales forces that make use of computer technology in field selling. These days several computer packages already provide comprehensive sales management programmers that can be modified to meet the needs of most selling environments.
Sales administration occurs at two levels:
Field sales administration
The typical range of sales force field paperwork or computerized administrative reporting systems, used by the salesperson in controlling and managing his or her work and territory, includes at least the following items:
Model examples, just for illustrative purposes,of the main control forms follow in the text, and these may be adapted to suit particular company requirements depending on the nature of the industry or markets.
Sales office administration
While in this chapter we will only review typical field sales administration controls, the sales office will provide a lot of sales support,and is also likely to have a range of standard documents that may be routed to field sales personnel, including all or some of the following:
(including computer printouts giving the payment status for each customer’sac count).
Sales Management Related Tutorials
|Marketing Management Tutorial|
Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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