Field checks (or field audits) by sales managers offer an excellent opportunity to keeping touch with customers and the market, and to monitor the performance and activities of the sales team. While this is a more common form of management activity in consumer product companies, where managers can discreetly visit a range of stores or trade dealers,it also has applications in some industrial and business-to-business sales, possibly in the guise of a service quality audit. The sales manager should conduct regular checks of field activity on each territory under his control.
Two types of field check or audit, each withal different emphasis, are:
The sales manager conducting a field audit should make notes of observations and comments,for subsequent feedback to the appropriate salespersons. An audit should focus Mona few key current priorities, such as the implementation of current promotion programmers,effective use of point of sales material,or distribution achieved with the launch of a new product.
If a sales manager is planning to work withal salesperson later in the day it can be good practice to visit briefly a couple of customers who would have received a sales call earlier that day by the salesperson about to be accompanied. The sales manager then has immediate knowledge of activity, and may form views about what to focus training attention on during the period with the salesperson.
It is important to provide feedback on both general checks and follow checks as soon as practical after these have been conducted. The salesperson should learn how you view his or her territory, both with praise for good standards and achievements, and constructive criticism and advice where problems are identified. If the sales manager meets a salesperson soon after a field audit of his or her work then it is not wise to rush into giving feedback, as that makes an audit look like policing action.
Usually a little time to relax the salesperson to your presence, and some positive feedback on observations in any customers visited, can provide a basis for more comprehensive feedback and some specific and training.
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
All rights reserved © 2018 Wisdom IT Services India Pvt. Ltd
Wisdomjobs.com is one of the best job search sites in India.