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Unit 6 - Controlling the Salseforce - Coggle Diagram
Unit 6 - Controlling the Salseforce
Objectives
Fair to all parties
Cost-effective administration
Clear and understandable
Prompt reimbursement
Flexible for different territories
Salesforce Expense Plans:
Salespeople pay all expenses
Company pays all expenses (Unlimited)
Company partially pays expenses (Limited)
Combination plan (Expense-quota)
Evaluation process of salesforce audit
What happened
Why it happened
What to do about it
Effectiveness model
of a sales organisation
Sales Analysis
Alternatives
Different Type of Sales
Different Type of Analysis
All levels In Sales Organisatio n
reason
evaluation and control
identifying problems
Cost Analysis
Expense Analysis Procedure:
Define analysis purpose
Identify major functional expenses
Convert natural accounting expenses to functional
Allocate functional expenses to marketing units
Prepare marketing unit profitability using "full-cost" or "contribution" approach.
Profitability Analysis
Productivity Analysis
Ratios include
sales/salesperson,
expenses/salesperson,
sales calls/salesperson
Methods
Reduce salesforce size
Hire commission-based reps
Use online, telemarketing, direct mail
Boost sales volume.