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Unit 6: Sales Territory & Controlling The Sales Force - Coggle Diagram
Unit 6: Sales Territory
& Controlling The Sales Force
Reasons
Salesperson responsibility
Performance evaluation
Customer relations improvement
Reduced sales expenses
Match salesperson to customer
Increased market coverage
Expense control
Performance evaluation
Customer relations improvement
Sales force effectiveness
Improved coordination
Thorough market coverage
Types of Sales Territories:
Geographical area basis.
Customer types basis.
Product types basis.
Procedure for Evaluating and Controlling Salesforce Performance
Establish evaluation and control policies
Determine salesperson evaluation criteria
(1) result / outcome based, (2) efforts / behavioural based, or (3) both results & efforts based
Set performance standards
Compare actual performance to standards
Methods
• Graphic rating scales
• Ranking
• Behaviourally anchored rating scale (BARS)
• Management by Objectives (MBO)
• Descriptive statements
Review evaluations with salespeople
Take sales management actions and control