Sales Force Management

Today, most of the companies use salespeople to bring their company's offering to the consuming or business publics. The salesperson's role is a main in the organization. The high expense of maintaining a sales force means that management is especially interested in how to efficiently organize this huge element.

Six basic steps or decisions are significant to the sales management process.  These are following:

1.      Designing sales force strategy and structure.

2.      Recruiting and choosing salespeople.

3.      Training salespeople.

4.      Compensating salespeople.

5.      Supervising salespeople.

6.      Evaluating salespeople.