TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 6 - Krishna K Havaldar, Vasant M Cavale

Chapter 6, training, motivating, compensating, and leading the salesforce. After studying this chapter you will be able: To understand sales training process; to learn importance, theories, and tools of motivation; to know objectives and designing of sales compensation plan; to understand views, styles, and skills of sales leadership; to know the methods used to supervise salespeople. | Chapter 6 Training, Motivating, Compensating, and Leading the Salesforce Learning Objectives To understand sales training process To learn importance, theories, and tools of motivation To know objectives and designing of sales compensation plan To understand views, styles, and skills of sales leadership To know the methods used to supervise salespeople Sales Training Proper training can prepare salespeople to meet with customer expectations New salespeople spend a few weeks to several months in training Companies view sales training important for protecting their investments in their salesforce Sales Training Process consists of: Assessing sales training needs Designing and executing sales training programs Evaluating and reinforcing sales training programs Assessing Sales Training needs Sales training needs are assessed both for Newly hired sales trainees, and Experienced / existing salespeople Methods used for assessing training needs are: First level sales managers’ observation .

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Sales training
• Compensation plan
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales organisations
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales