TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 7 - Krishna K Havaldar, Vasant M Cavale

Chapter 7, controlling the salesforce. After studying this chapter you will be able: To know criteria and types of salesforce expense plans; to understand salesforce audit and its evaluation process; to learn evaluation of effectiveness of a sales organisation through sales, cost, profitability, and productivity analysis; | Chapter 7 Controlling the Salesforce Learning Objectives To know criteria and types of salesforce expense plans To understand salesforce audit and its evaluation process To learn evaluation of effectiveness of a sales organisation through sales, cost, profitability, and productivity analysis To know purposes and procedure for evaluating and controlling the performance of salespeople To understand ethical, social, and legal responsibilities of sales managers and salespeople Salesforce Expense Plans Salesforce expenses include travel, meals, lodging, telephone, and customer entertainment Firms have salesforce expense plans to ensure proper spending Objectives / Criteria of effective expense plans are: It should be Fair to the salesperson and company Simple and economical to administer Clear to prevent misunderstanding Reimbursed without much delay Allowing differences in expenses among different territories Salesforce Expense Plans (Continued) Four types of salesforce expense plans .

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