Sales Management & Practices
ashworth college | BM410: Sales Management & Practices | Assignment 08 | | Wayne Clough | 7/16/2013 |
|
Wayne Clough
Student Number: AC1302019
BM410: Sales Management & Practices
Assignment 08:
1.
I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness, and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures, professional development measures and behavior based measures.
The first of these is outcome based measures and this criterion has a few means as to which one can measure effectiveness. We can measure this though the sales results by using data such as revenue- the units sold by the salesman, profits made, the new customers that the salesman has signed and also from service level agreements. The other mean we can measure the outcomes based is through profitability indices this is a useful tool for ranking sales projects because it allows the manager to quantify the amount of value created per unit of investment.
The final tool we use in the outcome based measurement is that of the sales efforts this can be described as the total that was invested in the sales, these can include the salesman salary and promotions.
The second evaluation criteria that the sales manager may use are that of Professional development measures. There are a few possible ways to evaluate using this criterion and they include professional selling skills. These are skills that the salesman possess they can be anything from presentations to overcoming objectives and knowing how to deal with the client. The effectiveness of this can be measured through the customer satisfaction and how many deals the salesman closes. The next way of measuring effectiveness is through professional knowledge; this can be measured by the salesman level of understanding of the product or service that is being
|
Wayne Clough
Student Number: AC1302019
BM410: Sales Management & Practices
Assignment 08:
1.
I would like to start off my paper by briefly describing the criteria identified for assessing salespersons effectiveness, and how the sales managers ally these criteria to the sales performance evaluations. The three criteria that are used include; outcome based measures, professional development measures and behavior based measures.
The first of these is outcome based measures and this criterion has a few means as to which one can measure effectiveness. We can measure this though the sales results by using data such as revenue- the units sold by the salesman, profits made, the new customers that the salesman has signed and also from service level agreements. The other mean we can measure the outcomes based is through profitability indices this is a useful tool for ranking sales projects because it allows the manager to quantify the amount of value created per unit of investment.
The final tool we use in the outcome based measurement is that of the sales efforts this can be described as the total that was invested in the sales, these can include the salesman salary and promotions.
The second evaluation criteria that the sales manager may use are that of Professional development measures. There are a few possible ways to evaluate using this criterion and they include professional selling skills. These are skills that the salesman possess they can be anything from presentations to overcoming objectives and knowing how to deal with the client. The effectiveness of this can be measured through the customer satisfaction and how many deals the salesman closes. The next way of measuring effectiveness is through professional knowledge; this can be measured by the salesman level of understanding of the product or service that is being
References: Hair, Anderson, Mehta, Babin. Sales Management. Building Customer Relationships and Partnershps Walter. W Tornow (Ed). Issue on 360 degree Feedback. Human Recourse Management. Pp209-280 Minda Zetlin. Evaluate a Salesperson. Sales and Marketing Management pp 85-87