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MANAGEMENT OF EFFECTIVE SALES FORCE IN MARKETING ORIENTED COMPANY

 

ABSTRACT

 

The essay is designed to provide a general idea and background knowledge to the reader or sales force management. This essay is divided into three chapters. The first chapter which is the introduction takes a look at background of subject matter, objectives of this essay, scope and limitation. Chapter two of this essay examines related literature in respect to sales force management and also attempt to discuss such topic as the management of sales team, sales management as part of the marketing effort, sales force communication and the selling concept, the types of selling jobs, the selling process, what makes a good salesman, the organization of the sales team recruiting and selecting salesmen, training and development motivation salesmen, the function of sales office, allocating sales territories, and evaluation of sales performance and finally the reward of the selling career. Chapter three of this essay contains the summary of the write up giving a glimpse, conclusion of what is expected to the sales team in order to increase the company’s profitability and recommendation.

 

CHAPTER ONE

1.0    INTRODUCTION

The seeming neglect and disregard of sales force of companies by management which has resulted in falling sales, high found rate committed by the sales for poor attitudes and behaviours of the sales force toward their job in ordinate conduct towards customers suggest to the researcher that management has fallen short of its responsibilities to the sales force and unless management factors are identified and imbibed or built into its effective system, the aforementioned problems will persist. Management involves the creation and maintenance of an environment for the performance of individuals a work therefore, manager can not do this without knowing how manage sale force effectively, the necessity of building management factors into organization sales an therefore not be over emphasized in designing an environment for performance.

On the strength of this companies then needs to quickly embrace principles of management which will lead to job satisfaction and effective performance by sales force.