MKT 337 Lecture 12: Sales Force Design Lect 12
Document Summary
Designing the sales force: sales force"s objectives & strategy, aligned across mkt & sales, sales fore structure & size, helps deliver on objectives & strategy, system for hiring, training, evaluation & compensation. Factors supporting direct sales force: more control over messaging, product is specialized, product mix wide, can support the ee"s. Sales force structure factors: product, market - serve specific markets (automotive, education, etc, account - divided based on size of accounts (large corporation, small business, customer, geography. Key account sales 8-step process: open selling process, qualify prospects, develop sales strategy, organize justification, make presentation, coordinate resources & personnel, close sale, nurture account relationship (last step) Boundary role: salesperson serves as advocate for both customer and company.
