StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...

The Sales Force in the Companys Profitability - Term Paper Example

Cite this document
Summary
The focus of this paper is on compensation that refers to the benefits including monetary provided by the company to the workers for their work. The plans for salespeople are unique as they are designed in a way to encourage them and motivate them to strive so as to get more success…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER91.3% of users find it useful
The Sales Force in the Companys Profitability
Read Text Preview

Extract of sample "The Sales Force in the Companys Profitability"

Download file to see previous pages

It is possible to measure and compare the output of an individual. Costs, sales and other result oriented metrics can be tracked by the company. The results of the territory can be benchmarked against the previous year, territory goal, and market potential. The company can; therefore determine the salesperson that is performing better. Also, the job of the salesperson involves rejection and lack supportive social interaction. Most of their jobs are unsupervised. Therefore, an incentive payout is a reward and a measure for the success of the salesperson as this job attracts risk takers who require relent incentives for a high level of performance (Andris A. et al. 2001).

Incentive plans have impacts that are immediate on the sales force which is felt in either of two ways including it influences the kind of person that is attracted to the organization and also affect the behaviour and activities of the salespersons. The compensation framework for a sales incentive has three constituents. First, a company that decides on the compensation plan the sales force, which decides on, the compensation plan and the customer who decides whether to take on the products or services of the company.

Customer results may include the satisfaction they get from the products and services and also the relationship with the company’s selling organization (Andris et al. 2001). Recruiting involves finding quality people who can see things through the eyes of the customer and then interface with the people of marketing. To maintain its relevance, it is also important to ensure that the recruited personnel are maintained. There are several skills that may lead to success in sales. These include innate desire to serve, integrity, willingness to listen, strong work ethic, effective communication skills and ability to put others at ease.

The role of the hiring process will involve the location of individuals with core characteristics and the values that lead to sales success. There are six steps important in the hiring process: First is the job definition where the job requirements are developed. Companies have different requirements depending on the industry they are in. these requirements change over time and, therefore, need to reevaluate them and the activity priorities as the market conditions and competition changes (Andris et al. 2001) The second is the candidate profile which should be checked for successful traits of a salesperson.

A candidate may not have all the required traits, but others are essential and should be present. These include the ability to communicate effectively and a certain level of competence. The third is the applicant pool which determines the quality of the candidate. Recruitment is more successful when reliable information about a candidate is known by the recruiter. The sources of applicants involve Fairs, Web (I.E. Career Builder) and Connect with Career services at Universities. The staff can be recruited either internally or externally.

Internal recruiting develops a pool of job applicants that are qualified form the people who are working in the company. This is sometimes referred to as promotion as it is used to motivate employees. This also reduces the startup costs and time as the employees are already conversant with the company’s activities. External recruiting involves getting a pool of applicants from outside the company.

...Download file to see next pages Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(The Sales Force in the Companys Profitability Term Paper, n.d.)
The Sales Force in the Companys Profitability Term Paper. Retrieved from https://studentshare.org/management/1470697-sales-management-plan-it-company-background-and
(The Sales Force in the Companys Profitability Term Paper)
The Sales Force in the Companys Profitability Term Paper. https://studentshare.org/management/1470697-sales-management-plan-it-company-background-and.
“The Sales Force in the Companys Profitability Term Paper”, n.d. https://studentshare.org/management/1470697-sales-management-plan-it-company-background-and.
  • Cited: 0 times

CHECK THESE SAMPLES OF The Sales Force in the Companys Profitability

The Importance of Sales Force for Promoting the Business Activities

the sales force is determined to be an effective technique of marketing in order to promote the company in the different market segments.... SPSL with the utilization of the sales force will be able to develop the better relationship with clients or customers.... The incorporation of the sales force will assist the company in communicating with customers as well as acquiring important information in relation to their attitude towards the products or services of the company....
12 Pages (3000 words) Assignment

SWOT, PESTLE and Lewins Field Force Analysis: A Case Study of Newspaper Industry

In the processes of business development and growth, the analysis of the external factors.... In this analysis, the political, economic, social and technological factors in the external environment are analysed in relation to how they influence the business performance.... hellip; PEST analysis is a tool that measures the various business external environments....
8 Pages (2000 words) Essay

The Credit Crunch and Shareholders Wealth: the Profitability and Growth of the Companies

Cash flows are connected directly to the profitability of the firm and thus cash payout can be increased by increasing profitability.... page 23) It can be said that profitability that generates more cash flows, in fact, add to shareholders value, and vice versa.... Also, it is clear that profitability or growth of the company, that is ultimately important to generate cash flows, is the vital factor that affects the shareholders' value....
9 Pages (2250 words) Essay

Today's and Future Business Strategy of Cadbury from Three Different Perspectives

This report "Today's and Future Business Strategy of Cadbury from Three Different Perspectives" evaluates the company's competitive landscape,  financial position, and current corporate strategy.... Certain advice for next years of operations is put forth due to the implementation of Balanced Scorecard....
17 Pages (4250 words) Case Study

Strategic Management for Tools Corporation

Company is having a great pool of experienced work force.... Tools Corp Corporation is having great after sales services facilities for their customers.... After sales service is also a great strength for the company.... This PLANNING consists of a brief introduction, SWOT analysis, Market research, Business plan, Operating principles, Strategic objectives and conclusions. Tools Corp Corporation is a musical instrument making… The company manufactures and sale different musical instruments like Guitar, Drams, and Sacs phone etc....
5 Pages (1250 words) Assignment

Business Analysis of Coca-Cola Company

Moreover, the organizational SWOT and communication plan is a clear demonstration that Coca-Cola is committed to achieving profitability.... The Coca-Cola's vision statement that reads “to be the best beverage sales and customer Service Company embraces people, portfolio, partners and the planet”, is aimed at achieving sustainability in anticipation of quality growth in the near future....
10 Pages (2500 words) Case Study

Business Strategy for Coca-Cola Company

This paper assesses the business strategy of the Coca-Cola Company.... There is an evaluation of the internal and external factors that influence the operations of the company in the industry.... The paper examines the present situation in the beverage industry in terms of competition and future approaches....
9 Pages (2250 words) Research Paper

Approaches of Michael Porter and Gary Hamel

Their argument indicated that companies recording low and high market shares affect profitability.... In this regard, the two cases are perceived as extreme and capable of increasing the profitability of the companies.... The model revolves around five competitive industry forces that erode long-term industry average profitability....
8 Pages (2000 words) Term Paper
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us