SELLING AND SALES MANAGEMENT

EXECUTIVE SUMMARY

Thanks to this report, you should understand the key issues of a good sales and selling management. You will know the theory and the application for the optimal management of salespeople for a start-up company in a new market.

We must consider that yesterday’s salesperson and today’s professional salesperson differ.
Indeed the aim of the salesperson is to find the good product or service to answer to customer’s needs or wants. But customers are more difficult to satisfy and ask for a greater value than before. So a new professionalism and sensitivity are required for salespeople.

Then three main effective salesperson’s characteristics are distinguished: attributes, skills and knowledge. The mix of these characteristics is necessary for salespeople to perform.

Territory is the key to be cost efficient and to reach major part of the market segment in assigning each salesperson on one strategic territory. And matched with key account management it allows to well target your customers.

Finally, the best way to make salesforce be effective is motivation. But remuneration is not always the best solution to lead to motivation.

TABLE OF CONTENTS

INTRODUCTION p 4

I- TRENDS IN PERSONAL SELLING TODAY p 5

II- CHARACTERISTICS OF THE EFFECTIVE SALESPERSON p 7

A- Attributes p 7
B- Skills p 8
C- Knowledge p 9

III- TERRITORY AND KEY ACCOUNT MANAGEMENT p 10

A- Territory p 10
1- Advantages and Disadvantages
2- Stages in Territories Design

B- Key Account Management p 11
1- Definition
2- Advantages and Disadvantages

IV- MOTIVATION AND REMUNERATION p 13

A- Motivation p 13

B- Remuneration p 15
1- Type of Incentives
2- Levels of Pay
3- Methods of Payment

RECOMMANDATION p 17

BIBLIOGRAPHY p18

 2183 Words

INTRODUCTION

Launching some products into a new market for a new start-up company involves chosen and managing salespersons in a good way.

In our case, our