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BUAD470 - Sales Force Management Questions and Answers 2024
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BUAD470 - Sales Force Management
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BUAD470 - Sales Force Managementtypes of sales force organization - answer product, geographic, customer, combination
product organization - answer sales people specialize in narrow line of goods. effective
in a company that sells expensive, complex, or technical products that require high level
of product knowledge
geographic organization - answer salespeople assume responsibility for selling entire
product line within a defined geographic region. most common type of organization
customer organization - answerassign salespeople to a specific type of customer
(industrial or retail accounts). allows salespeople to become knowledgeable of needs of
a given industry or customer type
how to determine size of sales team - answer(total # of customers and prospects) x (call
frequency) x (call time required) / selling time available for one salesperson
steps for recruiting and selecting a salesforce - answer1. determine requirements for
position (education, experience, etc)
2. Sources for recruiting (in organizations, schools, online, competitors)
3. interview and selection
4. orientation (introduce, office parties, corporate outings)
types of compensation - answerstraight commission, straight salary, combination plans
straight commission - answerpercentage of sales volume. benefit: motivation for
productivity.
disadvantage: salespeople tempted to neglect activities that don't bring in quick money,
like service after sale etc
straight salary - answerpaid no matter how high sales volume is. benefit: gives
management greatest ability to control activities of salespeople
disadvantage: less motivation for intense sales effort
combinations plans - answersalary plus commission or bonus. benefit: protects
salespeople in slow seasons. company sets out base amount that salespeople will
receive
Total quality management (TQM) based compensation plan - answer1. customer
retention bonus (reward for maintaining long-term relationships w customer)
2. penetration of target accounts bonus (bonus for securing business of targeted
companies will keep salespeople motivated)
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