Here is the synopsis of our sample research paper on Improving the Effectiveness of a Sales Force. Have the paper e-mailed to you 24/7/365.
Essay / Research Paper Abstract
This 4 page paper looks at some of the ways in which an organization may be able to improve the effectiveness of the sales force. Four key areas which may lead to improvement are identified; utilization of information about customers and the sales, standardization of sales processes and systems, skills of employees and motivation. The four areas are discussed in general, and then considered in the context of a large international company; IBM. The bibliography cites 3 sources.
Page Count:
4 pages (~225 words per page)
File: TS14_TEsalesfef.doc
Buy This Term Paper »
Unformatted sample text from the term paper:
a natural talent, and then using a carrot and stick approach where salespeople were effectively awarded or punished for their proliferation order of sales. However, it has been realized that
increasing the effectiveness of the sales force, whether looking at the top salesperson who has a good instinct or one that is struggling, requires more than simply financial rewards and
management pressure. Increasing effectiveness of a sales force requires the management of the sales process and the way in which information is used, enhancement of sales skills as well as
the provision of water and resources by the company. It may be argued that there are a number of actions which may be taken to improve, but four key areas
of improvement include the increasing the utilization of information so that key customers can be identified, the development of a standardized sales process with specific stages and predetermined systems in
place, ensuring that the sales staff have the relevant skills required and provision of relevant reward and support. The first of these factors the ability to utilize information so that
key customers can be identified. One individual sales person may know which customers are providing them with most sales; they may not be aware of the situation for companies as
a whole. Furthermore, many large firms with different divisions may be dealing with sales reps on a local modern national basis. Organization will have the information needed to identify key
customers. This information may then be utilized to ensure that the sales force recognize the key customers, and that if the sales representatives are dealing with the relevant customers. This
may mean sales representatives who have specific knowledge of the industries or goods, or with specific skill sets. For example, Siemens have identified the key customers and a core group
...