SALES OFFICETHE SALES AREA

RECRUITING & HIRING, TRAINING SALES PERSON

Marketing & Sales Department

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General Manager

Assistant GM

Director of Marketing

Director of advt & Public

relationsAsst

Director

Secretary

Telemarketing director

Secretary

Director of Sales

Sales Manager

Salesperson

Clerical Staff

Market Research

Coordinator

Clerical Staff

Director of Revenue

Management

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Organizing the Marketing & Sales office

Factors affecting the organization of a marketing & sales department

The organization’s goal & objectivesThe budget available for marketing & salesAvailable outside assistanceThe total market potential & the number of

people needed to take advantage of that potential.

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Factors affecting the functioning of the sales department

The sales areaRecruiting & hiring effective sales personTraining salespeopleManaging salespeopleEvaluating salespeopleCompensating salespeopleSupplemental sales staff

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Sales Area

Easily accessible but privateAdjacent to meeting roomsInformation sheet of productsSamples of productsPhotograph of eventsAwards received

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Recruiting & hiring

Characteristics of sales personnelProfessionalAbility to communicateIntelligenceAbility to analyzeMotivationEfficiencyPersistenceEmpathyCuriosity

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Training Salespeople

Product knowledge- product fact book, rate structure, market segment, sales reports

Office procedures- SOPPerformance standards- sales quotas, deadlines,

numbers, types of sales calls, correspondence, inter property communication

Salesmanship- identify the personality type of buyers- director, socializer, relater, thinker

Training techniques- Simulated sales calls, double calling, market segmentation drills, case study exercises, in-basket drills

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Personality types of buyers

DirectorSocializerRelaterThinker

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Training techniques

Simulated sales callDouble callingOn joint callsOn coaching callsOn model callsMarket segmentation drillsCase study exerciseIn basket drills

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Managing salespeople

Assigning account responsibilityEvaluating salespeopleCompensating salespeopleSupplemental sales staff

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Types of marketing & sales meeting

Weekly staff meetingsWeekly function meetingsMonthly sales meetingsMarketing committee team meetingsAnnual or semiannual sales meeting

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Types of sales records

Call reportsLost business reportsMaster account cardAccount fileTrace fileTrace card

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Sales filling

AlphabeticalKeyword alphabeticalNumericalMaster card fileAccount fileTrace file/ Tickler file

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Evaluating the marketing & sales office

Customers needs come first, role of marketing is to fulfill those needs

Thorough understanding of marketing planKnowledge of the product, competition,

market placeSalespeople submitting a weekly call plan,

including assigned accounts to be traced & followed up

Proper maintenance & security of account file, including trace & follow up file

All systems of operations in place