Sales Force Objectives

8/3/2019 Sales Force Objectives

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Sales Force Objectives

1. Sales Force StructureThere are four types of sales force structure; territorial sales force structure, product

sales force structure, customer sales force structure, and the combination of product sales

force structure and customer sales force structure. Territorial sales force structure is used

when company sells only one product line to one industry with customers in many locations

and the others is used when a company sells many products to many types of customers. In

that case the company will used one of three sales force structure type to divide sales

responsibility.

As Projeg Company is new company who sells just one product that is Sersan

candy to a specific target market, tukang ojeg who lived and domiciled in West java,

company will use territorial sales force structure. Territorial sales force structure is a sales

force organization that assigns each sales person to an exclusive geographic territory in

which that salesperson sells the companys full line of product or service. Using territorial

force sales structure, Projeg Company will define each sales job salespersons job and

accountability clearly. Beside the fact that Projeg Companys product is single, other reason

choosing this kind of structure is because Projeg Company is still young in this candy

business and the geographic area is limited. It is very helpful for company in expenses

because the costs of travel are relatively small.

Just like other company who use territorial sales force structure, Projeg Company

will supported by many levels of sales management position. The coordination in sales

management will be explained by the diagram below.

Sales

Merchandise

Vice President and

general sales Manager

Sales

Representative

Regional Sales

Manager

Director of

retail sales

operation

Sales

Supervisor

General Sales Manager

of Each Regional


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Start from the bottom of the organization, sales merchandise report to sales representative

who report to retail supervisor, who report to director of retail sales operation, who report

to regional sales manager, who report to general sales manager of each regional, who

report to a vice president and general sales manager. Regional in this case is sales

management organization in one city and vice president and general sales managerwill be

domiciled in Bandung city as center of command. In the future, this structure will be

modified where the sales management organization in level regional will cover one province

because Project Company will open new branch in other province but with favor of candy

will be suitable with special favor of regional food.

Beside the structure, Projeg Company also has determined the size of sales force.

The number of salespeople depends on the workload of each level of management. In launch

program, because company is desire to do promotion by visiting upon each of tukang ojeg

base so for sales merchandise company might need many salespersons and several

supervisors to control the salesperson work. For sales representative, company might need a

huge amount of people but not as much as sales merchandise because company need to

distribute the product in all city in West Java. Possibility, company will set ten to fifteen

people in each city in which they will be commanded by one retail supervisors for one

regional. The retail supervisors will report to one director of retail sales operation. Sales

management in regional area will be handled by one regional sales manager, who report to

one general sales manager of each regional. And last for vice president and general sales

managercompany will set one people to handle this responsibility.

2. Team SellingProjeg Company needs team selling to introduce their product to target market. The

introduce activity include giving information to target market about product, that is Sersan

candy, clearly start from virtue or function of the candy, the content, the ingredient, and

legal status from government wealthy institution. And then, because of most of our target

market is moslem, so we need to ensure them that this product is halal or permitted in their

religion by explain that there is no forbidden matter in the ingredient. Although the

information actually has been existed in wrapper of candy, explanation from salesperson is

needed to clarify the information to consumer. They also needed to explain our special


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promotion. That is buy two huge packs get bonus one coffee glass and other interesting prize

which are written inside of candys wrapper. By personal explanation, this attractive

promotion can be clearer for costumer so that company can urge many short-term costumers

buying Sersan candy and definitely it will give good effect to company revenue. On the

other side, it also has other function that is to build good relationship with customer and to

enhancing costumer brand involvement so they can trust and be loyal to our product.

Many objectives that should be reached by company so company have to prepared

team selling carefully. There are several steps that have to do by company that will be

shown by followed diagram.

Designing sales force strategy and structure

The structure of sales has been explained by the before diagram. Then we will

explain about the strategy of sales force. Project Company will do both active and passive

selling. For active selling, company will introduce Sersan candy direct to target market

by visiting Tukang Ojek base. Company will spread his groups of sales person to target

market where one group consists of ten people and held one sub-district. Here,

companys salesperson will explain any information about Sersan candy by ordinary

conversation and following with special promotion, giving free candy to them for testing

the favor. And then for passive selling, company will put the product in small shop, place

that they often visiting when get a break from their job.

Recruiting and selecting salespeoplePeople are main element in sales force strategy so that company has to select the

person who has high quality in selling and promoting product. Project Company will do

Designing sales

force strategy

and structure

Recruiting and

selecting

salespeople

Training

salespeople

Evaluating

salespeople

Supervising and

motivating

salespeople

Compensating

salespeople


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open recruitment to recruit salesperson. There is no special requirement that company

need except salesperson has to having local face. It is urgent because it could make the

promotion easier and more effective.

Training salespeopleSalespeoples Skill Training Program is very important to success selling activity

especially for new product such as Sersan candy. For this reason, Projeg Company will

held free training program for salespeople. The training program will be held once a

week during one month before launch program. The content of this training program are

including this matter.

1. For the first of course about the product. Any information about sersan candy willbe explained in this training.

2. The company and competitors profile such as objectives, history and the others.3. Characteristic of our target market start from their needs, buying motive, and buying

habit to make salespeople understand about target market and how to build

relationships with them.

4. The basic of the selling process and key success to sell product effectively,companys strategy and comparing to competitors strategy.

Compensating salespeopleTo attract good salespeople, company has to prepare compensation plan. Compensationconsists of several elements actually but from Projeg Company, compensation is

including two things; fix amount and variable amount. For fix amount that is about

salary, company will give fresh salary in same amount with other company, Rp

100.000,00 per day. If the sales performance is good, company will give bonus as

variable amount. The variable amount can be fresh money or goods.

Supervising and motivating salespeopleBeside territory, compensation, and training, salespeople need supervision and motivation

especially from company to make their performance stable. Supervision has purpose, to

help salespeople work smart by doing the right things in the right ways. At the same

time, motivation has related purpose with supervision, that is to encourage salespeople to

work hard and energetically toward sales force goals. Each of salespeoples group will

be managed by a supervisor. Here, supervisor has main specification where he has to


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ensure salesperson is not deviated from companys goal and giving them motivation so

that their spirit in promoting Sersan candy is stable.

Evaluating salespeopleSupervisors as representative of company will do evaluation to evaluate performance

from salespeople. It will be held after all of sales activity completely done. By evaluation

company understanding the mines and plus of our current strategy so that we can do

better performance in next promotion activity.

Sales Force Objectives

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