Professional Documents
Culture Documents
Fall 1999
1
Outline
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Strategic Leverage of the
Sales Force
Customer focus
Enhances customer loyalty
Source of competitive advantage
3
Enhances Customer Focus
4
Develops Customer Loyalty
5
Source of Competitive
Advantage
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Trends in Personal Selling
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Trends in Personal Selling
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Importance of Effective
Sales Management
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Functions of the
Salesperson
Prospecting
Communicating: two-way
Allocating & coordinating: company
resources, time
Servicing
Helping define marketing strategy
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Functions of the Sales
Manager
12
Course Overview
(continued)
13
Course Overview
(continued)
Strategic Issues
Vertical Integration (Case: Jamestown)
Control Systems
Structuring the Sales Force(Cases: Wright Line &
Siebel Systems
Sales Force Allocation: Deployment & Organization
(Case: Syntex)
Territory Assignment & Design
Strategy for Optimal Sales Productivity
14
Course Overview
(continued)
Tactical Issues
Sales Analysis (Case: Milford A)
Performance Evaluation (Case: Milford B)
Compensation (Case:Mary Kay Cosmetics) &
Motivation (Case: IMAGE)
Selection (Case: IDS) & Training
Information Systems/Sales Force Automation
(Case: Profiling at National Mutual)
Sales Force Automation
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Course Overview
(continued)
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Course Requirements
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Class Participation
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Group Projects
DigitalThink Case
Due November 17th on or before class. 5
page limit on text w/ 3 page limit on exhibits
Group Presentation
Only presentation needs to be submitted-- no
paper/write-up
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Mid-term & Final Exams
Case oriented
Mid-term will focus on personal selling &
strategic issues
Final will be more heavily weighted on
tactical issues
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Policies
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Communicating with the
Professor
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