SALESFORCE DECISIONS


SALESFORCE DECISIONS

Page:

      SALESFORCE DECISIONS FOR THE INDUSTRY

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~ .. SALES FORCE DECISIONS

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~ ...... BUYER-SELLER RELATIONSHIP

~ ...... SALES TASKS

~ ...... i. Prospecting

~ ...... ii. Communicating

~ ...... iii. Selling

~ ...... iv. Servicing

~ ...... v. Information gathering

~ ...... vi. Allocating

3

~ ............ SALESFORCE INTERACTION

~ ~ ...... Customer Prospecting

~ ~ ...... Customer Communications

~ ~ ...... Selling

~ ~ ...... Customer Servicing

~ ~ ...... Information Gathering & Usage

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... SALES FORCE SIZE DECISIONS

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~ ...... SALESMAN PRODUCTIVITY APPROACH

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~ ...... SALESMAN WORKLOAD APPROACH

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~ .... SALES FORCE DESIGN

~ ...... SALES-FORCE STRUCTURE

~ ...... i. TERRITORIAL-STRUCTURED SALES FORCE

~ ...... ii. PRODUCT-STRUCTURED SALES FORCE

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~ ...... iii. CUSTOMER-STRUCTURED SALES FORCE

~ ...... iv. COMPLEX SALES-FORCE STRUCTURES

~ ...... TERRITORIAL DESIGN

11

~ ............ SALESFORCE STRUCTURE

~ ~ ...... Territory Value Structured

~ ~ ...... Workload Structured

~ ~ ...... Territory Structured

~ ~ ...... Product Structured

~ ~ ...... Customer Structured

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ...... i. TERRITORY SIZE

~ ...... ii. TERRITORY SHAPE

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~ .... SALES FORCE SELECTION

~ ...... SALESMEN SELECTION

~ ...... WHAT MAKES A GOOD SALESMAN?

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~ ...... RECRUITMENT PROCEDURES

~ ...... APPLICANT-RATING PROCEDURES

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~ .... SALES FORCE TRAINING

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~ .... SALES FORCE COMPENSATION

~ ........ Income regularity

~ ........ Reward for above-average performance

~ ........ Fairness

~ ........ Control

~ ........ Economy

~ ........ Simplicity

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~ ...... LEVEL OF COMPENSATION

~ ...... ELEMENTS OF COMPENSATION

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~ ...... i. STRAIGHT SALARY

~ ...... ii. STRAIGHT COMMISSION

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~ ...... iii. COMBINATION SALARY AND COMMISSION

~ ...... STRUCTURE OF COMPENSATION

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~ ............ SALESFORCE EMPLOYMENT

~ ~ ...... Recruitment Procedures

~ ~ ...... Applicant Vetting & Selection Procedures

~ ~ ...... Salesforce Training

~ ~ ...... Salesforce Compensation

~ ~ ...... Compensation & Incentivization Development

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~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... SALES FORCE SUPERVISION

~ ...... DIRECTING SALESMEN

~ ...... i. DEVELOPING CUSTOMER CALL NORMS

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~ ...... ii. DEVELOPING PROSPECT CALL NORMS

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~ ...... MOTIVATING SALESMEN

~ ...... i. ORGANIZATIONAL CLIMATE

~ ...... ii. SALES QUOTAS

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~ ...... iii. POSITIVE INCENTIVES

~ ...... EFFECTIVENESS OF SALES INCENTIVES

33

~ ............ SALESFORCE SUPERVISION

~ ~ ...... Direction: Customer Call Norms

~ ~ ...... Direction: Prospect Development

~ ~ ...... Motivation: Organization

~ ~ ...... Motivation: Sales Quotas

~ ~ ...... Motivation: Incentives

~ ~ ............ Operations

34

~ ~ ............ Markets + Trade Cell

35

~ ~ ............ Products

36

~ ~ ............ Competitors

37

~ .... SALES FORCE EVALUATION

37

~ ...... SOURCES OF INFORMATION

38

~ ...... Report on new business secured

~ ...... Report on lost business

~ ...... Report on local business and economic conditions

~ ...... FORMAL EVALUATION OF PERFORMANCE

~ ...... i. SALESMAN-TO-SALESMAN COMPARISONS

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~ ...... ii. CURRENT-TO-PAST-SALES COMPARISONS

~ ...... iii. QUALITATIVE APPRAISAL OF SALESMEN

40

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

41

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

42

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

43

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

44

~ .... Financial forecast notes

45

~ ............ SALESFORCE EVALUATION

~ ~ ...... Sales Information Monitoring

~ ~ ...... Sales Performance Reporting

~ ~ ...... Sales Evaluation: Personal Comparisons

~ ~ ...... Sales Evaluation: Sales Period Comparisons

~ ~ ...... Sales Evaluation: Qualitative Comparisons

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~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ............ SALESFORCE COSTS

~ ~ ...... Sales Personnel Costs : Fixed

~ ~ ...... Sales Personnel Costs : Variable

~ ~ ...... Sales Personnel Expenses

~ ~ ...... Sales Overhead Expenses

~ ~ ...... Sales Material Costs

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... HISTORIC FINANCIAL DATA

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~ .... Historic Balance Sheet

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~ ~ ...... Historic Costs & Margins

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~ ~ ........ Historic Financial Ratios & Margins

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~ ~ .......... Historic Operational Ratios & Margins

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~ .... Financial forecast notes

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~ .... SALESFORCE DECISIONS FINANCIAL FORECASTS : Current to 2028

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~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

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~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

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~ ........ Base Forecast : Median Market Scenario Financial Ratios

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~ .......... Base Forecast : Median Market Scenario Operational Margins

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~ .... Marketing Expenditure Balance Sheet Forecast

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~ ...... Marketing Expenditure Operational Costs Forecast

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~ ........ Marketing Expenditure Financial Ratios

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~ .......... Marketing Expenditure Operational Margins

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~ .... Export Sales Improvement Balance Sheet Forecast

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~ ...... Export Sales Improvement Operational Costs Forecast

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~ ........ Export Sales Improvement Financial Ratios

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~ .......... Export Sales Improvement Operational Margins

72

~ .... Personnel + Staff Improvement Balance Sheet Forecast

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~ ...... Personnel + Staff Improvement Operational Costs Forecast

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~ ........ Personnel + Staff Improvement Financial Ratios

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~ .......... Personnel + Staff Improvement Operational Margins

76

~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

77

~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

78

~ ........ Fixed Marketing Cost Objectives Financial Ratios

79

~ .......... Fixed Marketing Cost Objectives Operational Margins

80

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

81

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

82

~ ........ Variable Marketing Cost Objectives Financial Ratios

83

~ .......... Variable Marketing Cost Objectives Operational Margins

84

~ .... Selling Cost Objectives Balance Sheet Forecast

85

~ ...... Selling Cost Objectives Operational Costs Forecast

86

~ ........ Selling Cost Objectives Financial Ratios

87

~ .......... Selling Cost Objectives Operational Margins

88

~ .... Sales Cost Improvement Balance Sheet Forecast

89

~ ...... Sales Cost Improvement Operational Costs Forecast

90

~ ........ Sales Cost Improvement Financial Ratios

91

~ .......... Sales Cost Improvement Operational Margins

92

~ .... Promotional Expenditure Balance Sheet Forecast

93

~ ...... Promotional Expenditure Operational Costs Forecast

94

~ ........ Promotional Expenditure Financial Ratios

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~ .......... Promotional Expenditure Operational Margins

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~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

97

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

98

~ ........ Sales Personnel + Staff Improvement Financial Ratios

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~ .......... Sales Personnel + Staff Improvement Operational Margins

100

~ .... Sales & Marketing Cost Scenarios Balance Sheet Forecast

101

~ ...... Sales & Marketing Cost Scenarios Operational Costs Forecast

102

~ ........ Sales & Marketing Cost Scenarios Financial Ratios

103

~ .......... Sales & Marketing Cost Scenarios Operational Margins

105

~ .... Financial data definitions

 


INDEX

 ADVERTISING COSTS, 40
ADVERTISING COSTS FORECAST, 42
AFTER-SALES COSTS, 40
AFTER-SALES COSTS FORECAST, 42
Allocating, 2
Applicant Vetting & Selection Procedures, 23
APPLICANT-RATING PROCEDURES, 17
Awards and Acclamation, 32

Balance Sheet Base Forecast : Median Market Scenario, 60
Balance Sheet Export Sales Improvement, 68
Balance Sheet Fixed Marketing Cost Objectives, 76
Balance Sheet Historic, 54
Balance Sheet Marketing Expenditure, 64
Balance Sheet Personnel + Staff Improvement, 72
Balance Sheet Promotional Expenditure, 92
Balance Sheet Sales Cost Improvement, 88
Balance Sheet Sales Personnel + Staff Improvement, 96
Balance Sheet Sales & Marketing Cost Scenarios, 100
Balance Sheet Selling Cost Objectives, 84
Balance Sheet Variable Marketing Cost Objectives, 80
Basic compensation, 32
Bonus Payments, 32
Build good will, 1
BUYER-SELLER RELATIONSHIP, 2

Call frequencies, 8
Calls a salesman, 8
Channel of distribution, 10
Circular territory, 15
Clover leaf pattern territory, 15
COMBINATION SALARY AND COMMISSION, 22
Communicating, 2
Company or Product Group, 10
Compensation, 1
Compensation & Incentivisation Development, 23
Complaints procedures, 32
COMPLEX SALES-FORCE STRUCTURES, 10
Control, 19
Costs & Margins Historic, 55
Creative sale, 1
CURRENT-TO-PAST-SALES COMPARISONS, 39
Customer Communications, 3
Customer Prospecting, 3
Customer Servicing, 3
Customer Structured, 11
CUSTOMER-STRUCTURED SALES FORCE, 10

Deliver the product, 1
DEVELOPING CUSTOMER CALL NORMS, 27
DEVELOPING PROSPECT CALL NORMS, 28
DIRECTING SALESMEN, 27
Direction: Customer Call Norms, 33Š
Direction: Prospect Development, 33
DISTRIBUTION + HANDLING COSTS, 40
DISTRIBUTION + HANDLING COSTS FORECAST, 42

Economy, 19
EFFECTIVENESS OF SALES INCENTIVES, 32
ELEMENTS OF COMPENSATION, 20
Employee Suggestions, 32

Fairness, 19
Feed-forward, 37
Financial data definitions, 105
Financial forecast notes, 44, 58
Financial Ratios Base Forecast : Median Market, 62
Financial Ratios Export Sales Improvement, 70
Financial Ratios Fixed Marketing Cost Objectives, 78
Financial Ratios Marketing Expenditure, 66
Financial Ratios Personnel + Staff Improvement, 74
Financial Ratios Promotional Expenditure, 94
Financial Ratios Sales Cost Improvement, 90
Financial Ratios Sales Personnel + Staff Improvement, 98
Financial Ratios Sales & Marketing Cost Scenarios, 102
Financial Ratios Selling Cost Objectives, 86
Financial Ratios Variable Marketing Cost Objective, 82
Financial Ratios & Margins Historic, 56
FORMAL EVALUATION OF PERFORMANCE, 38
Friendly and Informal Supervision, 32
Fringe Benefits, 32

HISTORIC FINANCIAL DATA, 53
HISTORIC MARKETING COST RATIOS & MARGINS, 41
HISTORIC MARKETING COSTS & MARGINS, 40
Holidays, 32
Human nature, 30

In the field, 1
Income regularity, 19
Information gathering, 2
Information Gathering & Usage, 3

LEVEL OF COMPENSATION, 20

Maintaining accounts, 1
MARKETING COSTS, 41
MARKETING COSTS FORECAST, 42
MARKETING FACTORS FORECAST, 43
MARKETING MARGINS + RATIOS FORECAST, 43
MARKETING OPERATIONAL RATIOS, 41
MARKETING OPERATIONAL RATIOS FORECAST, 43
MARKETING RATIO, 41
MARKETING RATIOS FORECAST, 43
MOTIVATING SALESMEN, 30
Motivation: Incentives, 33
Motivation: Organization, 33
Motivation: Sales Quotas, 33

Nature of the job, 30
Number of accounts, 8
Number of salesmen, 8

Operational Costs Base Forecast : Median Market, 61
Operational Costs Export Sales Improvement, 69Š
Operational Costs Fixed Marketing Cost Objectives, 77
Operational Costs Marketing Expenditure, 65
Operational Costs Personnel + Staff Improvement, 73
Operational Costs Promotional Expenditure, 93
Operational Costs Sales Cost Improvement, 89
Operational Costs Sales Personnel + Staff Improvement, 97
Operational Costs Sales & Marketing Cost Scenarios, 101
Operational Costs Selling Cost Objectives, 85
Operational Costs Variable Marketing Cost Objectives, 81
Operational Margins Base Forecast : Median Market, 63
Operational Margins Export Sales Improvement, 71
Operational Margins Fixed Marketing Cost Objective, 79
Operational Margins Marketing Expenditure, 67
Operational Margins Personnel + Staff Improvement, 75
Operational Margins Promotional Expenditure, 95
Operational Margins Sales Cost Improvement, 91
Operational Margins Sales Personnel + Staff Improvement, 99
Operational Margins Sales & Marketing Cost Scenario, 103
Operational Margins Selling Cost Objectives, 87
Operational Margins Variable Marketing Cost Objectives, 83
Operational Ratios & Margins Historic, 57
Order-taker, 1
ORGANIZATIONAL CLIMATE, 30

Personal problems, 30
Personal selling, 1
POSITIVE INCENTIVES, 32
Product Structured, 11
PRODUCT-STRUCTURED SALES FORCE, 9
PROFIT RATIOS, 41
PROFIT RATIOS FORECAST, 43
Profit Sharing, 32
Prospecting, 2

QUALITATIVE APPRAISAL OF SALESMEN, 39

RECRUITMENT PROCEDURES, 17, 23
Report on local business and economic conditions, 38
Report on lost business, 38
Report on new business secured, 38
Reward for above-average performance, 19

Sales Contests, 32
Sales Conventions, 32
SALES COSTS, 40
SALES COSTS FORECAST, 42
Sales counter situation, 1
Sales Evaluation: Personal Comparisons, 45
Sales Evaluation: Qualitative Comparisons, 45
Sales Evaluation: Sales Period Comparisons, 45
SALES FORCE COMPENSATION, 19
SALES FORCE DECISIONS, 1
SALES FORCE DESIGN, 9
SALES FORCE EVALUATION, 37
SALES FORCE SELECTION, 16
SALES FORCE SIZE DECISIONS, 7
SALES FORCE SUPERVISION, 27
SALES FORCE TRAINING, 18
Sales Information Monitoring, 45
Sales Material Costs, 49
Sales Overhead Expenses, 49
Sales Performance Reporting, 45
Sales Personnel Costs : Fixed, 49
Sales Personnel Costs : Variable, 49
Sales Personnel Expenses, 49
SALES QUOTAS, 30
SALES TASKS, 2
Salesforce Compensation, 23
SALESFORCE COSTS, 49
SALESFORCE DECISIONS FINANCIAL SCENARIOS FORECASTS, 59
SALESFORCE EMPLOYMENT, 23
SALESFORCE EVALUATION, 45
SALESFORCE INTERACTION, 3
SALESFORCE STRUCTURE, 11
SALESFORCE SUPERVISION, 33
Salesforce Training, 23
SALESMAN PRODUCTIVITY APPROACH, 7
SALESMAN WORKLOAD APPROACH, 8
SALESMAN-TO-SALESMAN COMPARISONS, 38
Salesmen, 1
SALESMEN SELECTION, 16
SALES-FORCE STRUCTURE, 9
Scientific planning of quotas and territories, 32
Selling, 2, 3
Servicing, 2
Simplicity, 19
Size classes, 8
Size of Customers, 10
SOURCES OF INFORMATION, 37
STRAIGHT COMMISSION, 21
STRAIGHT SALARY, 21
STRUCTURE OF COMPENSATION, 22

Technical knowledge, 1
TERRITORIAL DESIGN, 10
TERRITORIAL-STRUCTURED SALES FORCE, 9
TERRITORY SHAPE, 15
TERRITORY SIZE, 15
Territory Structured, 11
Territory Value Structured, 11
TOTAL MARKETING COSTS, 40
TOTAL MARKETING COSTS FORECAST, 42
Total workload, 8
Training programmes, 1
Type of industry, 10

Wedge-shaped territory, 15
WHAT MAKES A GOOD SALESMAN?, 16
Workload Structured, 11