ABSTRACT

The essay is designed to provide a general idea and background knowledge to the reader or sales force management. This essay is divided into three chapters. The first chapter which is the introduction takes a look at background of subject matter, objectives of this essay, scope and limitation. Chapter two of this essay examines related literature in respect to sales force management and also attempt to discuss such topic as the management of sales team, sales management as part of the marketing effort, sales force communication and the selling concept, the types of selling jobs, the selling process, what makes a good salesman, the organization of the sales team recruiting and selecting salesmen, training and development motivation salesmen, the function of sales office, allocating sales territories, and evaluation of sales performance and finally the reward of the selling career. Chapter three of this essay contains the summary of the write up giving a glimpse, conclusion of what is expected to the sales team in order to increase the company’s profitability and recommendation.

TABLE OF CONTENTS

TITLE PAGE –           –           –           –           –           –           –           –           i

DECLARATION       –           –           –           –           –           –           –           –           ii

APPROVAL PAGE   –           –           –           –           –           –           –           –           iii

DEDICATION          –           –           –           –           –           –           –           –           iv

ACKNOWLEDGEMENT    –           –           –           –           –           –           –           v

ABSTRACT   –           –           –           –           –           –           –           –           –           vii

TABLE OF CONTENTS      –           –           –           –           –           –           –           viii

CHAPTER ONE

1.0       INTRODUCTION     –           –           –           –           –           –           –           1

1.1       OBJECTIVE OF THE ESSAY        –           –           –           –           –           2

1.2       SIGNIFICANCE OF THE ESSAY-            –           –           –           –           2

1.3       DELIMITATIONS (SCOPE) OF THE ESSAY-    –           –           –           4

1.4       LIMITATION OF THE ESSAY      –           –           –           –           –           4

CHAPTER TWO

LITERATURE REVIEW

2.0       INTRODUCTION     –           –           –           –           –           –           –           5

2.1       DEFINITION OF SALES FORCE –           –           –           –           9

2.2       MANAGEMENT OF THE SALES TEAM –           –           –           11

2.3       ROLES OF SALES IN MARKETING        –           –           –           –           13

2.4       SALES FORCE COMMUNICATION REPORTIGN AND IFNORMATION    –           –           –            –           –           –           –           15

2.5       THE TASK OF THE SALES FORCE        –           –           –           –           17

2.6       SELLING CONCEPT          –           –           –           –           –           –           18

2.7       SELLING AND SALES MANAGEMENT –           –           –           20

2.7.1    TYPES OF SEELING JOBS           –           –           –           –           –           20

2.7.2    THE SELLING PROCESS  –           –           –           –           –           –           22

2.7.3    WHAT MAKES A GOOD SALESMAN     –           –           –           –           25

2.7.4    ORGANIZATION OF THE SALES FORCE         –           –           –           28

2.7.5    RECRUITING AND SELECTING SALESMAN  –           –           –           29

CHAPTER THREE

SUMMARY, CONCLUSION AND RECOMMENDATIONS

3.0       INTRODUCTION     –           –           –           –           –           –           –           31

3.1       SUMMARY    –           –           –           –           –           –           –           –           31

3.2       CONCLUSION         –           –           –           –           –           –           –           34

3.3       RECOMMENDATIONS      –           –           –           –           –           –           35

BIBLIOGRAPHY

 

CHAPTER ONE

1.0    INTRODUCTION

The seeming neglect and disregard of sales force of companies by management which has resulted in falling sales, high found rate committed by the sales for poor attitudes and behaviours of the sales force toward their job in ordinate conduct towards customers suggest to the researcher that management has fallen short of its responsibilities to the sales force and unless management factors are identified and imbibed or built into its effective system, the aforementioned problems will persist. Management involves the creation and maintenance of an environment for the performance of individuals a work therefore, manager can not do this without knowing how manage sale force effectively, the necessity of building management factors into organization sales an therefore not be over emphasized in designing an environment for performance.

On the strength of this companies then needs to quickly embrace principles of management which will lead to job satisfaction and effective performance by sales force.

1.1    OBJECTIVE OF THE ESSAY

The overall objective of this research study is to determine the strategies for management of effective sales force in marketing oriented companies. Also it seeks to find out whether sales force is necessary. How effective is sales force in achieving company objective what strategies should be adopted or needed in developing a good sales force.

1.2    SIGNIFICANCE OF THE ESSAY

The significance of this essay is the mission the aspiration and the goal to which all the activities of this are aimed in line with this, the significance will be based on identifying, analyzing, reporting and advising will be applied to organization in order to satisfy the needs and wants of customers and how these services should be personalized to improve sales force and customer relation.

The essay hope that the findings will give the organizational an insight into identifying attractive sales opportunities through better application of sales force concept to their business.

This essay will also help organization to know how sales force could be used to withstand competition and meet up the challenges of the its dynamic marketing environment.

Also the findings of this essay will improve the organization to consciously structure their sales force in such a way that they can cater for the needs of not only their present customers but also the prospective ones.

1.3    DELIMITATIONS (SCOPE) OF THE ESSAY

This study encompasses only the limit of the sales marketing oriented companies. The need for effective management of these companies arise as a result of intense competition, changes in our environment, customers preference.

1.4    LIMITATION OF THE ESSAY

The essay on the topic: management of effective sales force in marketing oriented company may appear simple to one who has not carried out such an essay. However, in the course of this study, the essay was faced with a number of difficulties in the collection of data for this study, it is also difficult to get the overall attention of the sales force because of the nature of their assignments. However, with the writer presence the needed information for the essay was gathered despite the difficulties, other constraints of this essay include time and financial constraints.