Role of the Salesforce

To improve distribution, pricing, merchandising, product advice, monitoring competitive activity, smooth out delivery or customer servicing problems.

Is a salesforce needed? or can you use agents, telesales, catalogues, etc. If needed what size and quality.

Organisation. Territories, pre-planning, targets

Changes and Development

• Salesforces have become smaller
• Salaries have been pegged back
• More emphasis on account planning
• Careful performance monitoring

Evaluation and Training. Subject to more appraisal than other employees. Use of M.B.O. Training is important.

Remuneration

• Commission only
• Salary + commission
• Salary + incentives
• Importance of fair targets

Marketing need to work closer with sales colleagues