Managing the Sales Force
The face of any organization is the sales force. Companies spend a considerable amount of time and money on sales force rather than on any other promotional activity. However, sales force is expensive and companies are looking forward to managing them in an efficient and effective manner.
Designing of the Sales Force
Sales force is linking between companies and customer. Therefore, companies have to be careful in designing and structuring sales force.
1. The first step is setting out an objective for sales force. Earlier companies had a single objective increasing sale making it objective also for sales people. Sales people are asked to perform a search for prospective clients or lead. Sales people are asked to balance time between a prospective customer and current customer. Effective communication of product and services is essential to close the deal. Sales people also play an important role in after sales service and can make a difference for the company. Sales people are eyes and ears of the company in the market gathering information about competition and customer changing demands.
2. The second step is use sales people strategically. Sales people have to combine efforts with other team members to achieve the objective. Sales people should be aware how to analyze market data been provided and convert them into marketing strategies.
3. The third step is deciding the structure of the sales force. The structure of the sales is dependent on the strategy followed by the company. Common sales force structures are as follows:-
Territorial structure is used where every sales representative is assigned specific geographical area. This structure is preferred for building relationships with locals.
Product structure is used for complex and un- related product portfolio. Here the sales people are directly associated with research and development of the products.
Market structure is used if the companies are operating different industry or market segments. Every sales force specializes in a definite market and helps push a product efficiently across the given market. However, the disadvantage would arise if customers are located over a wide geographical area.
Complex structure is used when companies are in business of selling complex product to different customer across a large geographical area. Here sales force structure is a combination of other structures discussed.
Once the structure is designed companies need to make a decision with respect to the size of the sales force. The size of the sales force is dependent on the market size and number of customers.
4. The next step is to design compensation for the sales force. Compensation plays a big motivational factor for sales people. Companies follow a structure of a fixed amount plus a variable amount depending of success achieved in the market. Allowances play an important factor in the salary owing to continuous travel and market visits.
Managing Sales Force
Integral part for success of marketing strategy is management of the sales force. The management of sales consists of following:-
Recruitment is at the centre of an effective sales force. One approach in the selection is asking a customer what characteristics they look for in a sales representative. Companies develop selection procedure where behavioral and management skills are tested.
Training is essential to remain ahead of the competition. Sales force needs training before entering the market as well as training at different stage of the product life cycle.
Supervision on sales force is decided on the profile of product portfolio. A general supervision is maintained with respect to sales people dealing with potential clients. Another supervision is related to efficient time management from preparation of client call to closing of the deal.
Motivation is a key aspect for management of the sales force. Here compensation plays an important in driving up the motivational level. Compensation can be assigned based on sales quota. Other motivational tools are social gathering and family outing.
Evaluation is essential to management of a sales force. Sales reports sent by the sales force serve a good starting point of evaluation.
Art of negotiation and relationship marketing these two are the important aspects of successful sales representative and long term benefit for the company.
Managing the Sales Force Agency in Delhi
About Delhi
Delhi, also known as the National Capital Territory of India, is the capital of the country. It is India’s only city-state that envelops other cities such as Noida, Greater Noida, Gurgaon, Alwar, Ghaziabad, Faridabad and other nearby cities and towns. Delhi is now the world’s second most populous city and the largest Indian city in terms of area. Property in Delhi is one of the most expensive in the country.
Surrounded by the states of Haryana and Uttar Pradesh and located on the banks of the river Yamuna, Delhi is a major commercial center of the north. It has a rich and diverse history, spending most of its time as a capital under the rule of various kingdoms and empires. It has been rebuilt several times during its history and has had an altering geographical boundary. For this reason, it is called the city of cities.
Delhi real estate has witnessed rapid progress in infrastructure and development. The city has excellent and improving connectivity. Certain industries such as IT, Knowledge Process Outsourcing, and Business Process Outsourcing (BPO) have shown tremendous growth over the last few years creating new employment opportunities for the city’s growing population.
Stats and Facts
The population of Delhi, as per the Census report of 2011, stands at 1.68 crores.
According to the same report, the sex ratio in Delhi is 868 per 1000 males, which is well below the national average sex ratio of 940 per 1000 males. There is, however, a definite increase in sex ratio from the previous counting that occurred in 2001.
Delhi has a literacy rate of 86.21%, according to the Census of 2011. This number indicates an upward trend since literacy rate stood at just 81.67% during the release of the previous Census report in 2001.
Yamuna is a major river flowing right through Delhi.
Delhi is vulnerable to earthquakes as it lies in India’s seismic zone-IV.
It finds a place in the mythical tale of Mahabharata, as it was the site of ancient Indraprastha, the capital of the Pandavas.
Although Delhi is a union territory, it closely resembles a state because it has a legislature, executive council of ministers headed by a Chief Minister and a high court.
Key Projects in Delhi are Vanshi Capital Paradiso, Vertical Ripple Residency, Gemstar Home 2.
Most popular Delhi real estate searches are flats in delhi, 1 bhk flat in delhi, plots in delhi, 2 bhk flat in delhi, flats for rent in delhi, 3 bhk flats in delhi.
Ghaziabad, Faridabad, Gurgaon, Noida.
The Tertiary Sector
The tertiary sector is the largest contributor to the Delhi’s gross State Domestic Product (SDP), at 70.95%, as confirmed by the Economic Survey of Delhi 2005-06.
Key service industries comprising this sector are IT and telecommunications, banking, tourism, media, and hotels. Real estate and health & community services are also important to Delhi’s economy.
The city attracts considerable foreign investment, thanks to the availability of skilled labor and the large consumer market in the city. Property in delhi has seen good chunk of this investment overtime.
Delhi’s prominence as a trade center is also noteworthy. It’s favored by being located in the trade route extending from Punjab to the Gangetic plains.
Connectivity
The domestic and international travelers can reach Delhi via air through the Indira Gandhi International Airport. IGI Terminal 3 is regarded as one of the world’s largest buildings. With 35 million passengers using the airport during 2012-13, Delhi IGI airport is among the busiest in South Asia.
Delhi is the headquarters of the Northern Railway. It’s an important junction for Indian railways. Old Delhi, New Delhi, Anand Vihar railway terminal, Nizamuddin and Sarai Rohilla are the five prominent railway stations in the city.
Delhi has excellent road connectivity through five National Highways – 1, 2, 8, 10, and 24 connecting it to all the major Indian cities. It’s connected to Gurgaon by the Delhi-Gurgaon Expressway and to the neighboring industrial town of Faridabad by The Delhi-Faridabad Skyway. The Noida-Greater Noida Expressway and the DND Flyway are the other roads connecting Delhi to the neighboring towns.
The city has a rapid transit system in the form of Delhi Metro which connects it to Noida, Gurgaon, Ghaziabad, and Faridabad. Delhi Metro was India’s first modern public transportation system and led the way for many other such projects to be unfurled.
Delhi Civic Administration
The National Capital Territory of Delhi comprises 9 districts, 3 statutory towns, the Municipal Corporation of Delhi (MCD), the New Delhi Municipal Council (NDMC), and the Delhi Cantonment Board (DCB); 59 census towns, 27 tehsils and 300 villages.
The five local municipal corporations in Delhi are NDMC, DCB, East Delhi Municipal Corporation, South Delhi Municipal Corporation and North Delhi Municipal Corporation.
The city-state hosts the Delhi High Court, the Supreme Court of India and other subordinate courts.
For administrative purposes, Delhi is divided into 9 police zones comprising 95 local police stations.
The Parliament of India, Rashtrapati Bhavan is also situated in Delhi.
Managing the Sales Force Agency in Delhi
About Delhi
Managing the Sales Force Agency in Delhi
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| Adarsh Nagar AIIMS Ajmeri Gate Alipur Anand Parbat Anand Vihar Arjun Nagar Ashram Asian Games Village Complex Azad Nagar Azadpur Babarpur Badli Bapa Nagar Barakhamba Road Bawana Begumpur Ber Sarai Bhagwan Das Road Bharat Nagar Bhikaji Cama Place Bhogal Bijwasan Brahmpuri Budh Vihar Burari Chaman Vihar | Chanakyapuri Chandni Chowk Chawri Bazar Chhatarpur Chirag Delhi Civil Lines Connaught Place C R Park Dabri Daryaganj Defence Colony Devli Dhaula Kuan Dilshad Garden Dwarka Dwarka Sector-1 Dwarka Sector-10 Dwarka Sector 11 Dwarka Sector 12 Dwarka Sector 13 Dwarka Sector 14 Dwarka Sector 15 Dwarka Sector 16 Dwarka Sector 17 Dwarka Sector 18 Dwarka Sector 19 Dwarka Sector 20 | Dwarka Sector 22 Dwarka Sector 23 Dwarka Sector 27 Dwarka Sector 3 Dwarka Sector 4 Dwarka Sector 5 Dwarka Sector 6 Dwarka Sector 7 Dwarka Sector 8 Dwarka Sector 9 East Of Kailash Fatehpur Beri Gagan Vihar Gautam Nagar Geeta Colony Ghazipur Ghitorni Gokalpur Golf Links Gole Market Govindpuri Govindpuri Extension Greater Kailash I Green Park GTB Enclave G T B Nagar Gujranwala Town | Gulabi Bagh Gulmohar Park Hari Nagar Hauz Khas Nizamuddin Inder Enclave Inderlok Inderpuri Indraprastha Estate Indraprastha Extension Jahangir Puri Janakpuri Jangpura Jasola Jhandewalan Johripur Jor Bagh LOCALITY Kailash Colony Kalkaji Kamla Nagar Kapashera Karkardooma Karampura Karawal Nagar Karol Bagh Kashmiri Gate | Katwaria Sarai Keshavpuram Khajoori Khas Khan Market Khanpur Khureji Lado Sarai Lajpat Nagar Lakshmi Bai Nagar Lal Kuan Lodi Colony Madangir Madanpur Khadar Maharani Bagh Mahavir Enclave Mahipalpur Maidangarhi Malviya Nagar Mandawali Mandi House Manglapuri Mangolpuri Mayapuri Mayur Vihar Mayur Vihar Phase 1 Mayur Vihar Phase 2 Mayur Vihar Phase 3 |
| Mehrauli Model Town Moti Bagh Moti Nagar Mukherjee Nagar Mundka Munirka Najafgarh Nangloi Naraina Narela Navjeevan Vihar Nawada Neb Sarai Nehru Place New Ashok Nagar New Friends Colony Nirman Vihar Okhla Pahar Ganj Palam Pandav Nagar Paschim Vihar Patparganj Pira Garhi Pitampura Pragati Maidan | Preet Vihar Punjabi Bagh Pushp Vihar Rajouri Garden Ramesh Nagar Rithala R K Puram Rohini Rohini Extension Rohini Sector 1 Rohini Sector 10 Rohini Sector 11 Rohini Sector 12 Rohini Sector 13 Rohini Sector 14 Rohini Sector 15 Rohini Sector 16 Rohini Sector 17 Rohini Sector 18 Rohini Sector 19 Rohini Sector 2 Rohini Sector 20 Rohini Sector 21 Rohini Sector 22 Rohini Sector 23 Rohini Sector 24 Rohini Sector 25 | Rohini Sector 28 Rohini Sector 3 Rohini Sector 30 Rohini Sector 32 Rohini Sector 4 Rohini Sector 6 Rohini Sector 7 Rohini Sector 8 LOCALITY Rohini Sector 9 Sadar bazar Sadiq Nagar Safdarjung Enclave Saket Sarai Kale Khan Sarai Rohilla Sarita Vihar Sarojini Nagar Satbari Savita Vihar Savitri Nagar Sheikh Sarai Shadipur Shahdara Shakarpur Shakti Nagar Shalimar Bagh | Shastri Park Seemapuri Soami Nagar Sonia Vihar South Extension Part 1 South Extension Part 2 Sukhdev Vihar Sultanpuri Sundar Nagar Tagore Garden Tilak Marg Tilak nagar Timarpur Tis hazari Trilokpuri Tri Nagar Tughlakabad Uttam Nagar Vasant Kunj Vasant Vihar Vasundhara Enclave Vigyan Vihar Vikas Kunj Vikas Puri Vinod Nagar East Vinod Nagar West Vishal Enclave | Vivek Vihar Wazirabad West Enclave Yamuna Vihar Yojana Vihar Yusuf Sarai Vaishali Loknayakpuram Mayur Vihar Phase 1 Extension Rohini Sector 29 Dwarka Sector 16 B Laxmi Nagar Shastri Nagar Kirti Nagar Dwarka Sector 28 Kanjhawala Kakrola Dera Mandi Ashok Vihar Dwarka Mor Dwarka Sector 2 Yamuna Vihar Dashrath Puri Bindapur Dwarka Sector 19B Rohini Sector 27 Dwarka Sector 26 |
| Panchsheel Park Seelampur Rohini Sector 35 Jharoda Majra Burari Batla house Akshar Dham Aya Nagar Dwarka Sector 21 Chhawla Rajender Nagar Chokhandi Delhi Cantoment Patel Nagar Wazirpur Subhash Nagar Bhajanpura Siri Fort Kalindi Kunj Badarpur Siraspur Ganesh Nagar Harsh Vihar Balbir Nagar Rani Bagh Mukundpur Krishna Nagar | Sangam Vihar Malka Ganj Lawrence Road Jamia Nagar Sainik Farm Vijay Vihar Gandhi Nagar Fateh Nagar Khirki Extension Pulpahladpur Roop Nagar Sant Nagar Bali Nagar Raja Garden Jhilmil Colony Matiala Rohini Sector 34 Raj Nagar Razapur Khurd Tilangpur Kotla Bhalswa Vishnu Garden Qutub Vihar Prem Nagar Dwarka Sector 16 A Nilothi Kalyan Vihar | Sultanpur Bakhtawarpur Chittaranjan Park Sidhartha Nagar Kidwai Nagar Adchini Karala Ashok Nagar Bahapur Bakkar Wala Hastsal Mustafabad Sri Niwaspuri Sunlight Colony Freedom Fighter Enclave Vijay Nagar Greater Kailash II Greater Kailash III Alaknanda Kalu Sarai Panchsheel Enclave Goyla Village Mansarover Garden Dakshinpuri Sagar Pur Shakurpur Kondli | Jaitpur Rohini Sector-36 Deenpur Rohini Sector-37 Daya Basti Gopalpur Village Rangpuri Khera Kalan Nangal Raya Singhu Mithapur Dwarka Sector 24 Ranhola Rohini Sector 38 Kair Sawda L Zone Ranjeet Nagar Dummy Village Mandoli Mohan Garden Neeti Bagh Shanti Niketan Safdarjung Development Area Green Park Extension Hauz Khas Enclave Uday Park | L Zone Ranjeet Nagar Dummy Village Mandoli Mohan Garden Neeti Bagh Shanti Niketan Safdarjung Development Area Green Park Extension Hauz Khas Enclave Uday Park Mandi Hills Ranaji Enclave Central Secretariat Swasthya Vihar IP Estate Akbarpur Majra Ansari Nagar East Chittaranjan India Gate Lodi Road New Mustafabad Qutabgarh Shakur Basti Tagore Garden Extension Jhuljhuli West End Colony |
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