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SALES FORCE PERFORMANCE: AN OVERVIEW

SALES FORCE PERFORMANCE: AN OVERVIEW. DETERMINANTS OF SALES FORCE PERFORMANCE. INTERNAL/INDIVIDUAL FACTORS EXTERNAL FACTORS The determinants that influence SF performance are highly interrelated (interdependent). INTERNAL FACTORS. 1. Motivation A sales person’s inner values or drives

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SALES FORCE PERFORMANCE: AN OVERVIEW

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  1. SALES FORCE PERFORMANCE: AN OVERVIEW www.AssignmentPoint.com

  2. DETERMINANTS OF SALES FORCE PERFORMANCE • INTERNAL/INDIVIDUAL FACTORS • EXTERNAL FACTORS The determinants that influence SF performance are highly interrelated (interdependent) www.AssignmentPoint.com

  3. INTERNAL FACTORS 1. Motivation • A sales person’s inner values or drives • Controlling financial compensation programs • Provide up-to-date knowledge • Arranging sales contests, sales meetings and special recognition www.AssignmentPoint.com

  4. INTERNAL FACTORS 2. Aptitude A sales person’s job performance will be a function of his/her aptitude or special ability www.AssignmentPoint.com

  5. INTERNAL FACTORS 3. Skill level Skill concerns with how well an individual can learn and perform necessary tasks. Aptitudes consists of enduring personal abilities while skills can change with learning and experience. www.AssignmentPoint.com

  6. INTERNAL FACTORS 4. Job satisfaction SF performance can be affected by how satisfied individuals are with their jobs. The level of satisfaction can depend on how rewarding, fulfilling, challenging, or frustrating the salesperson feels his/her job is. • Intrinsic satisfaction • Extrinsic satisfaction www.AssignmentPoint.com

  7. INTERNAL FACTORS 5. Role perception Role perception is an individual’s understanding of the demands, expectations, and pressures communicated to salespeople by the individuals around them. www.AssignmentPoint.com

  8. INTERNAL FACTORS 6. Personal factors Personal factors can be thought of as individual characteristics that might be related to SF performance but are not part of aptitude, motivation, skill level and role perception. (age, height, education, family situation) www.AssignmentPoint.com

  9. EXTERNAL FACTORS 1. Environment • Social/cultural factors • Legal/political factors • Technology • Competition www.AssignmentPoint.com

  10. EXTERNAL FACTORS 2. Organization • Culture/personality • Personnel/people • Financial strength • Market position • Marketing mix www.AssignmentPoint.com

  11. EXTERNAL FACTORS 3. Sales management • Selection and training • Time and territory management • Sales quotas • Compensation (extrinsic reward, intrinsic reward, nonfinancial) www.AssignmentPoint.com

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