MANAGEMENT OF EFFECTIVE SALES FORCE IN MARKETING ORIENTED COMPANY

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 DECLARATION APPROVAL PAGE DEDICATION ACKNOWLEDGEMENT ABSTRACT TABLE OF CONTENTS
CHAPTER ONE 1.0 INTRODUCTION 1.1OBJECTIVE OF THE ESSAY 1.2 SIGNIFICANCE OF THE ESSAY 1.3 DELIMITATIONS (SCOPE) OF THE ESSAY 1.4 LIMITATION OF THE ESSAY
CHAPTER TWO LITERATURE REVIEW 2.0 INTRODUCTION 2.1 DEFINITION OF SALES FORCE 2.2 MANAGEMENT OF THE SALES TEAM 2.3 ROLES OF SALES IN MARKETING 2.4 SALES FORCE COMMUNICATION REPORTING AND IFNORMATION 2.5 THE TASK OF THE SALES FORCE 2.6 SELLING CONCEPT 2.7 SELLING AND SALES MANAGEMENT 2.7.1 TYPES OF SEELING JOBS 2.7.2 THE SELLING PROCESS 2.7.3 WHAT MAKES A GOOD SALESMAN 2.7.4 ORGANIZATION OF THE SALES FORCE 2.7.5 RECRUITING AND SELECTING SALESMAN
CHAPTER THREE SUMMARY, CONCLUSION AND RECOMMENDATIONS 3.0 INTRODUCTION 3.1 SUMMARY 3.2 CONCLUSION 3.3 RECOMMENDATIONS BIBLIOGRAPHY