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 Ahmedabad
About Ahmedabad
Once known as the Manchester of the East for its flourishing textile industry, Ahmedabad is a rapidly growing metropolitan city. Its located to the West of India, in the state of Gujarat. Lying on the banks of the historic river Sabarmati, its the seventh largest metropolitan area and the fifth largest city in India.
Ahmedabad real estate, as a sector, is an investors market. Among the several real estate projects lined up in the near future, Ahmedabad will see the towering presence of 22-storeyed residential skyscrapers in the coming year.
Despite the significant number of modern infrastructure projects approved for the city, Ahmedabad still retains the old world charm. Thanks to its rich historical heritage, the city still hosts traditional Persian architecture. The Ahmedabad real estate landscape, therefore, is a melting pot of the old and new.
Stats And Facts
Going by the provisional reports of Census India 2011, the population of Ahmedabad, as of 2011, stands at 5,570,585. The urban/metropolitan population, on the other hand, is 6,352,254.
The sex ratio for Ahmedabad is 897 per 1000 males. Child sex ratio is 853 per 1000 boys. In comparison, the sex ratio of the country is 940 per 1000 males and the child sex ratio is 914 per 1000 boys, according to the Population Census of 2011.
The average literacy rate is 89.62%. The male and female literacy rates are 93.96% and 84.81% respectively.
Of all the cities that have a population exceeding 1 million, Ahmedabad has the lowest crime rate. For that reason among others, the Times of India ranked Ahmedabad as the best city to live, in 2012. In the same year, the market research firm IMRB called it the best mega-city. Ahmedabad was rated as the fastest growing city in India, by the Forbes magazine. In the year 2010, Forbes magazine featured an article that ranked Ahmedabad third in the list of next decades fastest growing cities in the world.
With the river Sabarmati having played such a crucial role in molding the city past and present, the Amdavad Municipal Corporation (AMC) has initiated the Sabarmati Riverfront Development Project. Its aimed at improving the environment conditions in the region and providing slum rehabilitation for the slum dwellers living at the river bank.
The Industrial Sector
Ahmedabad is a strong industrial base for sectors like textiles, chemicals, pharmaceuticals and drugs, and agro and food processing industries.
The district of Ahmedabad contributes up to 60% of the total industrial productivity.
Arvind Mills, the world-famous company that processes denim for jeans globally, and Ashima Group, Indias leading 100% cotton fabric manufacturers, are situated in the city.
Besides the textile industry, Ahmedabad has a thriving pharmaceuticals and chemicals industry. Torrent Pharmaceuticals and Zydus Cadila, two of the biggest Indian pharmaceutical companies, are situated here.
The corporate headquarters of the detergent and chemical manufacturer, Nirma Group and the leading export trading company in India, Adani Group are situated in the city.
Connectivity
The Sardar Vallabhbhai Patel International Airport is situated only 15 km from the city center. From the railway station, the airport is situated just 8 km away.
One of the six operating divisions of the Western Railway, Ahmedabad connects to other major cities and all towns in Gujarat. The city main terminus is the Ahmedabad Railway Station, locally called the Kalupur Station.
The National Highway 8 connects Ahmedabad to Mumbai, Ahmedabad and Gandhinagar. National Expressway 1, which is a part of the Golden Quadrilateral project, connects Ahmedabad to Vadodara.
The AMTS (Ahmedabad Municipal Transport Service) and the BRTS (Bus Rapid Transit System) buses form the network of public transport in Ahmedabad. The bus service is in operation from 6am to 11pm every day.
Presently, AMTS has 750 buses in operation.
The Institute for Transportation and Development Policy awarded BRTC with the Sustainable Transport Award in 2010 for reducing carbon emissions and making the service more accessible to the residents.
Ahmedabad Civic Administration
Administrative headquarters of the Ahmedabad district, Ahmedabad is administered by the Ahmedabad Municipal Corporation (AMC). The AMC was established under the Bombay Provincial Corporation Act, 1949, in the year 1950. The corporation is headed by the Mayor.
The elected wing of the AMC comprises 4 statutory authorities, namely the Standing Committee, General Body, School Board Committee and Transport Committee. The other committees include the Water Supply and Sewerage Committee, Town Planning Committee and Tax Committee.
The residents of the city elect 192 municipal councilors through a popular vote. The elected councilors then elect the Mayor and Deputy Mayor of the city.
The city contains 64 wards in 5 zones.
The sub-urban areas of the city are administered by the Ahmedabad Urban Development Authority (AUDA).
Two Members of Parliament represent Ahmedabad in the Lok Sabha, and 19 members of the Legislative Assembly for the Gujarat Vidhan Sabha.
Ahmedabad Infrastructure
It is common knowledge, even in international circles, that Ahmedabad pays special attention to the development of infrastructure. It was, in fact, the first city in India to execute the Public Private Partnership (PPP) model in development projects.
Ahmedabad has a strong foundation in basic infrastructure, especially the water supply system. The city has had a system of organized water supply, right from the 19th century days. Even today, the two sources of water surface and ground are being managed effectively. Commissioning of water sources has taken place as recently as 2004.
The power sector in Ahmedabad is also on solid ground. Its one of the few cities that have a privatized power sector. Torrent Power Ltd. is the company that generates and distributes power in the city. And for electricity, Ahmedabad banks on one of the oldest and well operated power stations in the country, Torrent Power thermal power station.
The focus of the city development authority, Ahmedabad Urban Development Authority has now shifted towards facilitating social infrastructure projects.
Managing the Sales Force Agency in Ahmedabad
About Ahmedabad
Managing the Sales Force Agency in Ahmedabad
All Localities in Ahmedabad
| Ambawadi Ambli Amraiwadi Anandnagar Asarwa Ashram road Aslali Ayojan Nagar Bapunagar Bavla Behrampura Bhadaj Bhadra Bhat Bodakdev Bopal C G Road Chandkheda Chandlodia Changodar Chharodi Dani Limbada Dariapur Dhandhuka Dudheshwar Ellis Bridge Ghatlodia | Ghodasar Ghuma Girdhar Nagar Gomtipur Gota Gulbai Tekra Gurukul Hansol Hathijan Hatkeshwar Isanpur Jagatpur Jamalpur Jashoda Nagar Jivrajpark Jodhpur Juhapura Juna Wadaj Kalapinagar LOCALITY Kalupur Kankaria Kathwada Keshav Nagar Khadia Khamasa Khanpur | Khokhra Kubernagar Lambha Madhupura Makarba Maninagar Meghani Nagar Memnagar Motera Naranpura Naroda Naroda GIDC Naroda road Narol Nava Wadaj Navjivan Nikol Nirnay Nagar Noblenagar Odhav Ognaj Paldi Prahlad Nagar Raikhad Raipur Rakhial Ramdev Nagar | Ranip Sabarmati Sadar Bazar Saijpur Bogha Sanand Sanathal Saraspur Sarkhej Satellite Shah E Alam Roja Shahibaug Shahpur LOCALITY Shela Shilaj Sola Sola Road Thakkarbapa Nagar Thaltej Thaltej Road Usmanpura Vasna Vastral Vastrapur Vatva GIDC Vatva Vejalpur | Viramgam Shyamal Racharda S P Ring Road Navrangpura S G Highway Palodia Barejadi Kali Sughad Manipur Koteshwar Science City 132 Feet Ring Road Santej Nandej Godhavi Bagodara Dholera Tragad Raska New Ranip Chanakyapuri Rakanpur Sanand – Nalsarovar Road Dholka kheda |
| Laxmanpura Bavla Nalsarovar Road Sanand-Viramgam Road Mandal New CG Road LOCALITY D Colony Sardar Colony Ahmedabad-Rajkot-Highway Nehrunagar Kotarpur Mirzapur Nava Naroda Narayan Nagar Narol Road | Lapkaman Kolat Mahadev Nagar Moraiya New Maninagar Purshottam Nagar Gita Mandir Sachana Nasmed Khodiar Nagar Shantipura Vinzol Gokuldham Geratpur | Sarangpur South Bopal Vaishno Devi Acher Hebatpur Devdholera Lilapur Mahemdabad Vishala Pipali Highway Ashok Vatika Nandoli Khoraj Kasindra Nana Chiloda Pipali Bhadiyad Ambli Bopal Road Sindhu Bhavan Marg Gorasu Bhimtalav |
Marketing ServicesFeet On Street | Brand PromotionsBrand StrategyBrand Activation | Events | Market Research |