Ii co ordination keep in touch will broad of

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II. CO-ORDINATION - Keep in touch will broad of directors’ decisions - Co-operate with top management executives - Co-ordinate activities of regional, district and branch managers, as well as supervisors and salesmen - Co-ordinate area sales activities with headquarters - Co-ordinate all promotional materials and campaigns - Co- ordinate export selling with headquarters’ operations - Co-ordinate dealer activities with company operations III. SALES PLANNING - Determine how and where sales can be effected - Plan sales offices, locations, personnel, etc. - Establish regional, district and branch offices - Determine types of sales organization suitable for various branches - Plan for efficient administration at headquarters and in the field - Plan sales strategy - Ascertain types of promotion and advertising provided. - Select distribution channels such as wholesalers, distributors, dealers and retailers - Plan warehousing facilities throughout the field - Plan packaging, packing and transportation; e.g. branch office deliveries; transportation from warehouses: and time schedules for such transportation. IV. SELECTING THE SALES FORCE - Build job specifications - Determine suitable sources for recruitment - Prepare application blanks - Arrange interviews and rating blanks - Determine methods of interviewing - Decide who should interview - Decide when and where interviews should be held - Cross-check on interviews Annamalai University
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145 - Prepare checking of reference blanks - Arrange for medical reports V. TRAINING THE SALES FORCE - Develop training plans for new salesmen - Arrange refresher courses for existing salesmen - Emphasize professional, salesmanship - Arrange training for regional, district and branch managers as well as supervisors and salesmen - Develop and use sales-training tools, such as: - Textbooks - Sales manuals - Sales-training bulletins - Instruction manuals - Modern catalogues - Correspondence courses - Headquarters’ schools - Branch office training - Field supervisory training - Special product presentations - Slide films - Modern pictures - Sales meetings - Decide who will do the training - Determine how training is to be done - Follow-up on training programmes VI. REMUNERATING THE SALES PERPSONNEL - Fix base salary scales - Plan commission of expense accounts - Arrange vacation plans - Fix how bonus is to be paid - Arrange contests and award of prizes - Fix pension and retirement plans VII. MOTIVATION-HUMAN RELATIONS - Determine what motivates salesman - Plan advancements and promotions Annamalai University
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146 - Arrange exciting sales contests - Draft enthusiastic letters and bulletins - Arrange interesting sales meetings and conventions - Provide reasonable satisfaction of the security need - Build employee pride - Analyse what motivates distribution channels - Find out what motivates consumers - Provide adequate public relations - Be fair to all, i.e. employees, distribution channel and consumers - Conduct continuing motivation research - Provide emphasis on the dignity of man VIII. QUOTA SETTING - Use sales forecasting as an aid to quota setting - Determine methods of arriving at quotas -
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