SALES FORCE MANAGEMENT

Presented By:

Presented To:

Wajid Ali

3335

Nabita Ishtiaq

3353

Rana Tassadaq

3316

Company:

Mr. Aamir Shehzad

English Pharmaceutical Industries

Lahore

INTRODUCTION
The history of salesmanship is as old as the human
civilization itself.
R.L .Stevenson had once famously remarked,
Everybody is surviving on selling something to
someone.
The salespeople in the past were not held in high
esteem by the society.
The Roman equivalent of the word salesperson is
cheater.
Today, however, an organization relies heavily on
its salesperson, that is, its sales force.

Objective of the Project

To

understand

the

concepts

of

Sales

Organization.
Managing and staffing of the Sales Force.
Performance

management

and

Reward

system used.
Hiring & Motivation Process of Sales Force.
Training system of the Sales force in an

HIRING OF SALES
PERSONNEL
Every company aims at recruiting the right person
for the right job.
The greatest challenge faced by organizations
today is to be able to recruit the best talent and to
be able to utilize that talent to achieve
organizational objectives.
Recruitment and hiring the right people is as
important in a sales organization as it is in any
other organization.
Hiring, contrary to the popular perception is an
ongoing process and not confined to the formative
stages of the organization.

Several Stages of Hiring

Sourcing the candidates sales managers try to
develop a pool of applicants by attracting
candidates from various sources for filling the
sales positions in their organizations.
Screening the candidates the curriculum vitae
of the candidates serve as the first screening tool
in most of the organizations.
Selection test tests serve as the selection tool
to assess a potential employees skills and
abilities.
Personality tests
Honesty tests

CONTD
Psychometric tests these are used to look into
the mind of the candidates.
Background checks here the purpose to screen
out undeserving and undesirable candidates.
Personal Interview in many organizations, a
potential employee is called for a personal
interview only after he or she clears the
background check.
Physical Examination
Making the Employment Offer the last stage
in the selection process involves making the
employment offer to the candidate.

HIRING AT
English Pharmaceutical
Industries
Now, let us take recruitment and selection at English
Pharmaceutical Industries. The sources which it uses
for the purpose of recruiting the sales force are:
Employment agencies
Internet
Reference from Current Sales People
Advertisement in Newspapers
Campus Placements
Internal Promotions/Transfers

TRAINING
The training provided should be based on the need
assessment of the salesperson. However, very few
organizations take this trouble.
Most of the organizations design a formal and
common training for all its new recruits.
The types of training
provide can be listed as,

that

the

companies

Initial Sales training

Follow-up or Refresher Training
Training by the manufacturer to the Distributors
Sales Force

Components of Sales Training

Programs
Designing the Sales Training Program
Implementing the program
Evaluate the Training program
It is important to note here that several
organizations, these days, have been developing
competency models which are used for not only the
recruitment procedure but also for the purpose of
designing training and development programs.
The stress is on identifying those competencies in
which they are lacking and subsequently a training
program is recommended for them.

Training & Development at

English Pharmaceutical
Industries

The recruits are given an initial classroom training of two

weeks.
Here the focus areas are
Product Knowledge
Marketing and Selling Skills
Personality Development
The training has elements of both classroom and foot on street
method to it.
The initial training is provided by some experienced sales
people and also some doctors.
Doctors are employed in order to give the sales force a good
understanding of the issues related to the drug.
Thereafter the trainees are sent to the field along with some

MOTIVATION
Success is achieved and maintained by
those who try and keep trying.
(W Clement Stone)

The success of a sales organization depends on

the ability and the style of functioning of the sales
manager to motivate the sales staff to achieve
organizational goals.
The importance of motivation is felt within and
across the organization because the salespeople
have to put in a lot of effort to realize sales in the
market.

CONTD
They get demotivated due to frequent rejections
by the customers, lower esteem ascribed to the
sales job, and customer complaints about noncompliance of the products and services.
The nature of job
motivation levels.

itself

serves

to

weaken

Salespeople have to do the job of prospecting,

presentations, and demonstration repeatedly
which makes the job monotonous.
Also, their personal and domestic life suffers
because of the job.

MOTIVATION AT
English Pharmaceutical
Industries
English Pharmaceutical Industries pays a great
attention on maintaining the motivation levels of
its sales force.
This is a very important aspect of sales force
management.
A research conducted by Hay Group found out that
the cost of replacing a single pharmaceutical
representative is well over one hundred thousand
dollar.
This figure does
opportunities.

not

include

the

lost

sales

This is the reason the managers at English

COMPENSATION & REWARD

SYSTEM
Sales organizations design compensation plans
with multiple objectives.
One of the key objectives is to attract quality
salespeople.
If the companys compensation and reward system
is perceived to be equitable then it will not have
much problem in attracting good salespeople.
Besides, it also helps in keeping the employees
motivated.
This in turn helps in getting better performance
out of the sales force and retaining them.

CONTD
As such, the reward system should address
the short-term as well as long-term issues of
the salespeople.
While survival is the short-term issue of the
salesperson, recognition and growth in the
company are his long-term needs.
The compensation should be guarantee fair
wage.
The pattern of remuneration should be such
that it should reflect a stream of stable

Steps in Designing
Compensation Plan
Determine

Sales

Force

&

Compensation

Objectives
Determine Major Compensation Issues
Implement Long-term & Short-term Compensation
Plan
Relate Rewards to performance
Measurement of Performance
Review and Revise (if needed) the compensation
plan
Also, the performance appraisal of the salespersons

REWARD SYSTEM AT
English Pharmaceutical
Industries

In English Pharmaceutical Industries the

compensation to the medical representatives include;
Fixed salary
Field expense reimbursement in the form of
daily allowance
Travelling allowance and incentives based on
sales
It also provides fringe benefits like Contributory
Provident Fund and soft loans.
In order to provide a target to the sales force the
company takes into account mainly the previous

CONCLUSION
The
management
policy
at
English
Pharmaceutical Industries is a function of
various factors environment, strategy adopted by
the organization, organizations learning curve,
and sales managers own understanding of the
environment and his tactical responses.
Organizations policy, especially those which are
related to performance management and training
and development are heavily influenced by
organizations learning curve.
That is to say, organizations choose those policies
which they deem to be addressing their need,
based upon experience. New firms, obviously, do
not have such advantage.

THATS ALL

Thank You