Project on Sales force Requirement Planning

Description
Sales force management systems are information systems used in CRM marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems.

Tasks

Intensive Distribution Time Spent (%)

Selective Distribution Time Spent (%) 30

Industrial sales Time Spent (%) 40

Face to face calling Waiting/travellin g Administrative Telephone calling

60

20 15 05

40 15 10

20 20 10

Service calls/ trouble shooting
Total

100

05
100

10
100

Parameters Product Knowledge Market Knowledge

Weightage 0.15 0.15

Evaluation 0.9 0.8

Sales Person Score (A x B) 0.135 0.12

Past Sales Performance
Communication skills Selling skills Total

0.35
0.15 0.20 1.00

1
0.8 0.9

0.35
0.12 0.18 0.905

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Each executive handles same amount of workload Deciding no. of sales persons per region based on total workload for the said region Classify customers based on their sales potential i.e A,B,C grade Each sales person has different sales potential and target for his/her territory Sales commission % payable to each sales person varies acco to potential of that region May de-motivate sales persons who manage low potential region

Work load method of calculating sales force size (eg: Selective distribution) Territory X

Customer Type A B C

Call freq. p/m No. of cust.
4 2 1 25 45 65

No. of calls p/month 100 90 65

Avg.Call time (mins) 45 25 15

Total Call time Avg. travel time Total travel (hrs) (mins) Time (Hrs) 75 37.5 16.25 128.8 30 30 30 50 45 32.5 127.5

Total Time reqd (Hrs) 125 82.50 48.75 256.3

Working hrs per day per salesman Working hrs per month per salesman

8 184 23 working days p/m

Hrs avlb for calls p/m Sales person reqd

70% of total working time 129 spent 2.0

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Each executive handles fixed no. of stores Deciding no. of sales persons per region based on no. of stores in that region Each sales person has different workload and sales potential Sales commission % payable to each sales person varies acco to potential and work load of that region Company may end up having large sales team despite low potential in some regions which increases fixed costs May de-motivate sales persons who manage high workload and/or low potential region

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Assumed that a company has fixed no. of sales persons Each sales person is given same target Each sales person is given no. of customers/regions as per potential of cust/region Each sales person may have diff workload Sales commission % equal for each sales person May de-motivate sales person who has high workload



doc_705835387.pptx
 

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