Sales Force Objectives 4u6640

Sales Force Objectives 1. Sales Force Structure There are four types of sales force structure; territorial sales force structure, product sales force structure, customer sales force structure, and the combination of product sales force structure and customer sales force structure. Territorial sales force structure is used when company sells only one product line to one industry with customers in many locations and the others is used when a company sells many products to many types of customers. In that case the company will used one of three sales force structure type to divide sales responsibility. As Projeg Company is new company who sells just one product that is “Sersan” candy to a specific target market, tukang ojeg who lived and domiciled in West java, company will use territorial sales force structure. Territorial sales force structure is a sales force organization that assigns each sales person to an exclusive geographic territory in which that salesperson sells the company’s full line of product or service. Using territorial force sales structure, Projeg Company will define each sales job salesperson’s job and ability clearly. Beside the fact that Projeg Company’s product is single, other reason choosing this kind of structure is because Projeg Company is still young in this candy business and the geographic area is limited. It is very helpful for company in expenses because the costs of travel are relatively small. Just like other company who use territorial sales force structure, Projeg Company will ed by many levels of sales management position. The coordination in sales management will be explained by the diagram below. Sales Merchandise

Sales Representative

Vice President and general sales Manager

Sales Supervisor

General Sales Manager of Each Regional

Director of retail sales operation

Regional Sales Manager

Start from the bottom of the organization, sales merchandise report to sales representative who report to retail supervisor, who report to director of retail sales operation, who report to regional sales manager, who report to general sales manager of each regional, who report to a vice president and general sales manager. Regional in this case is sales management organization in one city and vice president and general sales manager will be domiciled in Bandung city as center of command. In the future, this structure will be modified where the sales management organization in level regional will cover one province because Project Company will open new branch in other province but with favor of candy will be suitable with special favor of regional food. Beside the structure, Projeg Company also has determined the size of sales force. The number of salespeople depends on the workload of each level of management. In launch program, because company is desire to do promotion by visiting upon each of tukang ojeg base so for sales merchandise company might need many salespersons and several supervisors to control the salesperson work. For sales representative, company might need a huge amount of people but not as much as sales merchandise because company need to distribute the product in all city in West Java. Possibility, company will set ten to fifteen people in each city in which they will be commanded by one retail supervisors for one regional. The retail supervisors will report to one director of retail sales operation. Sales management in regional area will be handled by one regional sales manager, who report to one general sales manager of each regional. And last for vice president and general sales manager company will set one people to handle this responsibility.

2. Team Selling Projeg Company needs team selling to introduce their product to target market. The introduce activity include giving information to target market about product, that is “Sersan” candy, clearly start from virtue or function of the candy, the content, the ingredient, and legal status from government wealthy institution. And then, because of most of our target market is moslem, so we need to ensure them that this product is “halal” or permitted in their religion by explain that there is no forbidden matter in the ingredient. Although the information actually has been existed in wrapper of candy, explanation from salesperson is needed to clarify the information to consumer. They also needed to explain our special

promotion. That is buy two huge packs get bonus one coffee glass and other interesting prize which are written inside of candy’s wrapper. By personal explanation, this attractive promotion can be clearer for costumer so that company can urge many short-term costumers buying “Sersan” candy and definitely it will give good effect to company revenue. On the other side, it also has other function that is to build good relationship with customer and to enhancing costumer brand involvement so they can trust and be loyal to our product. Many objectives that should be reached by company so company have to prepared team selling carefully. There are several steps that have to do by company that will be shown by followed diagram.

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Deg sales force strategy and structure

Recruiting and selecting salespeople

Training salespeople

Evaluating salespeople

Supervising and motivating salespeople

Compensating salespeople

Deg sales force strategy and structure The structure of sales has been explained by the before diagram. Then we will explain about the strategy of sales force. Project Company will do both active and ive selling. For active selling, company will introduce “Sersan” candy direct to target market by visiting Tukang Ojek base. Company will spread his groups of sales person to target market where one group consists of ten people and held one sub-district. Here, company’s salesperson will explain any information about “Sersan” candy by ordinary conversation and following with special promotion, giving free candy to them for testing the favor. And then for ive selling, company will put the product in small shop, place that they often visiting when get a break from their job.

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Recruiting and selecting salespeople People are main element in sales force strategy so that company has to select the person who has high quality in selling and promoting product. Project Company will do

open recruitment to recruit salesperson. There is no special requirement that company need except salesperson has to having local face. It is urgent because it could make the promotion easier and more effective. 

Training salespeople Salespeople’s Skill Training Program is very important to success selling activity especially for new product such as “Sersan” candy. For this reason, Projeg Company will held free training program for salespeople. The training program will be held once a week during one month before launch program. The content of this training program are including this matter. 1. For the first of course about the product. Any information about “sersan” candy will be explained in this training. 2. The company and competitor’s profile such as objectives, history and the others. 3. Characteristic of our target market start from their needs, buying motive, and buying habit to make salespeople understand about target market and how to build relationships with them. 4. The basic of the selling process and key success to sell product effectively, company’s strategy and comparing to competitor’s strategy.

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Compensating salespeople To attract good salespeople, company has to prepare compensation plan. Compensation consists of several elements actually but from Projeg Company, compensation is including two things; fix amount and variable amount. For fix amount that is about salary, company will give fresh salary in same amount with other company, Rp 100.000,00 per day. If the sales performance is good, company will give bonus as variable amount. The variable amount can be fresh money or goods.

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Supervising and motivating salespeople Beside territory, compensation, and training, salespeople need supervision and motivation especially from company to make their performance stable. Supervision has purpose, to help salespeople “work smart” by doing the right things in the right ways. At the same time, motivation has related purpose with supervision, that is to encourage salespeople to “work hard” and energetically toward sales force goals. Each of salespeople’s group will be managed by a supervisor. Here, supervisor has main specification where he has to

ensure salesperson is not deviated from company’s goal and giving them motivation so that their spirit in promoting “Sersan” candy is stable. 

Evaluating salespeople Supervisors as representative of company will do evaluation to evaluate performance from salespeople. It will be held after all of sales activity completely done. By evaluation company understanding the mines and plus of our current strategy so that we can do better performance in next promotion activity.