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Pavitar Parkash Singh, Lovely Professional University Unit 13: Sales Personnel Performance

Unit 13: Sales Personnel Performance Notes

CONTENTS
Objectives
Introduction
13.1 Needs and Objectives

13.2 Parameters Used to Monitor Sales Force
13.3 Contents of Sales Reports
13.4 Basic Sales Reports and their Analysis

13.4.1 Weekly Sales Report Format
13.4.2 Regional Sales Analysis
13.4.3 Distribution of Accounts by Size
13.5 Performance Appraisal and Evaluation
13.6 Salesman's Valuation – Some Basic Issues

13.7 Setting Performance Standards
13.7.1 Quantitative Criteria
13.8 Summary

13.9 Keywords
13.10 Review Questions
13.11 Further Readings

Objectives

After studying this unit, you will be able to:

 Explain the importance of sales personnel performance;
 Describe the parameters used to describe sales force;
 Discuss the basic sales report;
 Describe the content of sales report;

 Explain the concept of sales territory.
Introduction

Monitoring is keeping abreast of salesman's activities. Sales efforts should be planned and
controlled on a regular basis. Most organisations have formal performance appraisal to aid
them in evaluating the sales force.

13.1 Needs and Objectives

Sales managers must know whether sales effort is being operationalised as it was
expected. Organisations design a monitoring system based on their needs. It is a vital aid in

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