Page 205 - DMGT205_SALES_MANAGEMENT

Unit 13: Sales Personnel Performance

8. Number of new accounts made Notes
9. Number of customer's complaints attended.
Monitoring is gathering information on day to day activities and taking stock of deviations
from expected performance, i.e., control.
Two of the most common methods used are sales reports and field visits by sales manager.
Details in sales reports vary from company to company. Greater the discretion the salesmen
have in planning and scheduling their own activities, greater are the details required in their
sales reports.

Self Assessment

Fill in the blanks:

1. ...................... design a monitoring system based on their needs.
2. ...................... are the basic tools used for the monitoring of sales personnel.
3. A well designed ...................... system aids in self improvement of the salesman by taking
stock of his own work.
4. Monitoring is gathering information on day to day activities and taking stock of deviations
from expected ...................... .

5. ...................... Component keeps a check on the nature of expenses and their extent.
6. Sales reports also contain information about new ...................... obtained or prospective
potential dues for future.

7. Specific ...................... and adjustments made by the sales person are also recorded.
8. Sales are broken down geographically to monitor sales performance in the light of this
...................... .

9. The ultimate goal of any ...................... is to make the salesman more valuable to the
company

13.3 Contents of Sales Reports

Progress Report: It provides progress related to day to day work and furnishes data on company's
position in different territories and in respect of each account. Information on specific calls on
customers, extent of competitive activity, best time to call on customers and information regarding
the competitors' item is also provided. This information is used in planning.
Expense Component: It keeps a check on the nature of expenses and their extent.

Work Plan Component: Usually for a month or week in advance salesmen are expected to
submit a work plan or call schedule regarding prospective customers to be called upon, route to
be taken, non-selling activities to be performed. The aim is to help the salesman in planning his
activities and to compare the plan of salesman-control.
New Business or Potential Business Component: Sales reports also contain information about
new accounts obtained or prospective potential dues for future.
Lost Business Components: Details about business lost to competitors acts as a pointer for gap
in training of salesmen, changes in service and credit policy and product improvement.

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