recommend two general sources to get you started: The New Conceptual Selling is the best sales management book I've found, and salary.com gives you an idea of what the total compensation package should look like in your area.
To find the specific information, invest an afternoon and $30 at Harvard Business Press. Look for articles and cases (with teacher's guides) on sales management and incentive programs. There are usually a few classes periods devoted to incentive programs in any good MBA program, so HBP will not let you down there.
If all else fails, the strategy consulting firms (McKinzie, BCG, and Bain) will have articles (for free or fee) that will address what you are looking for.
Wednesday, January 23, 2008
What are the different incentive schemes for salesman in B 2 B marketing of Capital Equipment?
Salesman or Saleswomen?
Actually, both gender have the same. It depends on the product or services they're selling and who they're selling to. Generally however, women are more trusted in terms of dedication and patience.butAs sexist as it may seem,women have a better chance of getting in front of a decision maker than a man.Sales is a contact sport or numbers game.If two salespeople have identical abillity and use exactly the same selling system,the one who makes the most contact wins.
The Duties and Responsibilities of Salesman - Marketing
RESUME:
the most important duty is to make more money for the company.
> to perform marketing strategy for the company
> to find a new market for the company
> to handle product launching
> u gonna be the 'backbones' of the company and the only thing in your employer head is u must generate more income for him.
Nice salesman joke
The kids filed into class Monday morning. They were very excited. Their weekend assignment was to sell something, then give a talk on productive salesmanship. Little Sally led off, "I sold Girl Scout cookies and I made $30." She said proudly, "My sales approach was to appeal to the customer's civic spirit and I credit that approach for my obvious success." "Very good," said the teacher. Little Jenny was next, "I sold magazines," she said, "I made $45 and I explained to everyone that magazines would keep them up on current events." "Very good, Jenny," said the teacher. Eventually, it was Little Johnny's turn. The teacher held her breath. Little Johnny walked to the front of the classroom and dumped a box full of cash on the teacher's desk. "$2,467," he said. "$2,467!" cried the teacher, "What in the world were you selling?" "Toothbrushes," said Little Johnny. "Toothbrushes," echoed the teacher, "How could you possibly sell enough tooth brushes to make that much money?" "I found the busiest corner in town," said Little Johnny, "I set up a dip and chip stand. I gave everybody who walked by a sample. They all said the same thing, "Hey, this tastes like crap!" Then I would say, "It is crap. Wanna buy a toothbrush?"
not too long? Salesman joke
A guy with a speech impediment --- he stutters – gets a job selling books door-to-door.
On his first day, the sales manager gives him some books and sends him out and a five o’clock the salesman returns with all receipts, no books.
The second day, the sales manager loads him up with more books than the firs day and sends him out. The salesman, returns at five o’clock with all the receipts, no books.
This goes on for a few days, and the sales manager calls him in and says, “This is truly amazing,” “In a few days you have sold more books than my top salesman does in a week. What’s your sales pitch?”
“W-w-well,” says the salesman, “I s-s-say, ‘D-d-do, y-y-you w-w-want t-t-to b-b-buy a b-b-b-book or d-d-do y-y-you w-want m-me t-to r-read it t-to y-you?
Stutterin Salesman
There were three salesman, one whom stuttered badly who sold Bibles. The manager asked them how many Bibles each had sold that month. The smooth talking salesman said "Twenty Bibles!" The fast talking salesman said "Thirty Bibles!" the stuttering salesman said "F-F-FFour H-H-HHundred B-B-Bibles!" The manger was amazed at the man's success. He asked to hear each man's sales pitch so they could learn from one another. The smooth talking salesman said "If a woman answered the door I asked if her mother was home, and then showed her the fine beautiful leather binding, but in no way is it as beautiful as the lady herself. "Charming" said the manager. The fast talking salesman said "I have here the best selling book in the world, every home should have one, I sold one to each and every house on the street, and do you want to be the only home without one, I don't think so" Then he asked the stuttering salesman. He replied "W-W-Would y-y-you like to b-b-b-buy a B-B-Bible, or d-d-do y-y-you
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