Managing the Sales Force


The ultimate goal of any business is to make maximum sales. This hence comes with a lot of other operational activities that range from production and end in the sales. This report is about sales plan of a new business that is going to market robes; designer and pet robes. This is a new strategy that is expected to make great sales considering the type of marketing strategy that is in play.

The Company

The company shall be involved in the marketing of designer robes for out door activities and those for pets as well. The company’s original cotton robes for pets to “play in” are superb and convenient in games, hiking, and other games. The robes shall be branded Defre robes. The products shall have unique slogans, well coordinated colours and of greater refined quality. This marketing plan will outline Defre’s plan to introduce newer products, increase distribution and venture into new markets and give back to the society as well. Sales will be directed towards individuals who appreciate their pets and also like participating in outdoor activities.

Sportswear retailers will also form the second majority clients. This is in view of the fact that people are increasingly devoting some time to take care of their pets and going with them out for outdoor activities like hiking, normal walks and touring recreation sites their pets. It’s been found that well dressed pets are attractive to carry around in decent places or even take them for a walk far away from home. Marketing strategy will be to create inequality in the market equilibrium and open up the unmet or unsatisfied market to exploit (Spiro et al 78) with a new line of robes.

Personal Consultative Selling Process

The potential prospects or the target market for the robes is the active clients between the ages of 18 up to 45 years who like outdoor activities and value their pets. This means they take pets for walks or to places they can play. They are in most cases not very good at what they do but they enjoy at the end of the day. Due to age, these clients are very active and outdoor for their pets are very suitable.

Besides owning a physical store, there will be a website in future that will be used to advertise the products. This approach is anticipated to be a very big success since the prospects are young and in the technology era, changes am confident that most of them access the intent and will definitely get the adverts. The strategy to make sales will be based on pricing tactic and aim at gaining revenue of more than 50% each year and acquiring Finances to expand production capacity, increase their distribution and to be able to introduce new products and services as well. A major achievement will be to establish a successful online marketing while maintaining a strong bond with clients (Spiro et al 79).

The approach to be used for marketing will not be to waste a lot of time or confusing the idea that is being sold. This is the cutthroat model that gets clients moving fast when the agenda is explained clearly. The prospects will be made to understand whet is being offered and the benefits of acquiring the products (robes). This approach will make sure that the seller is upfront (Spiro et al 86). This aspect will promote honesty, mutual respect and satisfying discussion that brings about a smooth close. Affordable and adjournment closes are integrated in the process where the clients will be left to think over the deal at the same time they will be made to realise that they can afford the product that is being sold (Spiro et al 88).

Developing and Managing the Sales Force

This company will critically premeditate on various issues so as t be able to develop an effective sales force. Issues of concern here include setting objective for the sales force, creating the strategy, designing best organization and determining the imbursement for the sales force (Spiro et al 89). The specific objectives will be to increase the profits to 50 percent per year; to increase market share and create a new niche that is very profitable and to expand to online besides personal selling. The objectives will be delineated in terms of quotas. This will help aspects like targeting, prospecting, communication and allocation (Spiro et al 93).

Sales forecasting will be done by quantitative analysis that will be calculated from the figures like sales volume, number of clients and disposable income (Spiro et al 93). Basically I hope that the demand of the product will be very stable and predictable. If that can be achieved, then the forecast will simply be obtained from the formula;

Sales Forecast = Previous sales figure + % of Inflation factor

Incase there will be variations in shorter periods like over days and months, then another formula comes to play; for example if the short-term forecast being analyzed are for January. Over the previous years January sales have been averaged at 13% of the annual sales. In the same period, September sale reached an average of 12% of the yearly sales. The past September the sales were $15,000/.12 = 125,000 (annual sales estimates). From this the January forecast will be 13% of 125,000 = $16,250.

Sales territories will be established by offering unique style to a certain “class of people’ in the suburbs (Spiro et al 103). This strategy makes the ‘class’ the product to be sold. Those people who perceived themselves to below to that category will then become customers. Our style will make clients believe that they belong to a unique group of people with style. Since many people are conscious about class or status quo, this ‘trap’ will easily make the business acquire a territory in the market (Spiro et al 103).

Sales budget ands Quota development is a tricky step but the strategy employed in this firm is efficient. The sales budget is hinged on the sales forecast and it will convert the forecasts into a plan by focusing the resources and setting up control mechanism to monitor them (Spiro et al 105). This way, the sale budget shall be able to offer the required monthly indexes in the desired units and dollars as specified target for the sales force. The setting of quota (sales force goals) will be based on the revenue objectives that the company will set. Basically the quota will have to be achievable in order to be declared effective (Spiro et al 103).

Hiring and recruitment of the sales forces is usually a hectic process and there are a lot of challenges that are expected as the company seek efficient people for the sales team. Due to the impact of this team on the firm bottom-line, gertti9nhgb the right people is crucial and need a lot of attention. The process to be adopted in hiring and recruiting will begin by setting the projections for sales and the objectives for the upcoming sales period (Spiro et al 104). This will help to determine the qualities that are deemed necessary to achieve these goals. Basically not everybody interested in sales can be as salesperson. The next step will be to advertise through employee and other means like media. Finally we’ll set up interviews. This is where people with the correct attitude, personality and high level of aptitude will be chosen selectively.

Performance will be gauged according to their returns. In the current market situation, it is very vital that we get the most out of the workers (Spiro et al 123). Basically when the jobs is going on well, goals are being met and revenue is entering the may not be a need for assessment. Nonetheless, when a problem crops the following ratios will be applied to the business or an employee to gauge performance.

  • Eq. 1: (%) Cost of Direct Sales = Total Sales Reimbursement/ Gross Sales
  • Eq. 2: Hourly Sales Dollars = Gross Sales/Sum of Hours Worked By Sales Force
  • Eq. 3: # Of Sales Per individual = # of Sales/# of Full-time- Equal Sales Force
  • Eq. 4: Individual’s Sales Dollars = Gross Sales/# Of Full-time- Equal Sales Force
  • Eq. 5: Ave Sales Dollars Per deal = Gross Sales/ # of Sales dealings # = Number

We understand that demanding heard work without motivation could be very hard or even detrimental (Spiro et al 144). The sales people just like most of the corporate workers nee to be motivated and money is a very powerful instrumental to achieve this. Compensation and motivation become a driving force towards greater achievements. Bearing in mind that the sale force is expected to be aggressive and competitive; the compensation will be set to encourage hard work where hard worker will get higher pay in terms of commission (Spiro et al 144). Since sale people are expected to be entrepreneurial. Cooperative arrangement will be cooperative effort. It will have straight salaries and steady and progressive incentive and monthly commissions.

Controlling Expenses is a very important element as well because it helps in improving profitability. There are two types of expense, the variable and the fixed expenses (Spiro et al 167). Fixed cost like rent can be reduced when its in as areas that draws high traffic. Leases on the other are negotiable and we can bargain for better prices. Insurance can be reduced when we still to the safety instruction carry out safer practices (Spiro et al 167). Variable costs vary per months. However to keep them minimum, we will keep records to see the lowest we can ever pay and aim for the least cost.

Leadership Model: Leadership is often situational and we will struggle to offer relational leadership. This means that leadership model usually relies on the underlying situation in the organizational environment (Spiro et al 178). It is also balanced in that it depends on the mutual relationship between the leader and the sales force. However, having analyzed these concepts my leadership model will support transformational leadership style. This will empower upcoming employee to make them responsible and better leaders through mentorship, since the junior staff will be involved in the process of decision making sometime leadership duties delegated to them to execute (Spiro et al 185).

Works Cited

Spiro, Rosann., Gregory, Rich and William, Stanton. Management of a Sales Force (12th ed.), Boston, MA: Irwin/McGraw-Hill, 2008. Print.

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