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Sales Personnel Training and Compensation

The document discusses training salespeople through induction training, on-the-job training, and skill development training. It also discusses different compensation systems for sales forces including fixed salary, commission, target commission, profit sharing, benefits, and expense reimbursement. The best compensation system for a company or salesperson can vary based on industry, conditions, and other local factors. An effective compensation plan defines objectives, compares payment scales internally and among competitors, considers job grading and classifications, and accounts for local factors like work location and distance.

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45 views4 pages

Sales Personnel Training and Compensation

The document discusses training salespeople through induction training, on-the-job training, and skill development training. It also discusses different compensation systems for sales forces including fixed salary, commission, target commission, profit sharing, benefits, and expense reimbursement. The best compensation system for a company or salesperson can vary based on industry, conditions, and other local factors. An effective compensation plan defines objectives, compares payment scales internally and among competitors, considers job grading and classifications, and accounts for local factors like work location and distance.

Uploaded by

Vikas
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

Training Sales People

Induction Training. On Job Training. Skill Development Training.

Compensation of Sales Force


Why? Different as per Industry. Different under varying Conditions. Different Forms of Compensation. Maintenance of System !!!

Types of Compensation
All the below Systems have Pros and Cons.
Fixed Salary. Fixed Commission. Target Commission. Profit Sharing. Fringe Benefits. Reimbursement of Expenses XXX.

What is Best System for a Company / Sales Person ???

Typical Sales Compensation Plan.


Define Sales Job / Company Objectives. Compare Companys Payment Scales to other Staff. Compare Jobs by Grading / Classification. Compare Plans used by Competitors. Take into consideration Local Factors like place of work, Distance etc. Put in Place a Proper System.

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