Which factors should be kept in mind necessarily to determine the

Which factors should be kept in mind necessarily to determine the procedure of evaluation of services of salesmen?

Ans.

Factors to be Kept in View while Determining the Procedure of Evaluation

Evaluation of salesman’s services develops personnels alongwith improvement at various levels. In the evaluation of salesman’s performance activities, capability of future development and efficiency are evaluated. Results of performance appraisal are helpful in taking various decisions. It also develops efficiency of salesman.

Following things should be kept in view in determining the process of evaluation of services of customers:

1. Quantitative and Qualitative Performance Standards: Performance standards are termed as symbol of sales goals. Functions of salesman are evaluated on the basis of it. They should be determined by every salesman and sales manager in the form of quantity and quality.

Determination of qualitative standards is difficult. However, it should be measured through some scientific methods. Following are the examples of quantitative standards –

(i) Number of working days

(ii) Total turnover

(iii) Average sales order

(iv) Number of meetings

(v) Total customers

(vi) Participation in market

(vii) Area-wise sale.

Following are the examples of qualitative standard-

(i) Trend of attending sales meetings

(ii) Trend of producing suggestions

(iii) Healthy sales co-operation and relationship

(iv) Efforts to increase goodwill

(v) Presentation of sales report

(vi) Customer satisfaction:

(vii) Suitability towards trade exhibitions.

2. Availability of Required Information for Evaluation : Information should be observed to evaluate the services of customers, because information shall be evaluated in performance appraisal process. Following things should be kept in view by managers regarding this:

(i) Nature of required information,

(ii) Sources of information,

(iii) Selection of suitable methods,

(iv) Making information suitable for use,

(v) Complaints of customers etc.

In addition to above human and practical aspect should be considered.

3. Records: Information available in records and parameters of, should be considered while deciding the process of evaluation of services of salesmen. These records/documents include reports, letters and other statements.