Turnover In The Sales Organization A Study Of Actual Turnover Conditions In A Large Number Of National Sales Organization With A Discussion Of Cause PDF Download

What does the concept of salespeople replacement value mean? What is a sales force turnover management tool? Sales force turnover is defined as the rate at which salespeople leave an organizations, resignations, retirements or dismissals. So, if the organization can raise the sales force turnover ratio, because many salespeople can be promoted or the retirement, or the sales force turnover ratio raising reasons as well as they are not resignation or dismissal reasons. I believe that the organization ought have good sale environment and reasonable reward and welfare strategy to let its salespeople feel happy to help this company to sell its products every day.However, sales management's actions have direct or indirect effects to impact on turnover. Direct effects may include the firm's firing or dismiss policy. The indirect effects on sale turnover may include new salesperon recruiting and selecting policies affect the quality and performance of the sale force as well as the speed at which salespeople are replaced. The same policies have an impact on the sales force turnover rate through the characteristics of the newly recurited salespersons and the promotion, training, retraining policies, support, supervision, compensation. ALl of those factors have an impact on salesperson's personal satisfaction or dissatisfaction absolutely. So, any sale organizations need to concern how and why whether any one of above these factors may influence their salespeople how to perform or act sale behaviors in order to excite their sale number more effective in long term.