Practices and Supervising Techniques of Salesforce in a Distribution Company

This paper determined the Practices and Supervising Techniques of the Salesforce in a distribution company particularly in Northern Mindanao. The following were the objectives of the study.  1. Determine the profile of the salesforce in terms of age, civil status, monthly family income, number of dependents, highest educational attainment, length of service and lifestyle, also 2. Determine the extent of the salesforce practices on the following in terms of making promises and commitment to customers, misrepresenting promotions or products, leaving customers in the dark, skipping commitment disclosures and making sales as final before a customer decides and identifying practices employed and commonly used in salesforce based marketing and communications, time management, delegating tasks, tracking/follow up and commission compensation. 3. Determine whether there is a significant relationship of supervising techniques in Marketing and communication under sales performance on misrepresenting and leaving customers in the dark with sales force performance.  Descriptive design was utilized in this study with Fifteen (15) Sales Supervisors from five (5) branches and Thirty-Two (32) Salesmen as respondents. In conclusion, the majority of the respondents showed ethical behaviour in their line of work because they give value to their work. They are highly motivated and are doing their job honestly for the sake of the future of their respective families.

Keywords:  Practices, supervising techniques, behavior, distribution company, sales force.