Sales MNG Deb

8/7/2019 Sales MNG Deb

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SALES MANAGEMENT

DEBASISH SHIKDER

MARKETING MANAGER

COCOLA FOOD PRODUCTS LTD.

PARTICPANT

KABIR STEEL REROLLING MILLS


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Sales Management Sales management is the

management of the sales force andpersonal selling efforts to achievedesired sales objectives.

Sales Management is the marketingmanagement activity dealing withplanning, organizing, directing, andcontrolling the personal selling

effort. This includes recruiting,training, supervision, motivation,evaluation, and compensation ofsales personnel


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Sales Management Effective Sales Management

Building long-term relationships with customers

Creating more nimble and adaptable sales

organizational structures Removing functional barriers within the organization

to create greater job ownership and commitmentfrom salespeople

Shifting sales management style from commanding

to coaching Leveraging available technology for sales success

Integrating salesperson performance evaluation toincorporate all activities and outcomes


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Sales management

Planning Setting salesobjectives

Organizing Organizing sales

activitiesRecruiting &selection

Directing Training &development

Motivation &compensation

Control Evaluating andcontrolling


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Sales managementplanning sales objectives

Sales goals that are precise,quantifiable, reasonable, and for agiven period of time

Measured in dollars, units,percentage change, market share,average sales per sales call, andmany others

Target, LPC, Execution, SKUTarget, Route target

Market

share

Units


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Sales managementorganizing the sales force

Establishment of sales territories

Geographical

Market potentials

Customer types or sizes By product line

By selling task


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Sales managementdirecting the sales force

Recruiting

Training

Compensating

Motivation

Education

Knowledge

Skills

Personality traits Screening tests

Interviews

Work experience


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Recruiting

Training

Compensating

Motivation

Company policies andprocedures

Industry and competition

Product knowledge andselling skills

On-the-job training

Continuing training


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Recruiting

Training

Compensating

Motivation

Straight salary Straight commission TA/DA Incentives

Bonus Combinations of the

above


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Recruiting

Training

Compensating

Motivation

Financial rewards

Contests, prizes,conventions, trips, salesmeetings

Increased territories orchoice accounts

Recognition before peers

Promotion


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Evaluation and Control

Required reports

Measurement against plan or sales standards

Expense control

Productivity New account development

Profitability (PCU)


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Ethics

Customer loyalty is impossible to maintain without trust

Long term relationships require higher ethical standards

Federal Sentencing Guidelines designed to punishunethical firms


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Documents at point Attendance

Tour Plan & Route Chart

Instruction Book

Action Plan Manual Performance register

Monitoring sheet


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Key Element

Coverage of geographic market

Product mix at outlet (LPC)

Merchandizing of Product

Execution of order

Implementation of promotion