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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    Sales managementdirecting the sales force

    Recruiting

    Training

    Compensating

    Motivation

    Company policies andprocedures

    Industry and competition

    Product knowledge andselling skills

    On-the-job training

    Continuing training

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    Sales managementdirecting the sales force

    Recruiting

    Training

    Compensating

    Motivation

    Straight salary Straight commission TA/DA Incentives

    Bonus Combinations of the

    above

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    Sales managementdirecting the sales force

    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