Wmp Project Outline

8/8/2019 Wmp Project Outline

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SDM Project

Junior Management/Sales Person

Introduction to the Selling and Sales ManagementDevelopment –

Conceptual understanding of Sales Management,

Sales Nature & Responsibilities,

Role & Functions of Sales management.

Importance of sales force management in the Indian context

Sales People and Society,

Selling Skills adopted

The Sales Process,

Prospecting ;

Pre-approach and call planning ;

Approach and presentation;

Objection handling and

Sales close.

Formulating and implementing personal selling strategy

Personal and Relationship Selling Skills.....................................................................................................................................................................

Selling to individuals & Institutions

Managing Accounts,

Understanding Consumer Insights and satisfaction

Consumer Behaviour in Sales

Customer Grid: Factors Influencing a Customer’s Decision Identify the Needs;List Who Needs You in Order of Importance; Who Do You Want Your

Customers To Be; Where Are They; What Turns Them On; What Turns ThemOff; How do you get to them.

Sales Quota and Compensation..............................................................................................................................................................................................................

Objectives & Quotas



Quota System

Basic Levels of Individual Objectives.

Types of Quotas & their administration

Requirement of a Good Compensation Plan;

Devising the Plan;

Types of Plans

SENIOR AND MIDDLE MANAGERS

The Role of Selling and Sales Management,

Marketing, sales and distribution linkage,

Role of Sales Management in Marketing & its Strategy

Recruitment and Selection of Sales Force...................................................................................................................................................................

People planning and forecast

Job descriptions and specifications for successful people

People Profiling and recruiting sales people,

Characteristics of sales job

Attributes of a Good sales people

Salesman Qualification and Skills required for success by Salespeople

Sources of recruits, Internal and External

Selecting and hiring applicants

Predictors of Selection decisions

Selection process

Job Application blank

Interviews

Motivation and Training.................................................................................................................................................................................................

Process of Motivation;

Keys for Understanding others;



Developing the Thinking Level of Communication,

Needs of Wants of Employees

Goals and Objectives;

Sales meeting and Sales contests,

Planning, and executing training

Training Methods

Evaluation of sales training programs

Sales Quota and Compensation..............................................................................................................................................................................................................

Objectives & Quotas

Quota System

Basic Levels of Individual Objectives.

Types of Quotas & their administration

Requirement of a Good Compensation Plan;

Devising the Plan;

Types of Plans

Sales Forecasting and Budgeting...........................................................................................................................................................................................................

A Forecasting Process;

Sales Forecasting Methods

Purpose of Sales Budgets

Planning & Budgeting

Budgeting Procedure

Selling Expense Categories;

Methods for Determining the Selling Budget;

Effect of Errors and Flexibility in Sales force expenses and transportation,

Sales Territory Management and Organization.....................................................................................................................................................................................

Concept ,

Reason for establishing territories,



Territory Allocation,

Salesforce Size and Territory Design

Approaches to Determination of Sales Force Size

Location of Effort; Portfolio Models;

Revising Routing & Scheduling Sales personnel,

Time & Territory Management

Purpose of sales organization,

Setting up a sales organization,

Interdepartment Relations, Distributive Network Relations

Basic types of Sales organizational Structure

Organization Design & Staffing: Geographic Sales Organisation; Market SalesOrganisation; Functional Sales Organisation; Major Account Organisation

International sales Management

Sales Evaluation and Cost Analysis.......................................................................................................................................................................................................

Performance appraisal and evaluation,

Analysis of Efforts and Results;

Job Evaluation and Sales Positions

Sales force Audit;

Marketing Cost and Profitability Analysis,

Sales Cost & Cost Analysis

Analysis of Sales Volume

Distribution Management :

Distribution Channel and their structure,Selection of channelFunctions and Relationships,Channel Planning and Designing Channel Systems,

Logistics of Distribution Channel,Evaluation and Control,Channel Conflicts.Sales display and channel for services.Warehousing ; transportation ; inventory management ; logistic communicationDistribution margins and cost control.Supply Chain managementRole of Information technology in Channel management.



Documents

Wmp Project Outline