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Sales Management
I dont care how many degrees you have on the wall, if you dont know how to sell, youre probably going to starve.
Ponder upon.
Sales personality
Energetic, follows through, optimistic, realistic, assertive, social, expressive, serious minded, self-reliant, accommodating, positive about people
Cont..
Oliver is involved in a variety of different activities. He spends much of his time interacting with individuals, specially sales people and customers. But, he also plans strategies and continuously monitors performance. In other words, he performs all the major sales management functions
To illustrate the relationship between sales objectives, strategies and tactics, consider:
Sales Goals / Objectives Marketing Strategy Sales and Distribution Strategy Identify the countries Decide distribution channels Review and improve salesforce training, motivation and compensation Use effective and efficient channels Tactics / Action plans Marketing / sales head to get relevant information Negotiate and sign agreements in 3-5 months with intermediaries Add channels and members Train salespeople in deficient areas Train field salesmanagers in effective supervision Link sales volume quotas to the incentive scheme of the compensation plan
Enter Increase export sales markets volume by 15 percent Penetrate existing domestic markets
Products
Prices
Promotion
Distribution
Advertising
Public relations
Personal selling
Sales promotion
Internet
Sales management Planning Budgeting Recruiting and selecting Training Motivating Compensating Designing territories Evaluating performance
People skills include abilities to motivate, lead, communicate, coordinate, teamoriented relationship, and mentoring Managing skills consist of planning, organizing, controlling and decision making Technical skills include training, selling, negotiating, problem-solving, and use of computers
Building formal and informal organizational structures to ensure efficiency and effectiveness key contact with customers and other external public Taking decisions on budgeting, quotas and territories Participation in decisions on products, marketing channels, distribution policies, advertising and other personal-selling activities
Controlling is Essential
Timely review of objectives Setting quantitative performance standards Gathering and processing data on actual performance Evaluating performance
Cont..
Informal control
Formal control and written sales policies