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case study on sales and distribution management..pptx

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case study on sales and distribution management..pptx

  1. 1. Case study: Sales and distribution management Presented by: Pavithran S Raghav V
  2. 2. Overview Of The Case • The case is about a Company which hasseenafantasticgrowthduringthe past years. • IbeingtheVicePresidentofSaleshasrecruited10personsinthesalesteam andatthe sametimefelttheneedtopromoteoneoftheseniorrepstothe AreaSalesManager andalsowanttoretainbothofthem. • Iaminthedilemmaaboutwhomtopromoteoutofmytwogoodsalesreps J.Steaphen and Steven Bellach. J. Steaphen : Persistentin his work. President’sclub membersince 5 years. Inspirational and havesomegoodleadership qualities. Often askedto plan sales meetings. StevenBellach: Good at building Customer Relationships. Supportiveand Suggestive.
  3. 3. Skills Of An Efficient Sales Manager
  4. 4. Overall Company’s Expectation o Fantastic growth of the company o Sustainability o Maintenance of records & budgets o Company treats all as…ONE! o High sales growth o Ultimate customer satisfaction o Relationship building
  5. 5. Why Not J.steaphen • L A C K OF FIELD EXPERIENCE. • H A B I T OF NOT LISTENING“NO”. • N O T THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS. • 2 0 / 8 0 RULE
  6. 6. • Customer Relationship Builder • Supportive • Innovative • Detailed oriented • 6 year’s experience with the ”FIELD FORCE” Sales reports are always perfect & on time. WHY STEVEN
  7. 7. RETENTION STRATEGIES TO BE FOLLOWED •• Offered to be the trainer of the sales • people. • OR • She has been asked to be the head of the “SALES PLANNING MEETINGS” Offered to be the trainer of the sales people. OR He has been asked to be the head of the “SALES PLANNING MEETINGS”

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