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Sales Management

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Need for Sales planning - Sales Manager as a planner

Publicado en: Educación

Sales Management

  1. 1. Sales Management<br />Sales Management<br />Topic <br />Presented by<br />DeepaChandrasekar<br />Need For Planning<br />“ Sales Manager as a Planner “<br />
  2. 2. Sales Management<br />Sales Management<br /><ul><li>Planning
  3. 3. Directing
  4. 4. Controlling </li></ul>of the personal selling.<br />
  5. 5. Sales Management<br /> Planning is preparing a sequence of action steps to achieve some specific goal.<br />What Is Planning ?<br />
  6. 6. Sales Management<br />Need For planning<br /><ul><li>What we want to achieve ?
  7. 7. Where we are currently ?
  8. 8. When we want to achieve ?
  9. 9. How we will reach the target ?
  10. 10. What actions needs to be taken ?</li></li></ul><li>Sales Management<br /><ul><li>Planning is one of the most important project management and time management techniques.
  11. 11. Planning offsets the uncertainty in the real world.
  12. 12. A plan is like a map. When following a plan, you can always see how much you have progressed towards your project goal and how far you are from your destination</li></ul>Need for Planning ?<br />
  13. 13. Sales Management<br />Sales Manager as a planner<br /><ul><li>Internal
  14. 14. Organisation
  15. 15. External
  16. 16. Customer</li></li></ul><li>Sales Management<br />Organisation <br /><ul><li>What product has to be sold?
  17. 17. What is the FAB?
  18. 18. How many of them needs to be sold?
  19. 19. What is the price at which the product needs to be sold?</li></li></ul><li>Sales Management<br />From the Organisation <br /><ul><li>What is the time frame within which the sale target needs to be achieved?
  20. 20. What is the budget?
  21. 21. What is the profit target?
  22. 22. What is the break even point of the product ? </li></li></ul><li>Sales Management<br />Customer<br /><ul><li>Who are the target customers/companies/ existing customers or new customers?
  23. 23. Who is the decision maker?
  24. 24. What is the geographic spread of the customers?</li></li></ul><li>Sales Management<br /><ul><li>What is the per sales executive capacity to sell?
  25. 25. What is the lead time expected by customer?
  26. 26. Who are the competitors, their product details and pricing, after sales service program?</li></ul>About the Customer<br />
  27. 27. Sales Management<br />Sales Management<br />The sales manager will have to decide on the sales organisation structure<br /><ul><li>The number of direct sales executive
  28. 28. The reporting structure</li></li></ul><li>Sales Management<br /><ul><li>Recruit sales executive as per the skills required
  29. 29. Detailed training program to address the following:</li></ul> FAB of product<br /> The competitors, SWOT <br /> Intra organization structure<br /> Credit policy<br /> Sales Process<br />Recruitment & Training<br />
  30. 30. Sales Management<br />Remuneration<br /><ul><li>Mix of salary, bonus, and commission compensation?
  31. 31. Total compensation level?
  32. 32. What additional incentive programs will be needed?
  33. 33. What benefits will be needed?</li></li></ul><li>Sales Management<br />Sales Force Automation<br /><ul><li>Co-ordinate with other parts of the firm, particularly marketing, production, and finance .
  34. 34. Identifying your most profitable customers, and your problem customers .
  35. 35. Tracking the productivity of their sales force by combining a number of performance measures such as:
  36. 36. revenue per sales person,
  37. 37. revenue per territory,
  38. 38. margin by customer segment,
  39. 39. margin by customer,
  40. 40. number of calls per day,
  41. 41. revenue per call,
  42. 42. cost per call</li></li></ul><li>Sales Management<br /> Plan & Enjoy your Gota Trip<br /> Thank you <br />Planning is very important <br />