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  • 1. SALES MANAGEMENT IN IT
  • 2. INTRODUCTION TO IT INDUSTRY IT- Software ITeS Business process outsourcing (BPO) IT- Hardware and peripherals IT- Education
  • 3. SEGMENT WISE MARKET SHARE
  • 4. SALES MANAGEMENT PRACTICES Understand and develop customer needs. Develop trust in the client relationship Know your customer Full knowledge of capabilities and customer applications and the ability to bring to bear internal or external resources in service to the customer Manage competitive threat over the course of an opportunity pursuit
  • 5. SALES MANAGEMENT PRACTICES Accountability Coaching Motivating Recruiting Growing the Sales Force Personally
  • 6. Lead Generation Preparation of saleIT Sales Cycle Meeting the customer • Introduction of our Company • Presentation of the products and offerings Closing Follow up
  • 7. CHALLENGES IN IT SALESknow enough about the customers businessanalyze the political structure and align with thosewho have the greatest influence on the decisioncompetitive dimensionlearn to identify the strategiesmost attractive solution
  • 8. SALES HIERARCHY ALL INDIA SALES MANAGER REGIONAL SALES MANAGER AREA SALES MANAGER SALES REPRESENTATIVE
  • 9. ROLES AND RESPONSIBILITIES Procuring business Maintaining business relationships with clients Sustaining a high level of customer service Managing requests for quotes (RFQs) Overseeing all submittals
  • 10. COMPENSATION MANAGEMENT ESOP’s or Employee Stock Options plans Transportation Medical allowance Allowances for furnishing one’s house. Group medical insurance. Recreational allowances
  • 11. SALES PERSONNEL EVALUATION Set sales force objectives & determine sales strategy Set performance standard Measure results & compare with standards Take action
  • 12. TWO MAIN TYPESQuantitative criteria Qualitative criteria number of new customer  characteristics, obtained  Behaviour sales volume,  results of salesperson average sales calls per which cant express in day, number and the quality of gross profit these criteria may depend on subjective evaluation by product/customer, of reviewer. sales orders.
  • 13. SALES EVALUATION Input based system Output based system RESULTSBEHAVIOUR SALES Sales revenueCalls Sales growth EVALUATReports Sales/QuotaComplains ION Sales/potentialDemonstrations New accountsDealer meetings ContributionDisplay setup marginTravel expense Contribution percentage