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Sales For Start-ups By Prof Ramesh Venkateswaran
 

Sales For Start-ups By Prof Ramesh Venkateswaran

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Prof. Ramesh Venkateswaran: Chairman – Custommerce Visiting Professor – IIM B & SDM IMD...

Prof. Ramesh Venkateswaran: Chairman – Custommerce Visiting Professor – IIM B & SDM IMD

As founder member, you need to understand sales and how you should use salespeople productively and efficiently. Time to get insights into Sales process

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    Sales For Start-ups By Prof Ramesh Venkateswaran Sales For Start-ups By Prof Ramesh Venkateswaran Presentation Transcript

    • SALES 4 STARTUPSNSRCEL : IIM BANGALORE RAMESH VENKATESWARAN 7 APRIL 2012 rameshvenkat20@gmail.com 1 Ramesh Venkateswaran
    • THE PLAN TODAY CURRENT ENVIRONMENT – CHANGING THE PLAN PLACE MARKET • The world today – challengesCompetition • Role of strategic selling• Global competition • Why and when people buy• Shorter Product life cycles • Panel of speakers• Blurred boundaries – • • Q & A and Wraptechnologies eg. Steel/ product alternates and up Al /paper/plastics / paper ….. 2 0108
    • WHY DO ORGANISATIONS EXIST ?WHAT IS SELLING ALL ABOUT ?WHY AND WHEN PEOPLE BUYAND WHAT ARE THEY REALLY BUYING ? 3 Ramesh VenkateswaranJune 08
    • The world today Name Nationality Time2. Ryan Brathwaite Barbados 13.143. Terrence Trammell USA 13.154. David Payne USA 13.155. William Sharman GB 13.306. Maurice Wignall Jamaica 13.317. Peter Svoboda Czech 13.388. Dwight Thomas Jamaica 13.569. Ji Wei China 13.57
    • WIMBLEDON 2001 MEN’S FINALS – STATS A B 1st serve percentage 55 63 Aces 27 13 Double faults 16 4 Winners 42 49 Unforced errors 30 11 Break point conversion 3/6 3/6 Match time : 3 hours 1 minute WHO WON THE MATCH ???? Ivanesevic RafterPrize Money $ 750,000 $ 375,000Total points won 154 150 5 Ramesh Venkateswaran
    • Cars : Product features - A comparisonFeature Accent GLS Ikon 1.6 Z x 1 Corsa 1.6GLSMax HP 94/5500 91/5500 92/5600Torque 12.5/3500 13/2500 12.6/3200Length 1605 1597 1598Width 1670 1632 1608Fuel tank 45 45 46Dikky 380 400 390Turning ø(m) 10 9.8 -Power steering   A/C & Heater   Power Window   Tachometer   Central locking   Weight / kg 1005 998 1040 6 Ramesh Venkateswaran
    • THE CURRENT SCENE IN THE FLAT WORLD Globalization – no boundaries Basic products - identical Commodities are technologized ; technologies are commoditized Communication Awareness and education levels Changes in attitudes , expectations – promiscuous 7 Ramesh Venkateswaran
    • THE CHANGING ENVIRONMENT
    • Today tech companies are becoming like otherenterprisesWhileOther enterprises are becoming more techenabled and dependentEx:Need to understand implications of theadoption / diffusion cycle both from point ofview of product and market / buyers
    • Addidas I - Microprocessors• 5 million calculations per second• Adjust the heel and sole for off road,trail running , pavement etc. Ramesh Venkateswaran
    • Gillette Razor Ramesh
    • Gillette Razor• 5 blade shaving surface technology• 1 Precision Trimmer• Battery operated• Auto switch off after 8 seconds accidental activation• Low battery indicator – when to change battery Ramesh Venkateswaran
    • WHY DO ORGANISATIONS EXIST ?WHAT IS SELLING ALL ABOUT ?WHY AND WHEN PEOPLE BUYAND WHAT ARE THEY REALLY BUYING ? 15 Ramesh VenkateswaranJune 08
    • SOME THOUGHTS ON SALES • Selling • Value • Price 16 Ramesh Venkateswaran
    • COMPONENTS OF SELLING QualityEffort Quantity Results Direction
    • SALES PERSON’S TIME UTILISATION 40% 15% Face -to- face Getting to selling customers 25% Personal matters and detail 20% work Waiting for customersOnly 15% of the time is spent in actual face to face selling with the customer
    • THEN 10 % Create rapport 20 % Qualify 30 % Present Solution 40 % Close 19 Ramesh Venkateswaran
    • 40 % Relationship and Trust 30 % Identify Needs 20 % Present Solution 10 %NOW Close 20 Ramesh Venkateswaran
    • SUCCESS CUSTOMER VALUE WHAT IS VALUE ?QUALITY - AS DEFINED BY THE CUSTOMER - OFFERED AT A PRICEACCEPTABLE TO THE CUSTOMER
    • WHAT IS PRICE ?Competitive Analysis Consumer Analysis• Differentiation • Segmentation Product / Service Positioning Marketing Strategy • Product • Communication • DistributionCompetitive Perceived Offerings Customer Value Price Cost Profit 22 Ramesh Venkateswaran
    • Thank You Have a Nice Day !! 23 Ramesh VenkateswaranJune 08