PowerPoint Heaven Sales Management Case Study Presented By:- Presented By : Gaurav Sethi Jeet Lulla Chandrika Agnani Kapil Kumar Vikram Singh Nidhi Bansal
The case is about a Company which has seen a fantastic growth during the past years.
I being the Vice President of Sales has recruited 10 persons in the sales team and at the same time felt the need to promote one of the senior reps to the Area Sales Manager and also want to retain both of them.
I am in the dilemma about whom to promote out of my two good sales reps
Overview Of The Case Lisa Bell and Steven Bellach . Lisa Bell : Persistent in her work. President’s club member since 5 years. Inspirational and have some good leadership qualities. Often asked to plan sales meetings. Steven Bellach : Good at building Customer Relationships. Supportive and Suggestive.
Skills Of An Efficient Sales Manager Commitment Persistent Responsibility Build Train & Maintain Dynamic Organisation Decisiveness Bring Out Best In People Sales Manager
Overall Company’s Expectation
Fantastic growth of the company
Maintenance of records & budgets
Company treats all as…ONE!
High sales growth
Ultimate customer satisfaction
LACK OF FIELD EXPERIENCE.
HABIT OF NOT LISTENING “NO”.
NOT THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS.
Why Not Lisa
Customer Relationship Builder
6year’s experience with the ”FIELD FORCE”
Sales reports are always perfect & on time
RETENTION STRATEGIES TO BE FOLLOWED
Offered to be the trainer of the sales people.
She has been asked to be the head of the
“ SALES PLANNING MEETINGS”
Offered to be the trainer of the sales people. OR She has been asked to be the head of the “ SALES PLANNING MEETINGS”