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Key Characteristic of Regional Sales Organization
 

Key Characteristic of Regional Sales Organization

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This is a simple description of the key points to succesfully implement a regional sales organization for large international companies....

This is a simple description of the key points to succesfully implement a regional sales organization for large international companies.

It can be used as workplan to implement or restructure a sales organization in a country.

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    Key Characteristic of Regional Sales Organization Key Characteristic of Regional Sales Organization Presentation Transcript

    • The Key Characteristics of a Successful Regional Sales Organisation Paolo Concetti
    • Agenda 2 - How to implement them 3 – Action Plan 1 - The key factors of success
    • The Key Factors of success Know the market, the customers and their needs
    • The Key Factors of success Deliver high added value to our customers and build fruitful relationships
    • The Key Factors of success Comunicate in the rigth way with our customers and to the market
    • The Key Factors of success Choose and develop the right people and promote teamwork
    • The Key Factors of success 2 - How to implement them ?
      • Segmentation of the actual and potential customers
      • Clear definition of the target groups
      • Analisys of the needs
      • Constant acquisition of information on the market and on the competitors
      • Give feedback to R&D for product innovation and new applications
      • Leads generation activity (Trade fairs, Market research, Web site, Events)
      Know the market, the customers and their needs
    • Deliver high added value to our customers and build fruitful relationship with them
      • Technical skill of the sales team (Sales engineer)
      • Advice to the customers solutions instead of just sell products
      • Territory coverage of the sales team
      • Role of CSC in relatioship with customers
      • Reach high standards of service level
    • Comunicate in the rigth way with our customers and to the market
      • Develop the rigth sales support tools
      • Give “life” to the Web-site
      • Technical literature
      • News letters
      • Technical seminars to promote solutions
      • Trade exhibitions
    • Choose and develop the right people and promote teamwork
      • Coaching of the sales team
      • Promote “market driven” culture
      • Promote “result oriented” culture
      • Regular exchange of information (Sales, Techical, CSC, Marketing)
      • Share objectives and targets
      • Have fun!
    • Agenda 3 – Action Plan
    • ACTION PLAN
      • Phase 1 - Analysis / Review
            • Sales figures
            • Customer review
            • Product Performance
            • Pricing Policy
            • Distribution channels
            • Sales network & territory coverage
            • Competitors & Our competitive position
            • Sales technical support
    • ACTION PLAN
      • Phase 2 - Define the plan
      • based on the analysis
            • Total Market size & potential
            • Our market objectives & market share
            • Sales forecast
            • Market segment we are going to focus
            • Sales organization structure
              • Agents or Sales Reps?
              • Territory coverage
            • Internal sales structure
            • Marketing & Communication Plan
    • ACTION PLAN
      • Phase 3 - Go for it !
    • Thank you for your attention