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Sales person

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Sales person

  1. 1. Management Game<br />Submitted to Dr. Ramkishen .Y<br />Submitted by<br /><ul><li>BhavikBhabhera (06)
  2. 2. ChiragGoradia (23)
  3. 3. Siddharth Gupta (25)
  4. 4. ShrenikParmar (40)
  5. 5. SamipPonda (41)
  6. 6. JinalSheth (53)</li></li></ul><li>Importance of Sales Management<br />Sales force being the primary contact point of the company with customers<br />They make the company aware of the competition and market practices<br />Only department which gets revenue for the company<br />
  7. 7. Roles of Salesperson<br />
  8. 8. Responsibilities of a salesman<br />Have thorough knowledge of companies goals and objectives<br />Implement company’s policies efficiently and effectively<br />Thorough knowledge of the product and mfg. process<br />Develop image of company and build the brand<br />Establish good relations with trade and government authorities<br />Report market scenario and means to further improve sales<br />Undertake sales forecasting for his territory<br />
  9. 9. Sales motivational mix<br />
  10. 10. Sales motivational mix (contd..)<br />
  11. 11. Territory management<br />Functions:<br />Territory Management<br />Generating<br />New Accounts<br />Managing<br />Existing<br />Accounts<br />Personal<br />Time <br />Management<br />
  12. 12. Territory Management<br />Advantages of designing a sales territory<br />It ensures better market coverage<br />Effective utilization of the sales force<br />Efficient distribution of workload among sales <br /> people<br />It is convenient to evaluate the performance of <br /> sales people<br />To control over the direct and indirect costs of the <br /> sales function<br />Optimum utilization of sales time by sales people<br />Obtaining tighter sales and expense control and motivating desired performance<br />
  13. 13. Designing Sales territory<br />Select the basic geographic control units<br />Factors influencing the modifications of a territory:<br /><ul><li>mergers
  14. 14. market </li></ul> consolidation<br /><ul><li> split in division
  15. 15. sales force </li></ul> turnover<br /><ul><li> customer </li></ul> relocations<br /><ul><li> product life </li></ul> cycle change<br /><ul><li> product line </li></ul> change<br />Decide on the criteria for allocation<br />Modify territorial boundaries to balance workload and potential<br />Decide on the starting point<br />Combine control units adjacent to starting point<br />Compare territories on allocation criteria and conduct workload analysis<br />Assign sales force to new territories<br />
  16. 16. Shapes of Territory <br />circle<br />Clover leaf<br />wedge<br />
  17. 17. Importance of Sales Planning<br />
  18. 18. Sales Planning Process<br />
  19. 19. Team effort ( The Sale-Rise Model) <br />
  20. 20. Porter and Lawler Expectancy Model for Motivation<br />
  21. 21. References<br />Sales and Distribution Management by Tapan Panda and Sunil Sahadev<br />Sales Management Teamwork, Leadership and Technology by Charles M. Futrell<br />Sales and Distribution Management an Indian Perspective by Dr. S.L. Gupta.<br />Managing Sales Force by Wilson<br />

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