Sales Mgmt - Allen Specialty Company PPT


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Sales Mgmt - Allen Specialty Company PPT

  1. 1. Sales ManagementALLEN SPECIALITY COMPANYPresented by Group 4• 11ex-013 Bishnu Kumar• 11ex-015 Davinder Singh• 11ex-040 Prateek Wadhwa• 11ex-043 Rajat Goel
  2. 2. About the Company (1/2)• Headquarters located in Detroit, Michigan• Allen products: – line of ball point pens – mechanical pencils – line of stationery products• Operates from sales offices present in six district• Field sales force of eighty two persons• Sales Promotion Department been managed by Sales Promotion Manager – Jack Biggerstaff 2
  3. 3. About the Company (2/2)• Sales Planning Commission consists Managers of :  Merchandising.  Advertising.  Marketing Research.• Field Sales Promotion Managers Manages the Allen Sales people at the district sales offices.• Allen Dealers : Stationery & Office supply wholesalers and retailers. Department stores Discount houses Drug stores Variety stores Super markets 3
  4. 4. How the Sales are made? (1/4)Company’s sales success was the coordination of its nationaladvertising and the activities of Allen salespeople and dealers.Following are the steps involved in the effective sales for thecompany:Step I• Sales Promotion Plans are made by Sales Promotion Manager, and his staff in conjunction with Sales Planning Committee.Step II• Sales Promotion Plans are sent for approval to Sales Promotion Manager and Sales Planning Committee. 4
  5. 5. How the Sales are made? (2/4)Step III• After approval of the Sales Promotion Plans the Sales Promotion department prepare Sales Promotion kits for Allen Sales staff and dealersThe Sales Kit includes:  Advertising proofs  Product samples  Illustration of the point-of-purchase displays  Samples of premium offered  Description of the special deal or contest featured in the promotion 5
  6. 6. How the Sales are made? (3/4)Step IV• Sales Promotion department prepare timetable for each promotion plan, showing the date when each advertisement will appear in various media.Step V• Timetable are distributed to the sales force and the dealers to enable them to time their sales and advertising with the national advertising , thereby achieving full impact from advertising 6
  7. 7. How the Sales are made? (4/4)Step VI• Sales Promotion Plans presented to the Allen Sales personnel at meetings in each of six district sales offices. Presentations are made by the Sales Promotion Manager and the Field Sales Promotion Manager .Step VII• Field Sales Promotion Manager train the sales staff in proper presentation of the promotion and call key dealers to enlist support.Sales Promotion programs are presented one each week in thedistrict offices in late November and December. 7
  8. 8. In Brief…Sales Promotion PlanApproval of SalesPromotion PlanPreparation of Sales Kit andTimetablePresentation to the six districtsofficesTraining of the Allen Sales staff 8
  9. 9. Halloran’s Complaint• Mike Halloran, ASM - Pacific Northwest district• Quiet week due to holiday period• Waste of time for sales reps• Interference with busiest Sales period of the year impacting productivity• Responsibility of field sales promotion sales manager to call on key dealers 9
  10. 10. Biggerstaff’s Response• Explain Halloran the importance of these trainings supported with data, how these trainings improve productivity• Training is not a waste of time – Keeps you in sync with Company’s Strategy – Current Market Conditions• This year’s training has to be conducted as per schedule as it is already planned and failing to do so might impact promotions schedule• We will consider the time schedule for next year’s trainings 10
  11. 11. Thank You !! Any Questions? 11