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Case study,, sales and distribution management

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The case is about a Company which has seen a fantastic growth during the past years.

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Case study,, sales and distribution management

  1. 1. Case study: Sales and distribution management Presented by: Snehal Bawre
  2. 2. 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 J.Steaphen and Steven Bellach. J. Steaphen : 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.
  3. 3. Skills Of An Efficient Sales Manager
  4. 4. Overall Company’s Expectation o Fantastic growth of the company o Sustainability o Maintenance of records & budgets o Company treats all as…ONE! o High sales growth o Ultimate customer satisfaction o Relationship building
  5. 5. LACK OF FIELD EXPERIENCE. HABIT OF NOT LISTENING “NO”. NOT THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS. 20/80 RULE Why Not J.steaphen
  6. 6. Customer Relationship Builder Supportive Innovative Detailed oriented 6year’s experience with the ”FIELD FORCE” Sales reports are always perfect & on time WHY STEVEN
  7. 7. RETENTION STRATEGIES TO BE FOLLOWED • Offered to be the trainer of the sales people. OR 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”

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