Biju -Sales

1. SALES MANAGEMENT
MINI PROJECT- PHASE II
UNDER THE GUIDENCE
Prof. NAGARAJ N AKASH C 01FM19MBA001
MEGHANA B 01FM19MBA012
MANOHAR P 01FM19MBA023
VISHWANATH 01FM19MBA037
SUBMITTED BY :

2. PHASE -II
AGENDA
SALES PLANNING PROCESS
OF SALES TERRITORIES
.
01
SALES OBJECTIVES &
DESIGNING
02
SALES BUDGET
03
TERRITORIES & QUOTAS
04
TARGETS
05
DIFFERENT ROLE OF ICT IN
SALES MANAGEMENT
06

3. SALES PLANNING PROCESS OF SALES TERRITORIES

4. SALES OBJECTIVE
By 2020 the byjus has 86% of renewal
rate with 70 Million users and
4.7 million subscribers

5. SELECTING A
BASIC
GEOGRAPHICAL
CONTROL UNIT
DESIGNING SALES TERRITORIES
DETERMINING
THE SALES
POTENTIAL
PRESENT IN
EACH UNIT
COMBINING
CONTROL
UNITS INTO
TENTATIVE
TERRITORIES
ADJUSTING
FOR
DIFFERENCES
IN COVERAGE
DIFFICULTY
4
3
2
1

6. BASES OF SALES TERRITORY

7. • Infographic Style
SALES PERCENTAGE :
Byjus allocates the budget
based on sales volume
achieved in the preceding
year by the sales force
TIME SERIES ANALYSIS:
Budget is allocated
Based on the past 3
years sale budget and
design budget for
current year

8. SALES QUOTA
Sales volume quota is set based on
preceding year performance of
salesman with 30% of hike in
succeeding year

9. SALES TARGET
MAXIMUM – RS1,00,000 PER WEEK
MINIMUM – RS 30,000 PER WEEK

10. ROLE OF ICT IN SALES MANAGEMENT
SALES FORCE AUTOMATION
DATA QUALITY
MAKING BETTER BUSINESS DECISIONS
GOING ONLINE
LEAD SQUARED
ORDER HIVE

11. THANK YOU