Evaluation and Control of Sales Performance
Sales Performance
Methods of Supervision and Control of Sales force
Sales Performance Evaluation Criteria
Sales Performance Review
Sales Management Audit
B. Measuring Distribution Channel Performance
Evaluating Channels
Control of Channel
C. Ethics in Sales Management
D. New Trends in Sales and Distribution Management
Company needs profit to run and that profit comes from customers and to get customers, a company needs sales person,Thus the sales force play a crucial role in the existence of a company. If their performance is good , company will do good.and to maintain this level of efficiency, management is need. Yes! Their is a need to manage the sales force performance & this can be done by continuous evaluating and appraising their performance. Here are some factors that affect their performance & some methods to evaluate their perfomance that are mostly used now a days by many organization.
Evaluation and Control of Sales Performance
Sales Performance
Methods of Supervision and Control of Sales force
Sales Performance Evaluation Criteria
Sales Performance Review
Sales Management Audit
B. Measuring Distribution Channel Performance
Evaluating Channels
Control of Channel
C. Ethics in Sales Management
D. New Trends in Sales and Distribution Management
Company needs profit to run and that profit comes from customers and to get customers, a company needs sales person,Thus the sales force play a crucial role in the existence of a company. If their performance is good , company will do good.and to maintain this level of efficiency, management is need. Yes! Their is a need to manage the sales force performance & this can be done by continuous evaluating and appraising their performance. Here are some factors that affect their performance & some methods to evaluate their perfomance that are mostly used now a days by many organization.
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Advances in digital IT and client savvviness have made marketing more specialized and strategic than ever. To thrive in this changing, high-stakes world, business leaders must invest in professional marketing capabilities. At many tech firms however, the focus placed on technical skills makes it hard to attract top-rank marketing professionals who can make a difference.
External marketing offers such firms flexible, timely expertise for creating new value and growth. In particular we've identified 8 specific jobs-to-be-done at tech start-ups and growing businesses, where external marketing helps firms enhance their position, while delivering new customer value and growth. (Published April 2013)
CHAPTER 1 The Field of Sales Force ManagementNew Dimensi.docxtidwellveronique
CHAPTER 1 The Field of Sales Force Management
New Dimensions of Personal Selling: The Professional Salesperson
Personal selling today is quite different from what it was years ago. The cigar-smoking, backslapping, joke-telling salesman (and virtually all outside sales reps were men in those days) is generally gone from the scene. Moreover, his talents and methods would likely not be effective in today's business environment.
Instead, a new type of sales representative has emerged—a professional salesperson who is also a marketing consultant. This new breed works to relay consumer wants back to the firm so that appropriate products may be developed. Its representatives engage in a total consultative, nonmanipula-tive selling job; they are expected to solve customers' problems, not just take orders. For example, Medtronics, a leader in the design and manufacture of high-tech surgical devices, sells to surgeons. These doctors often want the sales rep to be in the operating room during surgery to advise them in the best use of the product.9 The vice president of sales and marketing for Lucent Technologies states that Lucent's overall goal is "to have all of our customers say that we are vital to their business success."10 Of course, this is difficult given the rising expectations of customers.
The new-style reps also serve as territorial profit managers. They have the autonomy they need to make decisions that affect their own territory's profitability. Many decisions that in the past would have been made by the sales manager are today made by the salesperson. Salespeople are empowered to act in the best interests of their firms. A recent survey of salespeople's competencies found those salespeople who excel at aUgning the strategic objectives of both customers and suppliers, and who understand the business issues underlying their customers' needs, are the most successful.11 To a large extent, technology has empowered salespeople to increase the quality of contact and service they provide to their customers by allowing them to tap into huge data banks.
Whose sales forces best reflect this new professionalism? The HR Chally Group surveyed over 1,000 customers in two separate surveys—one in 1994 and one in 2002.12 The customers identified the best sales forces according to the 10 factors that are shown on Figure 1-4. Only 13 sales forces were
f I6URE1-4 le Ten Host Important factors for Professional Sales Forces
The Professional Sales Force ...
1. Provides service that solves problems and responds to customer needs.
2. Has excellent product knowledge.
3. Serves as an advocate for the customers within the selling firm.
4. Keeps customers up-to-date.
5. Sells a high-quality product.
6. Offers superior technical support.
7. Has accessible personnel that are available locally.
8. Sells a wide variety of products that offer a total solution.
9. Understands the customers' business.
10. Sells the product for a competitive price.
Source: The HR Ch ...
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
2. To be successful in a changing market
environment, it is important that sales managers
understand the importance of emerging trends in
the following areas
1.Global Prospective
2.Technological Revolution
3. Customer Relationship Management [CRM]
4.Sales force diversity
5.Team Selling Approach
6.Managing Multi-Channels
7.Ethical and social issues
3. Global prospective
Domestic companies who never thought about foreign competitors are
suddenly finding them in their backyard. This is a challenge which sales
managers and salesperson must take on, they have to improve their
personal selling efforts not only in their countries but also in foreign
countries. Selling goods and services in global markets presents a
challenge due to differences in culture, language, needs and
requirements.
4. Technological revolution
Digital revolution and management information system have greatly
increased the capabilities of consumers and marketing organizations.
Consumer today can get information about products, compare it with other
brand,place an order instantly over the internet. This has led to a different
kind of sales force who collects information about internet users, markets
and prospects of internet buyers.
To compete effectively, sales person and managers will have to adopt the
latest technology.
5. Customer relationship
management
Combining information technology with relationship marketing has resulted in
customer relationship management. The concept of relationship marketing
came about earlier by bringing quality, customer service and marketing
together.
Relationship marketing aims in building long term satisfying relations with
key customers distributors and suppliers in order to earn and retain their long
term preference and business.
6. Sales force diversity
The demographic characteristics of sales force is changing and becoming
more varied.
For example, more and more women are taking up careers in sales
management and selling. Also the education level of sales people is going
up most of them holding a college degree or a post graduate degree.
Sales managers now have to handle a sales force of these varied
demographic, expectations of each and every individual is different and
sales manager needs to use different motivational tools against each one of
them.
7. Team selling approach
The practice of team selling is more widely followed by most companies in
recent years. Team selling approach is used when company wants to build a
long term mutually beneficial relationship with major customers, who have
high sales and profitable potential. It is used for selling a technically complex
product or a service to a potential customer. The composition of team may
vary depending upon the customer from top management, technical
specialist, customer service, etc…
8. Managing Multi-Channels
Multi-channel marketing system occurs when organization uses two or more marketing
channels to target one or more customer segments. Major benefits of multi-channel
marketing system are:
1.Lower channel cost
2.Increased market coverage
3.Customized selling
Multi-channel may also lead to conflicts and control problems, as two or more channels
may compete for same customer. A successful sales manager will have to effectively
manage conflict between the channels.
9. Ethical and social issues
Sales managers have ethical and social responsibilities. Sales people face ethical
issues such as bribery, deception (or misleading) and high pressure sales tactics.
Today’s sales managers have no choice but to ensure ethical standards from sales force
otherwise they may be out of business or even land up in legal problems.
![To be successful in a changing market
environment, it is important that sales managers
understand the importance of emerging trends in
the following areas
1.Global Prospective
2.Technological Revolution
3. Customer Relationship Management [CRM]
4.Sales force diversity
5.Team Selling Approach
6.Managing Multi-Channels
7.Ethical and social issues](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)