Objectives of sales goals, objectives etc

1. Introduction
By
Presented by
Mr. Rohit A. Pawar*
*Assistant Professor, B.Sc, M.B.A, M.Phil., (Ph.D Research Scholar at RCU, Belagavi)
[Kolhapur Institute of Technology‟s, Institute of Management Education and Research,
Gokul Shirgaon, Kolhapur.

2. OBJECTIVES OF SALES MANAGEMENT
few essential sales management objectives you
can set in your team:
A) Increase in sales volume by 15 percent
 Marketing Strategy
1. Enter Export Markets
 Sales force strategy
Identify the countries and intermediaries
Sign sales agreements with channel members
 Sales force Tactics (Action plans)
Marketing or sales head to get relevant market
information

3. OBJECTIVES OF SALES MANAGEMENT
Negotiate and sign agreement in 3-5 months
2. Penetrate existing domestic Markets
Sales force strategy:
 Review and improve salesforce training, motivation
and sales incentives
 Ensure all market segments are covered
Sales force tactics
 Train each salesperson in deficient areas
 Effective supervision by field sales managers
 Link incentives to sales quota on sales volume and
expenses

4. OBJECTIVES OF SALES MANAGEMENT
B) Reduce selling expenses by 10 Per cent
 Marketing Strategy
1. Utilize existing sales force resource optimally
 Sales force strategy
Use “ABC” Analysis technique for customers
segments and
telemarketing ( It is a method that involves
categorizing items based on their perceived value and is
used in inventory mgmt. it helps companies identify the
most valuable products that match their customers
demand, control and allocate resources efficiently,
reduce obsolete inventory and increase sales)

5. OBJECTIVES OF SALES MANAGEMENT
 Sales force Tactics (Action plans)
Focus salesforce selling to A class, high potential
customers
to increase business share
2. Use effective and efficient channels
• Sales force strategy:
Use internet (web) selling and telemarketing, in addition
to
company sales force
 Sales force tactics
B and C class customers to be served by agents,

6. Thank You