Includes all the phases of sales along with sales pitch, sales force evaluation, sales forecasting, sales quota and budgeting and territory design along with the organizational structure.
A sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time.
A sales territory represents a group of customers or markets or geographical areas
Perception and Marketing- Consumer BehaviorAqib Syed
A research technique that enables marketers to plot graphically consumers’ perceptions concerning product attributes of specific brands.
Perception and Marketing- Consumer Behavior
A sales quota is a quantitative goal assigned to a sales unit relating to a particular period of time.
A sales territory represents a group of customers or markets or geographical areas
Perception and Marketing- Consumer BehaviorAqib Syed
A research technique that enables marketers to plot graphically consumers’ perceptions concerning product attributes of specific brands.
Perception and Marketing- Consumer Behavior
Retail Shopper Behaviour, process of consumer buying in retail, Need recognition, stimulating need recognition, information search, types of buying decision
Presented at Association of College Unions International Region 13 Annual Conference
Presentation Description:
Everyone has his or her own definition of customer service, come find out WHAT ours is! The session informs employees of the necessary tools to have a successful customer service interaction so the customer leaves with a positive impression of their experience. This session will teach employees to do WHAT is expected.
The presentation talks about Pantaloons. The company's 5 P's of Marketing, SWOT Analysis, PESTEL Analysis, Organisation Structure and Finances have been covered.
Despite the current emphasis on high technology for solving complex business logistics issues, a group of largely illiterate Indian entrepreneurs known as dabbawalas has been coordinating the delivery of home-cooked lunches to thousands of Indian office workers for over a century.
12 Positive Phrases and Empathy Statements for Customer Service (Infographic)Provide Support, LLC
The infographic highlights 12 positive phrases and empathy statements to use for improving customer satisfaction. Incorporating them into your service interactions is an instant win, especially when you have to deal with frustrated customers.
This presentation gives an overview about the concept of Category Management in Retail. It covers topic such as Visual Merchandising, Planogram, CM in Grocery Store vs Apparel Store
Unit 3 external influences on consumer behaviour (1)viveksangwan007
External Influences on Consumer Behaviour
Group Dynamics and Reference Groups: Consumer relevant groups, Types of Family: Functions of family, Family decision making, Family Life Cycle (Modern and Traditional) Culture: Values and Norms, Characteristics and influence on Consumer Behaviour, sub culture, Cross cultural consumer behavior. Social Class: Categories, Measurement and Applications of Social Class.
Can sales people manage their own opportunities?
When you hear the word "management" associated with sales, you probably think about pipelines, territories, accounts or sales teams. How about managing a sales opportunity as a sales project?
Retail Shopper Behaviour, process of consumer buying in retail, Need recognition, stimulating need recognition, information search, types of buying decision
Presented at Association of College Unions International Region 13 Annual Conference
Presentation Description:
Everyone has his or her own definition of customer service, come find out WHAT ours is! The session informs employees of the necessary tools to have a successful customer service interaction so the customer leaves with a positive impression of their experience. This session will teach employees to do WHAT is expected.
The presentation talks about Pantaloons. The company's 5 P's of Marketing, SWOT Analysis, PESTEL Analysis, Organisation Structure and Finances have been covered.
Despite the current emphasis on high technology for solving complex business logistics issues, a group of largely illiterate Indian entrepreneurs known as dabbawalas has been coordinating the delivery of home-cooked lunches to thousands of Indian office workers for over a century.
12 Positive Phrases and Empathy Statements for Customer Service (Infographic)Provide Support, LLC
The infographic highlights 12 positive phrases and empathy statements to use for improving customer satisfaction. Incorporating them into your service interactions is an instant win, especially when you have to deal with frustrated customers.
This presentation gives an overview about the concept of Category Management in Retail. It covers topic such as Visual Merchandising, Planogram, CM in Grocery Store vs Apparel Store
Unit 3 external influences on consumer behaviour (1)viveksangwan007
External Influences on Consumer Behaviour
Group Dynamics and Reference Groups: Consumer relevant groups, Types of Family: Functions of family, Family decision making, Family Life Cycle (Modern and Traditional) Culture: Values and Norms, Characteristics and influence on Consumer Behaviour, sub culture, Cross cultural consumer behavior. Social Class: Categories, Measurement and Applications of Social Class.
Can sales people manage their own opportunities?
When you hear the word "management" associated with sales, you probably think about pipelines, territories, accounts or sales teams. How about managing a sales opportunity as a sales project?
To understand strategic planning, its linkage to strategic marketing and marketing management
To know how sales strategy is developed from marketing strategy
To learn basic terms used in forecasting, forecasting approaches, and methods of sales forecasting
To understand purposes and the process of sales budget
Accelerate growth through sales!
The Sales Audit powered by Verde Martin is a sales acceleration process that helps small and mid-sized business leaders find new revenues, savings, and efficiencies by maximizing the sales process through our own tested and proven sales audit system.
Not unlike a financial audit measures gaps in financials, we walk businesses through a Sales Audit to measure gaps in your sales process.
It’s no secret that sales make the world go round. Selling drives the economy, feeds growth, and pushes innovation. It’s crucial that your business creates a sales strategy and invests the time to do it well, because sales can make or break your business. You can have the best idea or product in the world, but unless you can sell it, nothing happens.
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Verde Martin has supported over 100 for-profit and non-profit organizations since starting in 2007 with a proven track record of success.
Once the sales audit process is completed, customers realize an average 30% increase in profits over the duration of a year.
Chapter 4 Management of Sales Territories and QuotasNishant Agrawal
Management of Sales Territories and Quotas
Major Reasons / Benefits Of Sales Territories
Procedure for Designing Sales Territories
Sales Quotas
Type of Sales Quotas
Writing Business Plan
What Is a Business Plan?
Why do You need?
Table of contents
Describe
Introduce
Products or Services
Unique selling points
Management
Marketing
Marketing Mix
Promotional Strategy
Future Growth and Expansion
Key Success Factors
Financial documents Mistake to avoid
Our strategic marketing planning process is the framework we use to create a high quality marketing plan, and subsequently allows us to devise the most effective and efficient non-digital and digital marketing strategies to achieve the goals set out in this plan. Visit www.abacusmarketing.co.uk to find out more, or email stephen@abacusmarketing.co.uk to arrange a call or meeting.
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At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...jamalseoexpert1978
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
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Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
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The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
2. Phase 1: Sales Pitch: Introduction
• Company Name: The Citizen Group
• Products: Magazines, Newspapaers
• Head quarter: Navi Mumbai
• First product: The India Reads (Newspaper)
3. Product Details
• Magazine name : Hottest Wheels
• Language: English
• Frequency: Monthly
• Type: Automobiles
• Price: Rs.175
• Place : India, Northern and South central Asia
• Includes: A comprehensive listing of every single car and bike available and
upcoming in the market to give the readers a real experience with the
company’s and expert’s feedback.
5. Target Customers:
• 1. Urban Male (Includes students, corporate employees, professionals)
• 2. Age group of 20-49 years
• 3. Owner of a car or bike
• 4. Intending to buy a car or a bike
• 5. Well-read, well-updated, well-travelled
• 6. Garages and service centers
• 7. Car and bike showrooms.
• 8. Libraries
• 9. Clubs
6. FAB:
• Features: Contains all the details about the upcoming and new
lunched cars and bikes, Monthly edition
• Advantages: Gives tips and expert advices, customer feedback and
reviews about all the cars and bikes with price at various places(major
showrooms).
• Benefit: Customer will get the clarity about the automobile that he is
going to buy according his choice
7. Phase 2 : Selling Process
Prospecting:
1. Through company’s existing database, own contacts, referrals from
existing customers.
2. By distributing pamphlets at public places
3. Cold calling and direct mails
4. Social Media
5. Public Exhibitions
8. Pre approach
• Do a research on prospects needs, buying behaviors, characteristics
• Also consider MAD (Money-Authority-Desire)
• Set call objectives to gather information or to make an immediate sale
• The type of pre approach viz. a phone call, a direct meet or an email that is
being decided based upon the customers.
Approach
• First impression lasts long
• All the salespersons are having very sound knowledge about the product
• The salesperson are humble, optimistic make the customer feel free to ask
questions.
9. Presentation & Demonstration
• Salesperson present and explain the product details, USP, FAB and about offers
to the prospect.
• Here customer clear all the doubts regarding the product and the offers.
• Salesperson makes the customer feel free to ask questions try to clear all the
objection regarding the products.
Trial Close:
• Here if the customer is satisfied after the demonstration we directly sale the
product and close the deal.
Handling Objections:
• Here customer ask as many questions as he wants and the salesperson try to
find out the hidden objections and clarify all the doubts.
10. Trial Close
• Here if the customer is satisfied after the demonstration we directly sale the
product and close the deal.
Closing:
• If the customer is satisfied then we try to close the deal and ask for make
payment. The physical appearance, the comments, the questions and comments
on the product revels that it’s the time to close the deal and make the sale.
Follow Up:
• Ensure the customer that he is satisfied with the products and services
• Check whether he is getting the magazines at right time or not
• Reminding about the renew of subscription
• Give the gifts at the correct time
11. National Sale Manager
(NSM)
1
Zonal Sale
Manager(ZSM)()
1
Zonal Sale Manager
(ZSM)
1
ORGANIZATIONAL
STRUCTURE
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Territory sales
Officer (TSO)
TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO
12. Roles of individuals:
Sales Managers: (National, Zonal & Area Sales Managers)
• Set targets
• Assign duties according to the location , qualification and capability
• Design strategies
• Take care of promotional decisions
• Takes sales decisions
• Deal with major customers
13. Sales Person :( Territory & Independent sales officers, Salesmen)
• Contact potential clients, usually over the telephone but also in a face to face
environment
• Account management
• Make the customer remind and aware about subscriptions, prizes, offers etc.
• Keep accurate records of sales, contacts and deals
• Always keep in touch with their clients
14. Recruitment (NSO & ZSO)
• Top B-schools
• Internal promotion
• Reference
• By giving adds
For TSO and SO
• Tier 2 B-schools
• Recruitment agencies
• Walk ins
• Direct recruitment
15. Selection Process (NSO & ZSO)
• Aptitude Test
• Case study discussion
• Technical Interview
• HR interview
For TSO & SO
• Aptitude Test
• Group Discussion
• Personal Interview.
16. Training
• People Management
• Leadership
• Decision making
• Product knowledge
• Dealing with customers about the subscription problems
• How to approach customers
• After Sales support
• How to get leads and conversion of leads into sales
• How to build and maintain relationship with new as well as existing
customers
17. Phase 4: Directing the Salesforce Operations
• The company treats its people as its major asset.
• Always there is rewards for the contributions and for the star performers. The
company is always for its employees in every difficult situations.
Motivational Factors:
• Attractive Salary
• High-quality health care and benefit programs
• Financial protection in the event of illness, disability or death
• Financial security for retirement
• Opportunities for learning and development
• Free family trips on achieving continuous targets
• Provides the opportunity to do higher study to the employees
• Extra travelling and phone billing allowances
19. Phase 5: Sales Planning & Control
• The true value in making a forecast is that it forces us to look at the future objectively.
• Conducting a sales forecast will provide the business with an evaluation of past and
current sales levels and annual growth, and allows to compare your company to industry
norms
• Forecasted sales : 1 lakh magazine per quarter
• Factors considered at the time of forecasting: Market condition, competitors(existing &
new), sales data, customer feedback, past business, consumer earnings etc.
• We follows Medium term forecasts as these have direct implication for planners.
Sales Budgeting:
• Our company plans its profits based upon anticipated sales, minus the cost of
achieving those sales (which is represented in the total budget of the
organization).
• The cost of expected sales budget plan is based on sales quota; production;
territory; customer & selling price.
20. Sales quota :
• In our company the quota are fixed by Individual sales target figure assigned
to each sales unit such a sales person, dealer, distributor, region, or territory,
as a required minimum for a specified period (month, quarter, and year).
The objectives of the sales quota are:
• To provide quantitative performance Standard
• To obtain tighter sales and expense control
• To motivate desired performance
• Controlling Sales Persons’ activities
• The methods we use for setting sales quota are: Territory potential, past sales
experience, Total market estimates. Executive judgment, Sales person
estimates. Compensation plan etc.
22. Sales force Evaluation
• Our Sales Department Evaluation is the only evaluation built by sales experts
specifically for sales. The Sales Evaluation looks at three critical components that
make up a sales organization: people, strategies and systems.
The measures that we consider in order to evaluate our sales force are:
• Sales revenue achieved during the time period
• Profits generated
• Sales per potential account
• Sales revenue as a percentage of sales potential
• Numbers of orders
• Sales to new customers
• Number of new customers
• Numbers of calls made
• Calls per potential account
• Number of calls on prospects