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
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
MEANING
• In simple terms, Sales Management means management of selling activities of an organization. • According to the American Marketing association, sales management is ,” the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising paying and motivating as these tasks apply to the personal sales force.”
MEANING
• In simple terms, Sales Management means management of selling activities of an organization. • According to the American Marketing association, sales management is ,” the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising paying and motivating as these tasks apply to the personal sales force.”
Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
Management.
Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
Management.
Modern Marketing Practices-Marketing Control Types & strategies-Green MarketingVenkat. P
Marketing Department – Marketing Control & Types of Control. Modern Marketing Practices – Green Marketing, Cause – related Marketing, Mobile Marketing and Online Marketing.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
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In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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. 📊
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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2. Sales Budget
• Estimates of expected volume of sales and
selling expense are known as sales budget.
The sales volume of sales budget is based on
sales forecast.
Sales Budget- Slightly lower than the Sales
forecast to avoid excessive.
Sale Budget =>Product wise quantities
=>Territory wise quantities
=>Customer wise & sales Person wise sales
volume.
3. PURPOSE OF Sales Budget:-
• 1. Planning:- Profit Planning based expected sales less
cost of achieving the sales. SB includes sales goals,
strategy & action plan + cost of expected plan is based
in sales quota; production; territory; customer & selling
price.
2. Co-ordination:- SB is finalized by coordination with
marketing +Finance +Product +HR. Coordination @ all
angles by all departments to achieve similar goals.
3. Control:- Tool for evaluation of pert. SB is defined
term of sales volume & selling expenses standard of
pert against actual performance.
Yearly Budget. Broken----=>
=>Quarterly--=>Monthly
4. Methods used for deciding sales
expense budget.
1. % of sales method
2. Executive judgment
3. Objective and task method
5. SALES BUDGET PROCESS
• 1 REVIEW SITUATION: sales management reviews past, present, and future (budget period) past
helps to actual reference, present future helps to under changing marketing environment and
expected reference.
2 COMMUNICATION: sales management communication in writing to all field office regarding
formats, guidelines, assists and time about all three budgets.
3 Subordinates budgets: first time field sales managers prepares sales budget for their respective
sales territory and submits it to reporting manages and upwards to national sales manager who
prepares the companies proposed sales budget by combining the received budget.
4 Approval of the sales budget: In consultation with marketing head; National sales manager
prepares 2/3 alternative proposals of sales budget and make presentation to top management.
5 Other department: Final sales budget is given to other department to prepare are their budget
and Approval sales budget is broken down into each sales territory quarterly and monthly. A/c’s
department prepares cash budget and profit budget based on sales revenue information given by
sales department and expenses budget given by other departments.
6. Sales Quota
SQ are goals set by a comp. for its marketing
unit for a certain period of time. Marketing
unit may be regions, territory, branch,
salesperson, a distribution or a dealer.
SQ can be set on sales unit, expenses, profit
margin, activity, customer satisfaction
combination. Annual sales quota for each
mktg unit can be -broken down to
quarterly/monthly.
7. Objectives of Quota
• 1.Making available performance standard:
It act as a tool to measure performance of sales person, act as a goal/target setter.
Performance Std. set against which actual performance is compared to evaluate salespersons performance.
2. Controlling performance
BY selling quotas for special activities, sales volume &selling expenses.
The SM (sales manager)controls the performance.Fore.g:-10 calls per day/5 calls of business customer’s indirectly
monitors/controls the activities of sales person by setting quotas.
Can keep an eye on wasteful expenditure on customer (travelling, lodging, entertainment & meals) company
reimburses sales expenses only up to 0.5% of sales limit expenses? Control over reporting &can influence sales
performance.
3.Motivating people
Sales quotas are set by motivating sales people by money. performance is recognized by awards/rewards like trips
abroad. This financial compensation/ rewards are called incentives. The incentives are linked with quotas which
are made achievable for sales person. So that he puts in extra effort to achieve his quota.
4.Identifying strength &weakness: Actual performance compound respective quotas of difference territories &
salespersons, The SM can identify successful &unsuccessful performance. Analysis of causes of poor performance
may reveal training program needs improvement, better product quality required to meet customer needs &
positioning strategy.
8. Types of Quota
• I) Sales Volume:-
1) Rs. sales volume:- many product easier to manage (HUL)
2) Unit Sales volume: - Sets sales volume in units. E.g. machinery/ milk/ petrol.
3) Point sales volume: - When company wants to make profit will target.
Sales Volume quota sales person, distributor, retailer based on geographic area/ product for a specific period.
Point sales volume:- product which are more profit for the company will receive more profitable for the company will receive more
points..
II) Financial Quota :- Gross- margin/profit ---Gross margin quota is decided by ‘cost of goods sold’ from sales volume.
Cost of goods sold – selling expenses-cost of goods manufacturing= gross margin. (No control on manufacturing cost) by sales person.
Expense quota:- Companies control over in cost of selling (travelling) control over expenses along with sales volume quota, SO that
selling expenses are kept in line.
E.g. Pantaloon -“Garv se kaho Hum kanjus hai”
III) Activity Quota: - Direct sales person to carry out job related activity.
- Defining important activity
- Finding out time required for carrying out activity
- Deciding priority given to carry out activity.
- Deciding quota/ frequency for important activity.
IV) Combination quota:- Selling activity &non-selling activities, uses point as common measure to overcome the problem of difference
measures used by various quotas discussed earlier.
Methods for setting Quotas
1) Territory potential
2) Part sales expenses
3) Total marketing estimates
4) Executives judgment
5) Salespeople’s estimates
6) Compensation plan
