The document discusses sales meetings and their purpose, types, advantages, and disadvantages. It notes that sales meetings are held for communication, motivation, and exchanging information and ideas. The main types discussed are national sales meetings, regional sales meetings, and the use of technology like closed-circuit TV. Advantages include stimulation for sales personnel and learning from others' experiences, while disadvantages include disruption to business and increased costs.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Introduction to Sales Management โ The Sales Organization
โ Determining Sales Related Marketing Policies โ Sales
Functions and Policies โ International Sales Management
โ Personal Selling.
Sales Planning โ Sales Budgets โ Estimating Market
Potential and Forecasting Sales โ Sales Quotes โ Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel โ Time and Territory Management โCompensating Sales Personnel โ Motivating the Sales Force
โ Leading the Sales Force โ Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element โ Distribution Resource Planning โ Marketing
Channel Integration โ Channel Management โ Nature of
Marketing Channels โ Evaluating Channel Performance-
Specialized Techniques in selling โ Tele Marketing โ Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts โ
Channel Information Systems โ Wholesaling โ Retailing โ
Ethical And Social Issues in Sales and Distribution
Management.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Introduction to Sales Management โ The Sales Organization
โ Determining Sales Related Marketing Policies โ Sales
Functions and Policies โ International Sales Management
โ Personal Selling.
Sales Planning โ Sales Budgets โ Estimating Market
Potential and Forecasting Sales โ Sales Quotes โ Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel โ Time and Territory Management โCompensating Sales Personnel โ Motivating the Sales Force
โ Leading the Sales Force โ Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element โ Distribution Resource Planning โ Marketing
Channel Integration โ Channel Management โ Nature of
Marketing Channels โ Evaluating Channel Performance-
Specialized Techniques in selling โ Tele Marketing โ Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts โ
Channel Information Systems โ Wholesaling โ Retailing โ
Ethical And Social Issues in Sales and Distribution
Management.
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Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
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This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
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Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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"๐ฉ๐ฌ๐ฎ๐ผ๐ต ๐พ๐ฐ๐ป๐ฏ ๐ป๐ฑ ๐ฐ๐บ ๐ฏ๐จ๐ณ๐ญ ๐ซ๐ถ๐ต๐ฌ"
๐๐ ๐๐จ๐ฆ๐ฌ (๐๐ ๐๐จ๐ฆ๐ฆ๐ฎ๐ง๐ข๐๐๐ญ๐ข๐จ๐ง๐ฌ) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
๐๐ ๐๐จ๐ฆ๐ฌ provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
โญ ๐ ๐๐๐ญ๐ฎ๐ซ๐๐ ๐ฉ๐ซ๐จ๐ฃ๐๐๐ญ๐ฌ:
โข 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
โข SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
โขFreenBecky 1st Fan Meeting in Vietnam
โขCHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
โข WOW K-Music Festival 2023
โข Winner [CROSS] Tour in HCM
โข Super Show 9 in HCM with Super Junior
โข HCMC - Gyeongsangbuk-do Culture and Tourism Festival
โข Korean Vietnam Partnership - Fair with LG
โข Korean President visits Samsung Electronics R&D Center
โข Vietnam Food Expo with Lotte Wellfood
"๐๐ฏ๐๐ซ๐ฒ ๐๐ฏ๐๐ง๐ญ ๐ข๐ฌ ๐ ๐ฌ๐ญ๐จ๐ซ๐ฒ, ๐ ๐ฌ๐ฉ๐๐๐ข๐๐ฅ ๐ฃ๐จ๐ฎ๐ซ๐ง๐๐ฒ. ๐๐ ๐๐ฅ๐ฐ๐๐ฒ๐ฌ ๐๐๐ฅ๐ข๐๐ฏ๐ ๐ญ๐ก๐๐ญ ๐ฌ๐ก๐จ๐ซ๐ญ๐ฅ๐ฒ ๐ฒ๐จ๐ฎ ๐ฐ๐ข๐ฅ๐ฅ ๐๐ ๐ ๐ฉ๐๐ซ๐ญ ๐จ๐ ๐จ๐ฎ๐ซ ๐ฌ๐ญ๐จ๐ซ๐ข๐๐ฌ."
1. SALES MEETINGS
-for communication and motivation purposes
-provide occasions in exchanging information and
ideas
-provide occasions for stimulating the group as a
whole to raise its own expectation as to reasonable
and acceptable level of performance
3. ๏
ADVANTAGES:
๏ Provide more stimulation
๏ All sales personnel have the chance to meet
their counterparts
๏ There is much learn in the interchange of
experiences
๏ The size of the national sales meetings tends
to generate contagious enthusiasm
4. DISADVANTAGES:
๏ Difficult to find convenient time for all sales
personnel to attend
๏ Company routine is disrupted and
competitors may make inroads into
companyโs sales while they are away to
their territories
๏
C. REGIONAL SALES MEETINGS
ADVANTAGES:
๏Reduce total travel cost and lower the cost
of productive selling
๏Headquarters executive have direct
contact with the field personnel and learn
about current problems at first hand
5. ๏ DISADVANTAGES:
๏
๏
๏
Demands on executive maybe
excessive
Tends to depreciate meetingโs
importance in the eyes of sales staff
Difficult to develop a spirit of contagious
enthusiasm
7. ๏
๏
๏
๏
๏
๏
๏
๏
๏
๏
๏
OBJECTIVES
To obtain new customers
To secure large orders per sales call
To push slow moving items, high margin goods or new
products
To sell more profitable products
To overcome seasonal sales slumps
To improve the performance of distributors sales personnel
To promote seasonal merchandise
To obtain more product displays by dealers
To get renewal business from the present or former customer
To promote special deals to distributors or both
9. ๏-
run for periods as short as week
as long as a year but most run
from one to four months
CONTEST PROMOTION
-encourage groups or
individuals to complete
each other
10. ๏ A.
The contest versus alternatives
๏ B. Short-long term effects
๏ C. Design
๏ D. Fairness
๏ E. Impact upon sales force morale
11. ๏
๏
๏
๏
๏
๏
๏
Sales people are paid for their service under
provision of the basic compensation plan, and
there is no reason to reward them for performing
regular duties
High calibre and more experienced sales
personnel look upon sales contest as juvenile and
silly
Contests are often lead to unanticipated and
undesirable results
Contest causes sales people to bunch their sales
during their competition and sales slumps occur
both before and after the contest
The disappointment suffered by contest loser
cause a general decline of the sales force morale
Contests are temporary motivating devices and if
used to frequently, have a narcotic effect
The competitive atmosphere generated by sales
12. ๏
๏
๏
FOUR MANAGEMENT PROCESS
1. ESTABLISHING PERFORMANCE STANDARD
A. Quantitative performance objective
โบ TYPES:
๏ฑ Quotas
๏ฑ Selling Expense Ratio
๏ฑ Territorial net profit or gross margin ration
๏ฑ Sales coverage
๏ฑ Call frequency ratio
๏ฑ Calls per day
๏ฑ Order call ratio
๏ฑ Average cost per call
๏ฑ Average order size
๏ฑ Non selling activities
๏ฑ Multiple quantitative performance standards
13. 2. RECORDING ACTUAL PERFORMANCE
๏ SYSTEM
OF FIELD SALES REPORT-to
provide control information.