The document discusses developing and conducting a sales training program. It states that the first step is to identify the initial training needs by determining the specific knowledge and skills needed, assessing current capabilities, and identifying gaps. The aim of the training should also consider job specifications, trainees' backgrounds, and the company's marketing policies. Developing the program involves setting objectives, designing modules, selecting methods, and planning an evaluation. Key steps in conducting the program are preparing the training environment, starting the sessions, facilitating learning, and providing feedback.
Sales & Distribution Management Module 1.pdfJayanti Pande
SALES & DISTRIBUTION MANAGEMENT MODULE 1| INTRODUCTION TO SALES MANAGEMENT| MARKETING PAPER 1 MBA SEM 3| RTMNU NAGPUR UNIVERSITY| BY JAYANTI R PANDE
MBA Notes by Jayanti Pande
#JayantiPande
#MBA
#MBAnotes
#MarketingNotes
Sales & Distribution Management Module 3.pdfJayanti Pande
SALES & DISTRIBUTION MANAGEMENT MODULE 3| ASPECTS OF DISTRIBUTION MANAGEMENT| MARKETING PAPER 1 MBA SEM 3| RTMNU NAGPUR UNIVERSITY| BY JAYANTI R PANDE
MBA Notes by Jayanti Pande
#JayantiPande
#MBA
#MBAnotes
#MarketingNotes
The document discusses sales force management. It covers several topics in 3 sentences or less each: introduction to sales and its reputation; types of sales organizations and sizes; objectives of a sales force like prospecting and selling; strategies for reps to work with customers; common structures like territorial and product based; determining size based on workload and call frequency; recruitment, selection, training, supervision, motivation, evaluation, and compensation of sales forces.
This document provides an overview of retail management. It discusses the meaning and need for retail management. Some key points include:
- Retail management involves processes that help customers procure desired merchandise from retail stores for their end use. It aims to make shopping a pleasurable experience.
- Effective retail management saves customers time, avoids chaos in stores, and helps control shoplifting.
- The document also covers types of retailers, functions of retailing, retail environment factors, and the growth of retailing in India including the introduction of foreign direct investment.
- It discusses concepts like franchising, types of franchising, and theories of retail development such as environmental and cyclical theories.
The document discusses various concepts related to sales management and personal selling. It defines sales management as planning, directing, and controlling personal selling activities. It describes the importance of sales management in generating revenue. It also discusses theories of selling like AIDA and buying decision processes. Key steps in the personal selling process are prospecting, pre-approach, approach, presentation, overcoming objections, and follow-up. Sales forecasting methods include survey, expert opinion, statistical techniques, and trend analysis. Determining the optimal sales force size is important to maximize sales while controlling costs.
A retail marketing strategy outlines how a store will sell goods to target customers using the marketing mix. It identifies the target market and controllable elements like location, merchandise, pricing, customer service, and advertising that will be used to satisfy customers and compete effectively. An effective strategy is captured by the SOSTAC framework - assessing the situation, objectives, strategy, tactics, actions, and control to continuously plan, test, monitor, and adapt the digital marketing approach.
The document discusses strategies for market leaders to maintain their position, including expanding the total market, protecting current market share, and increasing market share. It also discusses the product life cycle and different strategies companies should employ during each stage, from introduction to growth, maturity, and decline. The growth stage in particular involves improving products, adding new models, entering new segments, increasing advertising and distribution, and lowering prices to attract more customers.
Sales & Distribution Management Module 1.pdfJayanti Pande
SALES & DISTRIBUTION MANAGEMENT MODULE 1| INTRODUCTION TO SALES MANAGEMENT| MARKETING PAPER 1 MBA SEM 3| RTMNU NAGPUR UNIVERSITY| BY JAYANTI R PANDE
MBA Notes by Jayanti Pande
#JayantiPande
#MBA
#MBAnotes
#MarketingNotes
Sales & Distribution Management Module 3.pdfJayanti Pande
SALES & DISTRIBUTION MANAGEMENT MODULE 3| ASPECTS OF DISTRIBUTION MANAGEMENT| MARKETING PAPER 1 MBA SEM 3| RTMNU NAGPUR UNIVERSITY| BY JAYANTI R PANDE
MBA Notes by Jayanti Pande
#JayantiPande
#MBA
#MBAnotes
#MarketingNotes
The document discusses sales force management. It covers several topics in 3 sentences or less each: introduction to sales and its reputation; types of sales organizations and sizes; objectives of a sales force like prospecting and selling; strategies for reps to work with customers; common structures like territorial and product based; determining size based on workload and call frequency; recruitment, selection, training, supervision, motivation, evaluation, and compensation of sales forces.
This document provides an overview of retail management. It discusses the meaning and need for retail management. Some key points include:
- Retail management involves processes that help customers procure desired merchandise from retail stores for their end use. It aims to make shopping a pleasurable experience.
- Effective retail management saves customers time, avoids chaos in stores, and helps control shoplifting.
- The document also covers types of retailers, functions of retailing, retail environment factors, and the growth of retailing in India including the introduction of foreign direct investment.
- It discusses concepts like franchising, types of franchising, and theories of retail development such as environmental and cyclical theories.
The document discusses various concepts related to sales management and personal selling. It defines sales management as planning, directing, and controlling personal selling activities. It describes the importance of sales management in generating revenue. It also discusses theories of selling like AIDA and buying decision processes. Key steps in the personal selling process are prospecting, pre-approach, approach, presentation, overcoming objections, and follow-up. Sales forecasting methods include survey, expert opinion, statistical techniques, and trend analysis. Determining the optimal sales force size is important to maximize sales while controlling costs.
A retail marketing strategy outlines how a store will sell goods to target customers using the marketing mix. It identifies the target market and controllable elements like location, merchandise, pricing, customer service, and advertising that will be used to satisfy customers and compete effectively. An effective strategy is captured by the SOSTAC framework - assessing the situation, objectives, strategy, tactics, actions, and control to continuously plan, test, monitor, and adapt the digital marketing approach.
The document discusses strategies for market leaders to maintain their position, including expanding the total market, protecting current market share, and increasing market share. It also discusses the product life cycle and different strategies companies should employ during each stage, from introduction to growth, maturity, and decline. The growth stage in particular involves improving products, adding new models, entering new segments, increasing advertising and distribution, and lowering prices to attract more customers.
The document discusses managing a sales force including designing the sales force structure, recruiting and selecting sales representatives, training the sales force, supervising and motivating sales representatives, and evaluating sales force performance. It also covers personal selling principles such as developing sales professionalism, negotiation skills, and relationship marketing strategies. The objectives of managing the sales force are to meet sales and profitability targets, satisfy customers, and improve selling, negotiation, and relationship-building abilities.
This document discusses the evolution of marketing from early trade to modern social/mobile marketing. It notes key eras in marketing's development including the simple trade era, mass production era, sales era, and modern relationship and social media eras. The purpose of marketing is outlined as educating customers, creating awareness, and persuading purchase. The rise of social media is examined, with over 3 billion users globally predicted to grow further. Future trends are predicted to include more complex customer decisions, personalized products/data, mobile centrality, transparency, accurate metrics, and integrated digital teams.
The document discusses developing merchandise plans for retailers. It covers merchandising philosophy, functions, and types of merchandise including staple, assortment, fashion, seasonal, and fad merchandise. Factors to consider in merchandise planning include forecasts, innovativeness, quality, brands, timing, allocation, and category management. Effective merchandise planning requires analyzing sales forecasts, product types, quality factors, branding decisions, timing of purchases and sales, allocating space and inventory, and using category management strategies.
This document discusses distribution channels and their types. It defines a distribution channel as the chain of intermediaries that passes a good from producer to customer. There are direct and indirect channels. Indirect channels have one or more intermediaries and can be one-level, two-level, three-level, or four-level depending on the number of intermediaries. Common intermediaries include wholesalers, retailers, distributors, agents and brokers. Distribution channels perform important functions such as assortment, storage, transportation and selling of goods to customers.
This document provides an introduction to services marketing. It defines services and identifies their key characteristics of intangibility, heterogeneity, simultaneous production and consumption, and perishability. These characteristics present unique challenges for marketing services. The document introduces models for understanding services marketing, including the services marketing triangle, the expanded 7 Ps marketing mix for services, and the gaps model of service quality. It provides examples of service industries and discusses how the characteristics of services impact areas like quality, communication, employee commitment, and pricing. The goal is to outline the differences between goods and services and why special concepts and practices are needed for services marketing.
1. Selling focuses on the product and company needs, while marketing focuses on understanding customer needs.
2. Selling involves manufacturing a product first and then deciding how to sell it, while marketing involves understanding customer needs and wants to determine the best product.
3. Management in selling is sales-volume oriented and short-term focused, while management in marketing is profit-oriented and long-term focused on future growth.
This document discusses managing and designing a sales force. It outlines the importance of sales and objectives like reviewing sales force decisions, recruitment, training, and evaluation. It also discusses types of sales representatives, structures, size determination, and compensation plans. Key aspects of managing a sales force are recruitment and selection, training, supervision, motivation, and evaluation. The document concludes that sales personnel are the link between companies and customers, and managing them requires decisions on objectives, strategy, structure, and compensation.
This document provides an overview of sales organizations, including definitions, characteristics, structures, principles, types, functions, and managers. It defines a sales organization as a structured framework that coordinates selling activities to achieve objectives like maximizing sales and profits. The structures can include line, line and staff, functional, and committee forms. Principles include unity of objectives, specialization, and coordination. There are also functional, product, consumer, and area types of sales organizations.
Retailers must make competent decisions about what merchandise to buy, how much to buy, and when to buy it. The merchandise selection communicates the type of company to consumers and allows stores to differentiate themselves. Merchandise management focuses on planning and controlling retailer inventories by balancing financial requirements with a merchandise purchasing strategy. It involves acquiring, handling, and monitoring merchandise categories for a retail organization. Retailers use various methods to plan and calculate inventory levels like basic stock, percentage variation, weeks' supply, and stock-to-sales methods. Visual merchandising is the art of product presentation that puts merchandise in focus to educate and create desire in customers.
Chapter 10. distribution channel & logistics managementJags Jagdish
This document discusses key concepts in distribution channel and logistics management. It defines distribution channels and marketing strategies like push and pull. It also outlines categories of buyers, levels of distribution channels, functions of channels, and decisions around selecting and managing channel members. The document then discusses marketing systems like vertical marketing systems and franchising. It concludes by covering logistics elements such as warehousing, transportation, inventory control and order processing.
This document discusses key concepts in marketing for the 21st century. It covers the challenges businesses face in a new economy with increased information and connectivity. Major topics addressed include the tasks of marketing, core marketing concepts and tools, different company orientations toward customers and markets, and how businesses and marketers are responding to changes through strategies like e-commerce, globalization, and relationship marketing.
Sales management involves planning, directing, and controlling all activities related to personal selling, including recruiting, training, motivating, and compensating salespeople. The key objectives of sales management are to maximize sales volume, profits, and growth. Sales management is critical because sales is the only function that directly generates revenue for a company. Effective sales management requires forecasting demand and sales, establishing budgets, and organizing the sales team.
This document provides an overview of key concepts in services marketing. It introduces the objectives of Module 1 on services, which are to explain what services are, identify service trends, and outline differences between goods and services. Challenges for services are discussed, including defining quality and ensuring consistent delivery. The services marketing triangle and expanded 7 Ps marketing mix are introduced as frameworks. Gaps in service quality are explained using the gaps model. Characteristics of services like intangibility and simultaneous production/consumption are reviewed.
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)
This document discusses human resource management (HRM) in the retail industry. It covers the importance of HRM from different perspectives, provides an overview of key HRM concepts in retail like identifying roles, recruitment, training, motivation and performance evaluation. It also discusses the role of HR in retail organizations and different organizational structures used like for small independent stores versus large retail chains.
This document discusses the evolution of sales management over time and key concepts in sales management. It covers:
1) Five eras of sales management: the simple trade era, production era, sales era, marketing department era, and marketing organization era.
2) The definition of sales management as planning, directing, and controlling personnel selling activities as well as broader marketing activities.
3) The objectives of sales management as achieving sales volume targets, contributing to profits, and continuous growth.
4) Emerging trends in sales management like the need for a global presence, innovative technologies, better customer relationship management, diversity, team-based selling, multi-channel operations, addressing ethical/social issues, and professional
This document discusses sales management, including:
1) It defines sales management as the management of a company's personal selling function or the process of planning, directing, and controlling personal selling activities.
2) The objectives of sales management include increasing sales volume, contributing to profits, and continuing growth.
3) A sales manager's responsibilities include sales planning, administration, policy/strategy development, forecasting, organizing the sales team, and coordinating with other departments like marketing, advertising, and production.
Sales Organization
Need for Sales Organizations, their structures
Sales Manager’s functions and responsibilities
Planning for major customers and sales budget
Specific characteristics of a successful salesman
Functional Structure
Geographic Structure
Market-Based Structure
Product Sales Force Structure
Skills for Sales Managers
General sales skills
Recruitment skills
People skills
Training and mentoring skills
Communication skills
Forecasting skills
Financial, and general numeracy, skills
Public speaking skills
Leadership skills
Technology skills
Organizational skills
Sales territory and management of sales quotasanjay_sarkar
Here are two potential issues when salespeople are asked to set their own quotas:
1. Overly ambitious quotas: Salespeople may be overly optimistic and set quotas too high without properly considering market realities and limitations. This could lead to missed quotas and demotivation.
2. Lack of objectivity: Salespeople may set quotas that are too low in order to easily achieve them and earn incentives, rather than having ambitious yet realistic targets. This does not truly push performance and may not be in the best interests of the company.
The document discusses managing a sales force including designing the sales force structure, recruiting and selecting sales representatives, training the sales force, supervising and motivating sales representatives, and evaluating sales force performance. It also covers personal selling principles such as developing sales professionalism, negotiation skills, and relationship marketing strategies. The objectives of managing the sales force are to meet sales and profitability targets, satisfy customers, and improve selling, negotiation, and relationship-building abilities.
This document discusses the evolution of marketing from early trade to modern social/mobile marketing. It notes key eras in marketing's development including the simple trade era, mass production era, sales era, and modern relationship and social media eras. The purpose of marketing is outlined as educating customers, creating awareness, and persuading purchase. The rise of social media is examined, with over 3 billion users globally predicted to grow further. Future trends are predicted to include more complex customer decisions, personalized products/data, mobile centrality, transparency, accurate metrics, and integrated digital teams.
The document discusses developing merchandise plans for retailers. It covers merchandising philosophy, functions, and types of merchandise including staple, assortment, fashion, seasonal, and fad merchandise. Factors to consider in merchandise planning include forecasts, innovativeness, quality, brands, timing, allocation, and category management. Effective merchandise planning requires analyzing sales forecasts, product types, quality factors, branding decisions, timing of purchases and sales, allocating space and inventory, and using category management strategies.
This document discusses distribution channels and their types. It defines a distribution channel as the chain of intermediaries that passes a good from producer to customer. There are direct and indirect channels. Indirect channels have one or more intermediaries and can be one-level, two-level, three-level, or four-level depending on the number of intermediaries. Common intermediaries include wholesalers, retailers, distributors, agents and brokers. Distribution channels perform important functions such as assortment, storage, transportation and selling of goods to customers.
This document provides an introduction to services marketing. It defines services and identifies their key characteristics of intangibility, heterogeneity, simultaneous production and consumption, and perishability. These characteristics present unique challenges for marketing services. The document introduces models for understanding services marketing, including the services marketing triangle, the expanded 7 Ps marketing mix for services, and the gaps model of service quality. It provides examples of service industries and discusses how the characteristics of services impact areas like quality, communication, employee commitment, and pricing. The goal is to outline the differences between goods and services and why special concepts and practices are needed for services marketing.
1. Selling focuses on the product and company needs, while marketing focuses on understanding customer needs.
2. Selling involves manufacturing a product first and then deciding how to sell it, while marketing involves understanding customer needs and wants to determine the best product.
3. Management in selling is sales-volume oriented and short-term focused, while management in marketing is profit-oriented and long-term focused on future growth.
This document discusses managing and designing a sales force. It outlines the importance of sales and objectives like reviewing sales force decisions, recruitment, training, and evaluation. It also discusses types of sales representatives, structures, size determination, and compensation plans. Key aspects of managing a sales force are recruitment and selection, training, supervision, motivation, and evaluation. The document concludes that sales personnel are the link between companies and customers, and managing them requires decisions on objectives, strategy, structure, and compensation.
This document provides an overview of sales organizations, including definitions, characteristics, structures, principles, types, functions, and managers. It defines a sales organization as a structured framework that coordinates selling activities to achieve objectives like maximizing sales and profits. The structures can include line, line and staff, functional, and committee forms. Principles include unity of objectives, specialization, and coordination. There are also functional, product, consumer, and area types of sales organizations.
Retailers must make competent decisions about what merchandise to buy, how much to buy, and when to buy it. The merchandise selection communicates the type of company to consumers and allows stores to differentiate themselves. Merchandise management focuses on planning and controlling retailer inventories by balancing financial requirements with a merchandise purchasing strategy. It involves acquiring, handling, and monitoring merchandise categories for a retail organization. Retailers use various methods to plan and calculate inventory levels like basic stock, percentage variation, weeks' supply, and stock-to-sales methods. Visual merchandising is the art of product presentation that puts merchandise in focus to educate and create desire in customers.
Chapter 10. distribution channel & logistics managementJags Jagdish
This document discusses key concepts in distribution channel and logistics management. It defines distribution channels and marketing strategies like push and pull. It also outlines categories of buyers, levels of distribution channels, functions of channels, and decisions around selecting and managing channel members. The document then discusses marketing systems like vertical marketing systems and franchising. It concludes by covering logistics elements such as warehousing, transportation, inventory control and order processing.
This document discusses key concepts in marketing for the 21st century. It covers the challenges businesses face in a new economy with increased information and connectivity. Major topics addressed include the tasks of marketing, core marketing concepts and tools, different company orientations toward customers and markets, and how businesses and marketers are responding to changes through strategies like e-commerce, globalization, and relationship marketing.
Sales management involves planning, directing, and controlling all activities related to personal selling, including recruiting, training, motivating, and compensating salespeople. The key objectives of sales management are to maximize sales volume, profits, and growth. Sales management is critical because sales is the only function that directly generates revenue for a company. Effective sales management requires forecasting demand and sales, establishing budgets, and organizing the sales team.
This document provides an overview of key concepts in services marketing. It introduces the objectives of Module 1 on services, which are to explain what services are, identify service trends, and outline differences between goods and services. Challenges for services are discussed, including defining quality and ensuring consistent delivery. The services marketing triangle and expanded 7 Ps marketing mix are introduced as frameworks. Gaps in service quality are explained using the gaps model. Characteristics of services like intangibility and simultaneous production/consumption are reviewed.
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)
This document discusses human resource management (HRM) in the retail industry. It covers the importance of HRM from different perspectives, provides an overview of key HRM concepts in retail like identifying roles, recruitment, training, motivation and performance evaluation. It also discusses the role of HR in retail organizations and different organizational structures used like for small independent stores versus large retail chains.
This document discusses the evolution of sales management over time and key concepts in sales management. It covers:
1) Five eras of sales management: the simple trade era, production era, sales era, marketing department era, and marketing organization era.
2) The definition of sales management as planning, directing, and controlling personnel selling activities as well as broader marketing activities.
3) The objectives of sales management as achieving sales volume targets, contributing to profits, and continuous growth.
4) Emerging trends in sales management like the need for a global presence, innovative technologies, better customer relationship management, diversity, team-based selling, multi-channel operations, addressing ethical/social issues, and professional
This document discusses sales management, including:
1) It defines sales management as the management of a company's personal selling function or the process of planning, directing, and controlling personal selling activities.
2) The objectives of sales management include increasing sales volume, contributing to profits, and continuing growth.
3) A sales manager's responsibilities include sales planning, administration, policy/strategy development, forecasting, organizing the sales team, and coordinating with other departments like marketing, advertising, and production.
Sales Organization
Need for Sales Organizations, their structures
Sales Manager’s functions and responsibilities
Planning for major customers and sales budget
Specific characteristics of a successful salesman
Functional Structure
Geographic Structure
Market-Based Structure
Product Sales Force Structure
Skills for Sales Managers
General sales skills
Recruitment skills
People skills
Training and mentoring skills
Communication skills
Forecasting skills
Financial, and general numeracy, skills
Public speaking skills
Leadership skills
Technology skills
Organizational skills
Sales territory and management of sales quotasanjay_sarkar
Here are two potential issues when salespeople are asked to set their own quotas:
1. Overly ambitious quotas: Salespeople may be overly optimistic and set quotas too high without properly considering market realities and limitations. This could lead to missed quotas and demotivation.
2. Lack of objectivity: Salespeople may set quotas that are too low in order to easily achieve them and earn incentives, rather than having ambitious yet realistic targets. This does not truly push performance and may not be in the best interests of the company.
Product Line B2B Services
B2B Sales
Comparison of B2B and B2C
B2B Sale Funnel
Pre Sales Process
Designing of SalesForce
Managing of SalesForce
Marketing Strategy
Sales management involves managing a company's sales operations and applying sales techniques to maximize revenue and profit. It coordinates marketing and sales functions to jointly create customer and company value. The sales process involves prospecting, pre-approach research, approaching prospects, presenting/demonstrating products, handling objections, closing the sale, and following up. Sales management also designs sales force structures, recruits and trains salespeople, establishes compensation plans, supervises and motivates the sales team, and evaluates salesforce performance. Coordinating marketing and sales effectively is important for business success.
The document discusses sales force organization and provides details on:
1. The three basic tasks of sales force organization: maintaining order, assigning tasks and responsibilities, and integrating with other firm elements.
2. Key aspects of developing an effective sales organization structure including formal/informal structures, horizontal/vertical designs, centralized/decentralized models, and line/staff components.
3. The four basic types of sales organization: geographic, customer, product, and combination specializations. Current trends toward modifying these traditional forms are also mentioned.
Educaterer India is an unique combination of passion driven into a hobby which makes an awesome profession. We carve the lives of enthusiastic candidates to a perfect professional who can impress upon the mindsets of the industry, while following the established traditions, can dare to set new standards to follow. We don't want you to be the part of the crowd, rather we like to make you the reason of the crowd.
Today's Effort For A Better Tomorrow
The document discusses the relationship between marketing and other business functions like operations, finance, and human resources. It explains that marketing must permeate all areas of a business and work closely with other departments. The marketing department needs cooperation from other functions to ensure customer needs are met. The document also provides details about the components of a marketing information system, including internal records, marketing intelligence, marketing research, and a marketing decision support system.
The document discusses the relationship between marketing and other business functions like operations, finance, and human resources. It explains that marketing must permeate all areas of a business and work closely with other departments. The marketing department needs cooperation from other functions to ensure customer needs are met. The document also provides details about the components of a marketing information system, including internal records, marketing intelligence, marketing research, and a marketing decision support system.
The document discusses the design and management of an effective sales force. It outlines key steps in designing a sales force structure including setting objectives, using salespeople strategically, and deciding on a structure based on company strategy. Common sales force structures include territorial, product, market, and complex structures. Managing salespeople effectively requires recruitment of the right candidates, training, supervision, motivation through compensation and quotas, and regular evaluation. Relationship building and negotiation skills are also important for salesforce success.
The Power of Sales and Marketing: Driving Business Growth and AlignmentSaletancy
Learn the vital role of sales and marketing for businesses and how aligning these functions can boost revenue and brand reputation. Discover the advantages of hiring a specialized marketing company to enhance your sales and marketing efforts. Explore the power of effective communication, shared goals, and leveraging technology for success. Improve your business strategies and focus on core competencies while leaving marketing to the experts. Get ready to elevate your business growth and success! Get access now: For more info-visit saletancy.com
This document discusses sales force management. It defines sales management as planning, directing, and controlling selling personnel to achieve sales targets. Effective sales force management ensures a business has the appropriate salespeople to meet goals. Key aspects of sales management include deciding the size and type of sales force, organizing the sales department, designing sales territories, and recruiting and training salespeople. The sales management cycle involves analyzing markets, planning sales strategies, organizing the sales force, directing sales activities, and controlling performance.
Mk0010 – sales, distribution and supply chain managementRohit Mishra
The document is a cover page and assignment questions for a course on Sales, Distribution and Supply Chain Management.
The cover page provides identifying information for the student such as name, registration number, learning center, course, semester, subject, assignment set number, and signature lines.
The assignment questions ask the student to explain two types of sales organization structures and different sales strategies in detail. The student's responses provide details on functional, divisional, and matrix organizational structures as well as five common sales strategies including defining the target market, determining outreach methods, knowing important questions to ask, delivering and building relationships with customers, and monitoring sales performance.
How to Hire the Perfect Territory ManagerHireQuotient
1. Clarify Your Needs and Goals
Define the specific responsibilities and goals for the Territory Manager within your organization. Consider how this role will manage sales activities, oversee sales teams, and develop strategies to increase market share within the designated territory.
2.Craft a Detailed Job Description
Utilize the job description template provided earlier to create a detailed and enticing job posting. Highlight responsibilities such as developing sales plans, managing customer relationships, analyzing market trends, and leading a team to achieve sales goals.
3.Utilize Various Recruitment Channels
Post the job across multiple platforms to reach a broad audience. This includes popular job boards, professional networking sites like LinkedIn, and industry-specific forums.
4.Screen for Key Competencies
EasySource's AI can assist with your candidate screening. EasySource's Candidate Screening Module will ensure that candidate profiles align with your job requirements.
5.Engage the Short-Listed Candidates
. EasySource’s Candidate Engagement Module can help create compelling, personalized messages quickly and efficiently.
6.Assess the Skills of the Candidate
While resumes and profiles provide an overview, a comprehensive assessment of a candidate's proficiency is essential. Use HireQuotient’s candidate assessment tool, EasyAssess, which will help evaluate their sales management and leadership skills.
7.Check References
Contact previous employers to verify the candidate’s past job performance and achievements as a Territory Manager.
8. Make a Competitive Offer
Once you've identified the right candidate, make an attractive offer that reflects the value they bring to your organization.
9.Ensure a Smooth Onboarding Process
Facilitate a comprehensive onboarding process that introduces the new manager to your company’s sales strategies, tools, and team members.
To read the full article, visit https://www.hirequotient.com/how-to-hire/business-development-executive
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
The document discusses sales management and the sales forecasting process. It defines sales management as attaining sales goals in an effective and efficient manner through planning, staffing, training, leading, and controlling resources. The key functions of sales management are outlined as planning, staffing, training, leading, and controlling. Sales forecasts are important for production scheduling, purchasing, personnel needs, cash flow planning, and developing sales quotas and marketing plans. The sales forecasting process involves setting objectives, analyzing variables, developing and selecting forecasting methods, gathering and analyzing data, and finalizing the forecast.
Multi-Level Marketing Features is a unique business model that has gained popularity globally for its distinct features and opportunities it offers to individuals. In MLM, participants not only earn commissions from their own product sales but also from the sales generated by the distributors they recruit into their network.
https://mediawhisperers.com/
The document discusses various marketing concepts including the marketing concept, needs and wants, demand, products and services, target markets, and marketing management.
It provides definitions and explanations of these key marketing concepts, highlighting their importance for understanding the marketing function. Merits and drawbacks of different concepts are outlined.
The psychoanalytic model of consumer behavior is also summarized, drawing from Freudian psychology and describing how unconscious desires and longings can influence purchasing decisions according to this theoretical perspective.
Objectives and features of marketing research are defined, including understanding customer buying behaviors, forecasting sales, assessing competitors, and evaluating marketing actions. Market research is positioned as a systematic, objective, and multidisciplinary process.
Silver Line Manufacturers produces automobile components and currently has 3-5 regular suppliers. As the company is expanding operations to new locations, the procurement manager discussed the need to look for new suppliers. When expanding into new markets, it is important for companies like Silver Line to consider adding new suppliers. This will help ensure a reliable supply of materials as demand increases across multiple locations. Selecting additional suppliers involves gathering information on potential new suppliers, evaluating their ability to meet requirements, and potentially conducting a bidding process to select new suppliers to add. Doing this research on new suppliers is crucial to support Silver Line's expansion plans and continued business operations.
The document discusses the evolution of sales management from ancient times to modern times, outlining how sales roles have changed from order takers to consultants. It then provides definitions and objectives of sales management, describing the key functions of sales executives and management including planning, organizing, directing, controlling and coordinating sales operations. The roles and relationships between sales executives and other departments such as marketing, finance, and production are also examined.
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MBA Sem 4 | Business Analytics Paper 4 | Web and Social Media Analytics | Module 2 | New Web analytics 2.0 Mindset | By ProNotesJRP | Jayanti Pande | RTMNU MBA Syllabus
Web & Social Media Analytics Module 1.pdfJayanti Pande
MBA Sem 4 | Business Analytics Paper 4 | Web and Social Media Analytics | Module 1 | Choosing right tools for website | By ProNotesJRP | Jayanti Pande | RTMNU MBA Syllabus
Basics of Research| Also Valuable for MBA Research Project Viva.pdfJayanti Pande
This document provides an overview of research basics including the research process, types of research, research methodologies, sampling, and data collection. It defines research as systematically investigating a topic to gain deeper understanding. The research process involves identifying a problem, reviewing literature, forming hypotheses, choosing a methodology, collecting and analyzing data, drawing conclusions, and reporting findings. Key points covered include the difference between qualitative and quantitative research, experimental and descriptive methodologies, primary and secondary data collection, probability and non-probability sampling methods, and how to write research questions.
MBA Project Report ppt By Jayanti Pande.pdfJayanti Pande
MBA Project Report presentation | HR - A study on Training and Development process adopted by Parle-G Company Nagpur | By Jayanti Pande | ProNotesJRP | JRPNotes free pdf
HR Paper 2 Module 1 INTRODUCTION TO PERFORMANCE MEASUREMENT .pdfJayanti Pande
MBA SEM 3 |HR PAPER 2| MODULE 1| PERFORMANCE MEASUREMENT SYSTEM|
INTRODUCTION TO PERFORMANCE MEASUREMENT|
Mod 1
RTMNU NAGPUR UNIVERSITY
By Jayanti R Pande
Data Mining Module 5 Business Analytics.pdfJayanti Pande
Business Analytics Paper 2
| Data Mining | RTMNU Nagpur University MBA | Module 5
| Web Mining and Text Mining | By Jayanti Pande | ProNotesJRP | JRP Notes
Temple of Asclepius in Thrace. Excavation resultsKrassimira Luka
The temple and the sanctuary around were dedicated to Asklepios Zmidrenus. This name has been known since 1875 when an inscription dedicated to him was discovered in Rome. The inscription is dated in 227 AD and was left by soldiers originating from the city of Philippopolis (modern Plovdiv).
A Visual Guide to 1 Samuel | A Tale of Two HeartsSteve Thomason
These slides walk through the story of 1 Samuel. Samuel is the last judge of Israel. The people reject God and want a king. Saul is anointed as the first king, but he is not a good king. David, the shepherd boy is anointed and Saul is envious of him. David shows honor while Saul continues to self destruct.
Philippine Edukasyong Pantahanan at Pangkabuhayan (EPP) CurriculumMJDuyan
(𝐓𝐋𝐄 𝟏𝟎𝟎) (𝐋𝐞𝐬𝐬𝐨𝐧 𝟏)-𝐏𝐫𝐞𝐥𝐢𝐦𝐬
𝐃𝐢𝐬𝐜𝐮𝐬𝐬 𝐭𝐡𝐞 𝐄𝐏𝐏 𝐂𝐮𝐫𝐫𝐢𝐜𝐮𝐥𝐮𝐦 𝐢𝐧 𝐭𝐡𝐞 𝐏𝐡𝐢𝐥𝐢𝐩𝐩𝐢𝐧𝐞𝐬:
- Understand the goals and objectives of the Edukasyong Pantahanan at Pangkabuhayan (EPP) curriculum, recognizing its importance in fostering practical life skills and values among students. Students will also be able to identify the key components and subjects covered, such as agriculture, home economics, industrial arts, and information and communication technology.
𝐄𝐱𝐩𝐥𝐚𝐢𝐧 𝐭𝐡𝐞 𝐍𝐚𝐭𝐮𝐫𝐞 𝐚𝐧𝐝 𝐒𝐜𝐨𝐩𝐞 𝐨𝐟 𝐚𝐧 𝐄𝐧𝐭𝐫𝐞𝐩𝐫𝐞𝐧𝐞𝐮𝐫:
-Define entrepreneurship, distinguishing it from general business activities by emphasizing its focus on innovation, risk-taking, and value creation. Students will describe the characteristics and traits of successful entrepreneurs, including their roles and responsibilities, and discuss the broader economic and social impacts of entrepreneurial activities on both local and global scales.
THE SACRIFICE HOW PRO-PALESTINE PROTESTS STUDENTS ARE SACRIFICING TO CHANGE T...indexPub
The recent surge in pro-Palestine student activism has prompted significant responses from universities, ranging from negotiations and divestment commitments to increased transparency about investments in companies supporting the war on Gaza. This activism has led to the cessation of student encampments but also highlighted the substantial sacrifices made by students, including academic disruptions and personal risks. The primary drivers of these protests are poor university administration, lack of transparency, and inadequate communication between officials and students. This study examines the profound emotional, psychological, and professional impacts on students engaged in pro-Palestine protests, focusing on Generation Z's (Gen-Z) activism dynamics. This paper explores the significant sacrifices made by these students and even the professors supporting the pro-Palestine movement, with a focus on recent global movements. Through an in-depth analysis of printed and electronic media, the study examines the impacts of these sacrifices on the academic and personal lives of those involved. The paper highlights examples from various universities, demonstrating student activism's long-term and short-term effects, including disciplinary actions, social backlash, and career implications. The researchers also explore the broader implications of student sacrifices. The findings reveal that these sacrifices are driven by a profound commitment to justice and human rights, and are influenced by the increasing availability of information, peer interactions, and personal convictions. The study also discusses the broader implications of this activism, comparing it to historical precedents and assessing its potential to influence policy and public opinion. The emotional and psychological toll on student activists is significant, but their sense of purpose and community support mitigates some of these challenges. However, the researchers call for acknowledging the broader Impact of these sacrifices on the future global movement of FreePalestine.
CapTechTalks Webinar Slides June 2024 Donovan Wright.pptxCapitolTechU
Slides from a Capitol Technology University webinar held June 20, 2024. The webinar featured Dr. Donovan Wright, presenting on the Department of Defense Digital Transformation.
Gender and Mental Health - Counselling and Family Therapy Applications and In...PsychoTech Services
A proprietary approach developed by bringing together the best of learning theories from Psychology, design principles from the world of visualization, and pedagogical methods from over a decade of training experience, that enables you to: Learn better, faster!
Elevate Your Nonprofit's Online Presence_ A Guide to Effective SEO Strategies...TechSoup
Whether you're new to SEO or looking to refine your existing strategies, this webinar will provide you with actionable insights and practical tips to elevate your nonprofit's online presence.
How to Setup Default Value for a Field in Odoo 17Celine George
In Odoo, we can set a default value for a field during the creation of a record for a model. We have many methods in odoo for setting a default value to the field.