Recommended
More Related Content
What's hot
What's hot (20)
Similar to Sales management
Similar to Sales management (20)
Recently uploaded
Recently uploaded (17)
Sales management
- 2. WHAT IS SALES ????? The activity or business of selling products or services.
- 3. Product Any thing we can offer to market which can satisfy need & want. Brand Consumer perception & feeling about the product attribute & performance about brand & associated company
- 4. SKU Stock keeeping Unit, Based on packaging Size & weight. • Varient Different version of same product in terms of flavour, Quality, Color, nuterient. Bcouse of brand popularity.
- 5. SBU Strategic Business Unit, strategic business units are more agile (and usually have independent missions and objectives),
- 7. Primery Sales primary sales is sale from manufacturing company to distributor • Secondry Sales secondary sales is from distributor to retailers
- 8. SALES MANAGEMENT POSITIONS CEO / President NationalSales Manager Director Sales & Marketing Regional / Zonal / Divisional Sales Managers Area Sales manager Terriotery Sales Managers First - Level Sales Managers Middle-Level Sales Managers Top-Level Sales Managers / Leaders
- 9. DISTRIBUTION • Area wise distribution & promotion schemes • Focus on high traffic locations Company sometimes using 2 routes • Direct • Indirect Plant Warehouse Direct Route Market Indirect Route Distributor Market
- 10. WHAT IS A WAREHOUSE AND DEPOT/ GODOWN? Stocack Ctns ConsumerCompany warehouse Distributor Godown Retail market To efficiency, the supply should be a seamless tube without any obstructions.
- 11. SALE FOLLOW CHART DEPO. MARKET 2. COVERAGE SHEET 1. LOAD OUT SHEET AS PER BOOKING 3. FULL IN SHEET 4. FILL MONITORING SHEET 5. SETTELMENT
- 12. Need to group similar points of purchase into MANAGEABLE clusters …are common group of points of purchase that satisfy the same consumer/shopper needs or characteristics Channels WHAT IS A CHANNEL?
- 13. FOR EXAMPLE….. • Supermarkets • Mini-mart • Groceries / Family Grocer • Drugstore / Chemist / Pharmacy • Wet Markets / Covered Markets • Personal Care Stores • Cosmetic Store • Department Store • Kiosks • Cash & Carry (RTM that also sells direct to consumers) • Wholesalers (RTM that also sells direct to consumers) • Internet • Vending machines • Direct Salesmen • Offices • Street vendors • Airplanes • Theatres/ Cinemas • Bars • Restaurants • Airports • Bus stations • Railway stations • Factories • Petrol Stations
- 14. WHY DO WE NEED TO DEFINE CHANNELS? • Channels provide a convenient and effective way of grouping points of purchase so that we can: • assess their size, growth potential and profitability • assess how much investment is required • assess the opportunity for the company’s brands • produce strategies to develop these opportunities • maximise the use of our resources • … but only if we define our channels correctly! Allocating outlets to the wrong channel results in implementing the wrong strategies in the wrong outlets.
- 15. Profit Volume Price Margin Space Productivity Range Service (Supply) Customer Loyalty New Customers Outlet Traffic Labour Saving Mechanism Promotional Activity Long Term Pricing Price Stability Price Competitiveness Rebates/ Discounts/ Overriders Help Me Achieve My Objectives No Surprises Help me run my business Make me feel proud Information Primary Business Need Supporting Business Needs Unique Business Needs Store Owner’s Personal Needs KNOW YOUR CHANNEL'S BUSINESS
- 16. 16 Requires a Sales Force Effectiveness team to carry out
- 17. SEGMENTATION MODEL Grocery Restaurant Convenience <200 200-499 500-799 >800 Outlet Type Outlet Volume Consumer Choice Channel Clustering Based on Consumption Occasion MarketClusteringBased onIncomeLevelof Locality Outlet Clustering
- 18. Sales is a game of risk & reward Every day is a new challanging day for you which can creat more risk or bring many rewards.