Sales dept
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19-Oct-2014 -
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Transcript of Sales dept
SALES OFFICETHE SALES AREA
RECRUITING & HIRING, TRAINING SALES PERSON
Marketing & Sales Department
04/07/2023BAC 2211 Sales & Marketing 2
General Manager
Assistant GM
Director of Marketing
Director of advt & Public
relationsAsst
Director
Secretary
Telemarketing director
Secretary
Director of Sales
Sales Manager
Salesperson
Clerical Staff
Market Research
Coordinator
Clerical Staff
Director of Revenue
Management
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Organizing the Marketing & Sales office
Factors affecting the organization of a marketing & sales department
The organization’s goal & objectivesThe budget available for marketing & salesAvailable outside assistanceThe total market potential & the number of
people needed to take advantage of that potential.
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Factors affecting the functioning of the sales department
The sales areaRecruiting & hiring effective sales personTraining salespeopleManaging salespeopleEvaluating salespeopleCompensating salespeopleSupplemental sales staff
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Sales Area
Easily accessible but privateAdjacent to meeting roomsInformation sheet of productsSamples of productsPhotograph of eventsAwards received
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Recruiting & hiring
Characteristics of sales personnelProfessionalAbility to communicateIntelligenceAbility to analyzeMotivationEfficiencyPersistenceEmpathyCuriosity
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Training Salespeople
Product knowledge- product fact book, rate structure, market segment, sales reports
Office procedures- SOPPerformance standards- sales quotas, deadlines,
numbers, types of sales calls, correspondence, inter property communication
Salesmanship- identify the personality type of buyers- director, socializer, relater, thinker
Training techniques- Simulated sales calls, double calling, market segmentation drills, case study exercises, in-basket drills
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Personality types of buyers
DirectorSocializerRelaterThinker
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Training techniques
Simulated sales callDouble callingOn joint callsOn coaching callsOn model callsMarket segmentation drillsCase study exerciseIn basket drills
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Managing salespeople
Assigning account responsibilityEvaluating salespeopleCompensating salespeopleSupplemental sales staff
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Types of marketing & sales meeting
Weekly staff meetingsWeekly function meetingsMonthly sales meetingsMarketing committee team meetingsAnnual or semiannual sales meeting
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Types of sales records
Call reportsLost business reportsMaster account cardAccount fileTrace fileTrace card
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Sales filling
AlphabeticalKeyword alphabeticalNumericalMaster card fileAccount fileTrace file/ Tickler file
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Evaluating the marketing & sales office
Customers needs come first, role of marketing is to fulfill those needs
Thorough understanding of marketing planKnowledge of the product, competition,
market placeSalespeople submitting a weekly call plan,
including assigned accounts to be traced & followed up
Proper maintenance & security of account file, including trace & follow up file
All systems of operations in place