Sales Management Process
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Transcript of Sales Management Process
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8/17/2019 Sales Management Process
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Sales Force Management
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Sales Management proces
• The efective management o a company’s sales orcinvolves three interrelated sets o decisions or proce
1. The ormulation o a strategic sales program
2. The implementation o the sales program
3. The evaluation and control o sales orce perorma
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Formulating Strategic Sales !rogram
• The design o a sales program re"uires #ve ma$or sets o decisi
1. %hat should &e #rm’s personal selling strategy'
2. %hat account management policies should &e adopted'
3. (o) should the sales orce &e organi*ed to call on and managtypes o customers as eficiently as possi&le'
+. %hat level o perormance can each mem&er o the sales orce,pected to attain during the ne,t planning period' This involorecasting demand and setting "uotas and &udgets
-. (o) should the sales orce &e deployed' (o) should sales tede#ned'
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ctivities and inuences involved
ormulating a strategic sales prog
T h e E n
v i r o n m e n tThe external
environment
!otential customers
/ompetition
0egal estrictions
Technology
atural resources
Social
The organizationalenvironment
&$ectives
(uman resources
!roduction capa&ilities
45 capa&ilities
M a r k e t i n g S t r a t e g yTarget Mar6ets
!roducts
!ricing policies
5istri&ution channels
!romotion !olicies
!ersonal Selling
dvertising
Sales !romotion
S a l e s M a
n a g e m e n t
A c t i v i t i e s1. Account ma
policies
2. Sales forceorganization
3. Sales lanni
!"eman# fore%uotas an# &u#
(. "eployment!Territory #esi)outing'
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7mplementing the sales progr
• 7mplementing a sales program involves motivating adirecting the &ehavior o other people8 the mem&erssales orce.
Five actors inuence a sales rep’s $o& &ehavior and
perormance:9nvironm
ental varia&les
oleperceptio
n ptitude S6ill
levels
Motivation levels
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9valuation and control o the sa
program• company might utili*e three ma$or approaches in
evaluating and controlling the sales orce to monitorprogram perormance:
Sales nalysis
/ost nalysis
;ehavioral nalysis