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Sales Management Interactive Training Experience

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Sales Management Interactive Training Experience The Simulation Is designed to allow participants to: investigate experience the process of Sales Management This ... – PowerPoint PPT presentation

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Title: Sales Management Interactive Training Experience


1
SalesManagementInteractiveTrainingExperience
2
The Simulation
  • Is designed to allow participants to
  • investigate
  • experience
  • the process of Sales Management
  • This involves making decisions covering
  • staff selection
  • training and development
  • territory management
  • It uses a computer model to simulate the impact
    of these decisions.

3
The Process
  • Preparation
  • familiarisation
  • define responsibilities
  • set objectives
  • decide strategies
  • Decision Making
  • submit decisions
  • simulate impact
  • analyse results
  • recruit sales people
  • Review Debriefing
  • make sales directors report
  • review results

4
The Business Situation
  • The senior sales management of a new territory
  • that consists of about 100 areas
  • each with different potential
  • Selling a range of industrial consumables
  • that will be bought on a regular basis
  • Need to hire and deploy a sales force
  • and then manage them

5
Decisions
  • Three types of decision
  • territory management
  • sales force changes
  • territory changes
  • training course changes
  • special reporting
  • staff to fire
  • advertising for staff
  • recruiting staff

6
Territory Decisions (1)
  • Sales Force Changes
  • increase salary
  • change home base
  • change region
  • dual call days
  • training course
  • optional reports
  • Each sales person is different and is identified
    by a unique number

7
Territory Decisions (2)
  • Territory Allocation/Deallocation
  • Sales persons territory can consist of one or
    more area.
  • Each area is numbered
  • It is not necessary to allocate all areas.
  • When deciding, you should consider
  • potential
  • number of customers
  • travel
  • Etc.

8
Territory Decisions (3)
  • Training can either be formal (attending a
    course) or informal (dual calling with the region
    manager).
  • Training is concerned with improving
  • selling skills
  • product knowledge
  • customer/industry knowledge
  • For courses you control duration and the mix of
    skills knowledge training.

9
Territory Decisions (4)
  • Regional Organisation
  • There can be up to four regions (lettered A-D)
  • Each has a Regional Manager who can spend up to
    twenty days dual calling with his or her sales
    people
  • Each sales person must be allocated to a region
  • Several reports are available detailing results
    for individual regions
  • You may wish to allocate responsibility for
    separate regions to separate people

10
Recruitment Process
  • Advertise for Staff
  • area for advertisement
  • advertisement size
  • salary range
  • skills knowledge needs
  • Interview Results
  • current salary, employer home base
  • perceived skills, knowledge personality
  • Offer Job
  • salary
  • home base

11
Results
  • Each quarter you are provided with reports to
    help you evaluate your decisions and your sales
    force.
  • The standard reports are
  • Financial Results
  • Territory Regional Summaries
  • Dual Call Commentary
  • Training Summary
  • Resignations
  • And optional reports thus
  • Area Summary
  • Area Research
  • Sales Workload
  • Sales Call Analysis

12
Financial Results
  • On an investment centre basis and so shows
  • Sales Revenue
  • Gross Profit
  • Selling Costs
  • Servicing Costs
  • Training Costs
  • Reporting Costs
  • Management Costs
  • Sickness Costs
  • Recruiting Costs
  • Contribution
  • Working Capital
  • Capital Charge
  • Residual Profit
  • Return on Capital
  • For the
  • whole sales unit
  • for each region
  • for each sales person
  • for each area
  • As appropriate

13
Territory Organisation
  • These reports provide information about the
    regions and for each regions sales people as
    follows
  • Salary
  • Miles Travelled
  • Selling Days
  • Home Bases
  • Territory Sizes

14
Dual Call Comments
  • This report shows the regional managers
    perceptions about the sales people they dual
    called with as follows
  • The number of day spent with the sales person
  • Perceptions about product customer knowledge,
    selling skills and morale.
  • These perceptions can be
  • V. Poor, Poor, Average, Good V. Good
  • And their accuracy improves as the number of dual
    call days increase.

15
Training Summary
  • This report provides information about the
    current range of courses showing
  • Duration
  • The mix of product customer knowledge and
    selling skills
  • The number of sales people attending the course
  • The cost of the course

16
Optional Reports
  • These either take sales force time or cost money
  • Area Summary provides financial information about
    each of a sales persons areas.
  • Area Research provides information about the
    number of competitors, penetration share for
    served areas
  • Area Potential provides information about the
    areas where the company has no sales presence
  • Sales Workload provides at all levels information
    about total calls, total customers, the time
    spent selling. On courses, preparing reports or
    off sick etc.
  • Sales Call Analysis can be for al regions sales
    people and shows the number of calls on current
    new customer, revenue/call, gross profit/call,
    contribution/call and miles/call
  • Besides these reports you may ask for additional
    information.

17
Observations
  • it takes time to understand
  • but the business still must be run
  • so your decisions will not be perfect
  • time will be a constraint
  • but, by the end you should be just in command of
    your business!
  • your business competencies will be challenged
  • we are here to guide you
  • and you should have fun.

18
Sales Management Interactive Training Experience
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