Overview of Sales Management

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Overview of Sales Management

• Planning
• Implementation
• Control

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• Planning
• where sales fits
• sales role
• what SP do on a day to day basis

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• A. Environmental Planning-Strategic
• 1. Hierarchy
• A. Organization
• B. Marketing Plan
• C. Sales Plan

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• Where Sales Come From
• Generic Growth
• Penetration
• Product Development
• Market Development
• Diversification

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• Product Life Cycle
• Intro
• Growth
• Maturity
• Decline

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• 2. Business Orientation
• Product Orientation
• Sales Orientation
• Marketing Orientation
• Relationship Orientation

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• 3. Decisions
• A. Goals and Objectives
• B. How to access customers
• Direct Sales Force
• Agents, Dealers
• Other Direct

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• C. Account Relationship Strategies
• 1. Transactional
• 2. Contractual
• 3. Major Accounts
• 4. Strategic Partners

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• B. Organizing the Selling Effort
• geographic, product, customer

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• C. Demand Estimation
• Forecasting and Potential
• 1. Relationship to Sales Planning
• 2. Issues

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• D. Sales Territories
• Need for, Size, Design, Coverage
• E. Sales Quotas

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• 2. Implementation
• A. Recruiting and Selecting
• B. Training
• C. Motivation/Leadership
• D. Compensation and Incentives

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• 3. Control-Evaluation
• A. Sales Analysis
• B. Cost Analysis
• C. Behavior Analysis

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• Behavior Based versus Outcome Based
• Behavior Based Control System
• 1. Control come from supervision
• 2. Narrow Span of Control/ hi contact
• 3. gt of fixed compensation

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• Outcome Based
• 1. Control comes from compensation
• 2. Wide Span of control
• 3. gt of incentive compensation

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Overview

• Strategy
• 2. Goals
• 3. Job Requirements/Role
• 4. Organization
• 5. Recruiting/ Training
• 6. Motivation/ Compensation
• 7. Evaluation/Control

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• Trends in Sales Management
• 1. Transactions to Relationships
• 2. Individual to Teams
• 3. Volume to Productivity
• 4. Management to Leadership
• 5. Local to Global
• 6. Technology