Full professional sales training - Effective sales techniquesFull description
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Full description
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Full description
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Digest, CasesFull description
Deskripsi lengkap
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Sales in sales.Full description
(3)sales
Meningkatkan Penjualan dengan Sales Force yang berkinerja optimal.Full description
Reviewer on Sales. Based on the Book of Paras (Book 5).Full description
Reviewer on Sales. Based on the Book of Paras (Book 5).
salesFull description
Controlling the salesforce
Sales
Force Expenses
Typical reimbursement ±Legitimate sales expenses -Travel -Meals -Lodging -Entertainment of customers -Telephone Expenses Plan = compensation plan
Sales
Force Expenses
Effective expense plan :-Fair to the salesperson -Neither gain nor lose
-Fair to the company -Eliminate padding of expenses by the S.P
-Simple and economical to administer -Reports / forms to be precise
Sales
Force Expenses
Effective expense plan :-Allow difference in travel expenses -A class cities and B class cities
-Reimbursement without much delay -Tour advance and later settlement
4
Types of Expense Plans
The salesperson pays all expenses :-compensated by straight commission -Paid a little higher -No cost of administration -Non selling activities have no direct control -Reports, intelligence
-SP is non answerable for expenses
-The company pays all expenses (unlimited payment plan) -Honour system -No limit (total / individual items) - against actuals
-+Free from psychological anxiety about expenses --Vehicle for padding expenses
-The company partially pays expenses (limited pay plan) -Rs. 1000 for room and food each day ± stay away overnight -Rs. 150 for lunch / dinnerRs. 700 for lodging & Rs. 75 for breakfast
4
Types of Expense Plans
-The company partially pays expenses (limited pay plan) -Lump sum ( Weekly/daily) -Rs. 1000 for room and food each day ± stay away overnight
-Limited amount itemised -Rs. 150 for lunch / dinnerRs. 700 for lodging & Rs. 75 for breakfast
-+ expenses can be forecasted --Inflexible --Unusual expenses -Explanatory note
--Padding can happen
Types of Expense Plans -combination plan ( expense-quota plan) -Limited / unlimited plans -Food& lodging/ travel cost
-Expense-quota plan -2% of net sales -Rs. 10,000 set for a month since expected monthly sales is Rs. 5,00,000
-Mgmt has control on selling expenses -SP have flexibility
Marketing
Audit
-A comprehensive, periodic & systematic examination of a company¶s marketing environment, objective, strategies and tactics with a view to find out opportunities and problems and recommend and action plan to improve the company¶s marketing performance.
Marketing
Audit
-Average US corporation -Loses half of its customers in 5 yrs -Half of its employees in 4 yrs -Half of its investors in less than 1 yr
WEAKNESS Time consuming Difficult Expensive
Marketing
Audit
-Covers total marketing system -Sales mgmt function -Sales Force Audit
-Physical distribution dept
Sales
force audit (SMA)
-A periodic evaluation if goals are achieved -Objective -Outside consulting firm -Another functional area
THE PROCESS What happened
why it happened
What to do about it
Sales
force audit (SMA)
THE PROCESS What happened
why it happened
What to do about it
Compare actual performance with goals or targets Eg : Actual performance on sales @ the end of first quarter of the year is Rs. 90 million against sales goal Rs. 100 million ±ve variance Rs. 10 million
Sales
force audit (SMA)
THE PROCESS why it happened
What happened
What factors brought ±ve variance
Marketing mix ?
Sales
people ?
Sales
managers ?
What to do about it
Sales
force audit (SMA)
THE PROCESS why it happened
What happened
What to do about it
Corrective action to solve the problems Overcome Leverage
harmful
favorable conditions
Situation analysis Customer services not as per customer expectation
Evaluation of Effectiveness of Sales organisation THE PROCESS Effectiveness of a sales organisation
WHEN A SALES TAKES PLACE ± ORDER RECEIVED ? SHIPPED(& INVOICED) OR PAID FOR
All levels in the sales organisation SALES ANALYSIS
National level sales organisation Regional Level Branch /
District level
Territory level Individual customer level
Different
types of sales
Total sales of the company By type of products By type of distribution channels By type of customer classifications By size of the orders
Different
types of Analsysis
Comparisons with sales quota Comparisons with previous periods Comparisons with industry / competitiors Comparisons within sales organisation Comparisons with sales forecasts
Sales
Analysis
WHEN A SALES TAKES PLACE ± ORDER RECEIVED ? SHIPPED(& INVOICED) OR PAID FOR
Examining Sales volume -By territory -By SR -By Customer -By product line
:
Sales
Sales analysis by territory
Analysis
:
Territory
Quotas
Actual
Performance as % of Quota
East
1650
1700
103%
West
1500
1500
100%
North
1780
1740
98%
South
1700
1840
108%
Sales analysis by SR : North
SR
Quotas
Actual
Performance as % of Quota
Sharma
190
186
98%
Sadhu
230
234
102%
Singh
220
218
99%
-
212
220
104%
-
216
214
99%
-
220
224
102%
Rajan
260
212
82%
Reddy
232
232
100%
1780
1740
98%
Sales
Sales analysis by product line
Analysis
:
Shri Rajan, SR¶s Sale by product line
Product line Quotas
Actual
Performance as % of Quota
Anitbiotics
44
46
104%
Anti-inflamm
56
56
100%
Antacid
60
12
20%
Antidiabe
52
50
96%
Ointments
52
50
96%
260
212
82%
Sales
Analysis
Sales analysis by customer : Shri Rajan, Customerwise performance for antacids
