Presented by: Varun Sharma Varun Thirani Vivek Verma Yuki Jain

Fast growth opportunities Measurable performance Opportunity to Build wide network/ relationship Helps Build emotional intelligence Opportunity to gain Industry knowledge Inter Personal Skills More scope to enrich in all job functions Generally turn to be good in HR Personality becomes aggressive

Non performance easily identified Some tend to remain just good salesmen First to take the brunt of Non Performance

Is good at:

Planning Building and Maintaining effective Organization Control and Monitoring Implementation Achieving end Result

Achieve Targeted Sales Contribute to Profit Maintain Growth

Demand > Supply

Buyer Seek Sellers

Single individual supervised all phases of business

Manufacturing had Higher Importance

Mass Production Commenced

New Markets to be found

Specialized Departments for Personal Selling

Competition Forced it further

MARKETING

Sales

Market Research

Credit/ Collection

Traffic / Shipping

Advertising

Sales Promotion

Export

Merchandising

Planning, Direction and Control of Personal Selling including

       

Recruitment Selecting Equipping Assigning Routing Supervising Paying Motivating

The Above activities are related to Personal sales force Sales and Marketing Dept work together Sales is both an Operational and Executive function

Sales - Cost of Sales = GROSS PROFIT Gross Margin - Expenses = NET PROFIT
Hence Sales has a Direct Influence on the

Profitability Any impact on Sales speaks on the Profit Directly

Situation Growth in Sales with Higher Growth Expenses Solution Maintain Sales growth but shrink Expenses No result- shrink both Sales and Expenses Catch At times Sales Organization get blind to expenses in sight of Sales Volume

What do they coordinate ?

Coordinate different order getting methods Minimize the possibility of cross purposes of each order getting department Coordinate the organizational units under their control. All subordinates affected by a decision are consulted in advance and participate in making it. (Democratic Administration)

Secure a marketing program

 appropriate for market conditions  Reflects probable contribution of sales force

Determine the elements(personal selling, advertising) that make up the marketing program and apportion the relative amount of each. Coordination to lay out specific programs for achieving predetermined sales, profit and growth.

What should be coordinated?

 Personal-selling efforts  Advertising  Display  Other promotional efforts

Create middlemen (dealers) Persuade them to stock Create market pull for them to stock Co ordinate between company and dealer for promotional work Establish dealer identity among end users Protect the interest of the company and the dealer Share promotional Cost and Risk with dealer

Field Sales Personnel integrate every phase and segment of the promotional programs of distributors and dealers. Successful market introduction of a new brand is a severe test of the mettle and the level of competence possessed by all members of the marketing management team, including sales executives.

What is the present performance level? How did we achieve the present level? Where are the trends for future? How do we get to the target?

Fix upper and Lower limits of performance Analyze factors like

Area Market Potential Salesmen skills Assignment base Past performance Future objective Cost of Sales while fixing range of performance
      

Identify the relevant information needed Avoid duplication Establish periodicity and time schedule for information gathering System for action plan based on information.

Compare results with Target / Standard Question and analyze more than standard variation Consider influences out of control

Provide Directions on more effective way Guide/ Train Install Procedures & Practices to control

Rework on Standard if unrealistic Relook at the policies and procedures Identify gaps in Planning

More effective in smaller organizations Should have a feel for the pulse of business Able to quickly put you finger on the problem Be in close touch with market

For larger organizations Have written practices and sales policies Build authority for changing With exceptions makes changes

Study all influencing factors prior to policy formulation Consider Intangible factors as well Review periodically

Amend based on:

 Market response  Uncontrollable environment changes.  Acquire more information

In case of new product, changes are more likely to happen due to unknown factors

Fix sales volume target based on market forecast Monitor periodically

Review based on:

 Industry sales trends  Activities of Competitors  Market share percentages  Govt Policies

Control of Sales, Expenses, Margins and hence profit Individual profit and loss statement can be made for
   

Territories Products Marketing Channels Class of Customers

Estimating Devices like

 Standard Costs of Distribution.

Install review system and control Sales , Expenses and hence, Gross Margin Take timely corrective action regarding the soft points in Sales performance.

A de-centralized decision making Senior Management pitches in when situation is not manageable. Time is the factor Train and empower hierarchy down the line for decision making