Determine sales & market potential and forecast sales Market potential/size (industry/time) Sales potential Forecast

Market Potential

Sales Potential Forecast

Rep eCommerce Inside Sales Salva McPartland Black Okada Okada Foster Marcus Wilson Smith Black Tyre Foster Marcus Shartzer Shore Manniso Tyre Smith Salva McPartland Salva Shartzer Shore Salva Shore Foster Manniso Hommes & Process (Fr) Marcus Edginton Tyre Wilson McPartland Marcus Foster Foster Boyd

Army: Stryker 125th TF Olympia KPMG - Services BAH / Centrix NG / State Near East Bureau CARE Tyco - software CA Dept of Justice Microsoft

Sales Management topics Predicting the Future Accurate Forecasting

Current Quarter's Forecast Likely 47,250 10,000 1,808,559 787,000 439,480 192,465 104,000 93,417 65,000 59,000 46,125 40,000 22,943 21,893 Sales Qualifiers D D I Account Closed 248,405 207,900 151,662 150,000 78,183 62,894 60,266 56,389 56,279 54,856 37,021 36,794 32,218 28,265 23,977 22,943 18,483 17,987 15,120 15,000 14,075 Upside 15,000 678,000 310,126 132,600 125,000 86,000 55,000 45,850 Q+1 10,000 P E C C RD% VP%

Prob Adjustments Fcst 9,025 1,000 904,280 78,700 21,974 38,493 10,400 9,342 32,500 5,900 4,613 4,589 5,473 Upside 9,000 271,200 186,076 46,410 62,500 51,600 33,000 29,803

SPAWAR-DM,B/U Svr DARPA (SAIC/Hicks) EDS Praxair State of FL LDS - Deseret Mgt P&G VA - Infrastructure (Albany NY Buyer) Shell - trial extension SPAWAR Europe/Ivan(2) Army Corp. Of Engineers EY - enterprise Army: HQ Hitachi Data Systems GSK PM RESET (Aviation) Lowe/Draft Praxair VA Florida Ohio buyer GTSI CCAIG State of FL Intermec American Express Intel KPMG - Servers USG - New project Siemens Siemens La-Z-Boy

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50% 90% 95% 80% 90% 90% 50% 90% 90% 100% 80% 75% 40% 60% 35% 50% 60% 60% 65%

Strategy 1: Targeting To the marketer, targeting is equivalent to segmentation. A segmentation/targeting strategy may be based on any or all of the following: value (high or low consumption, value of goods purchased); customer preference (telephone/email ordering service, type of products/services purchased); lifestage (status of relationship between supplier and customer: active/lapsed/ dormant customer/months since last purchase). Strategy 2: Pricing In line with the classic marketers approach, the following pricing strategies may be adopted: make short-term tactical reductions; establish price premiums; elevate perceived quality. Strategy 3: Customer retention Because advanced technology enables suppliers to track the progress of an enquirer or customer, focus is increasingly shifting from mere product profitability to the profitability of customer relationships. However, customer profitability will be determined by: the cost of acquisition; the losses of customers or would-be customers at various key stages in the relationship. Key stages in the customer relationship could be revised as: enquiry conversion to customer repeat purchase up-trade threatened dormancy recovery.

Territory Sales Managers Job Responsibilities

To yourself
Increase basic selling skills. Develop management abilities. Keep pace with changes, trends and developments in your territory. Study the latest products, promotion policies and procedures. Be alert to new sales and merchandising ideas.

To your company
Be proud of your association with your company. Maintain the company standing and standards with all customers. Inform the headquarters and your supervisors, through established channels, about changes and developments in your territory. Be prompt in handling records, reports, correspondence, etc.

To your customers
Work closely with decisiontakers and influencers in each account. Point out the advantages of an association with your company. Keep accounts current and up-to-date on all company advertising and promotional activities. Suggest ideas, methods, techniques and tips that can Cont . stimulate sales.

Grow, so that you can assume greater responsibilities as opportunities permit.

Maintain the appearance and goodwill expected of a territory sales manager.

Cut selling costs by economical routing, good use of time, planning and greater awareness of opportunity.
Check demand and movement of products in the territory.

Inform the customers about the trends in their areas.

Handle complaints effectively and to the complete satisfaction of the complainants. Suggest the best technique for selling your products to the customers. Organise presentations to inform and save time. Make the customers aware of the changes in the companys policies or procedures.

Analyse your weak and strong Report activities of the points and then think about competitors. them. Strive to reach the best goals. Ask for help, when you need it. Cooperate with other departments of the company.

Stimulate and maintain enthusiasm for your products. Build and maintain goodwill.

Pricing Strategies

Hard Sell Versus Soft Sell Strategy

Strategies for Identifying Customers

Hard Sell Concern for self Canned presentation Talking Pushing product Presenting features Advocating without acknowledging

Soft Sell Concern for customer Questions for discussion Listening Providing buying opportunities Presenting benefits Acknowledging needs

Cont .

Product-centered Selling and Client-centered Selling

Product-centred Selling 1. 2. 3. Seller puts in efforts for research and development of product. Product centred selling emphasises knowledge of product. Selling strategies and tactics tend to be most influenced by past performances of products and competition and present situations. Representative seeks to be accepted as a reliable, credible source of information and service. 1. 2. 3. Client-centred Selling Seller puts in efforts on research and development of relationship with clients. Client centred selling emphasises knowledge of client. Strategies and tactics tend to be directed more to considerations of future growth and developments in the clients world. Representative strives to raise clients expectations of personal excellence.

4.

4.

Simplified Model for Ensuring Customer Delight

After sales service Unique selling propositioning/brand equity

SUPPLY CHAIN management

Customer Delight

Exceeding customer expectations

On time delivery
Competitive price Reliability of product or service Novelty/uniqueness of product/service

PROCESS management

leading to customer loyalty and lasting relationship

Cont .

The Place of Selling in the Marketing Plan

Contribution of the sales fuction Analysis of current market

Determining sales potential

Generating and selecting strategies Budgeting, implementation and control

The Promotional (Communications) Mix

Advertising Sales promotion Publicity/public relation Personal selling Direct marketing Interactive/internet marketing Emphasis on promotional mix

Type pr market
Stage in the buying process Push vs. pull strategies Stage in the product lifecycle

Coordinating promotional efforts: the relationship between advertising and selling

Money wasted in advertising? Corporate advertising DuPont / DPOL

Create broader awareness

Aid to sales reps New leads to the sales force Emphasis on promotional mix Type pr market Stage in the buying process Push vs. pull strategies

Stage in the product lifecycle

From sales strategies to tactics

Factors influence the setting of sales strategies Overall promotional strategies

Objectives in marketing plan

Increase market share increase sales by 10% Tactics Day-to-day activities of the sales function Unexpected Short-term Fine tuning of sales results

Importance shouldn't be underestimated!

Brand / Supplier loyalty

Repeatedly buying same product (B2C) example? (Lipton, nestle) Repeatedly buying same product (B2B) example? Coke 2 suppliers

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How to Add Value Through Direct Selling

Create direct selling process Choose suitable time for demo and pitch

Identify the customer

Make appointment with customer

Ensure product Performance at demo

Close deal quickly

Follow up sale with prompt service Ensure increase in customer value

Is the process clearly structured? Yes Yes No

Is salesman empowered to be flexible?

Yes
Cont .