Selection of Forecasting Tool

 Benson & Hedges

(Trend Projections)
 Capri Soap
(Naive Forecast)
 Oxford Sweaters & Cardigans
(Seasonal Adjustment)
Selection of Forecasting Tool
 Walls Ice Cream (All Brands)
(Moving Averages)
 Vim Dish Washer
(Major Indicators)
ORGANIZATION
ORGANIZATION (Sales)

“ Basic Management Functions of

arranging a business’s sales activities”
Organizational Principles
 Unity of Command
 Hierarchy of Authority
 Stability & Continuity
 Coordination & Integration
 Span of Control
 Centralization Vs Decentralization
 Cross-Functional Coordination
Specializing The Sales Force
 Geographic Specialization
 Product Specialization
 Customer Specialization
 Functional Specialization
Geographic Specialization

“ Salesperson is assigned to sell all

products & services to all customers
within a specified geographical area”.
Geographic Specialization

Head of Sales

H.O.S-North H.O.S-Central H.O.S-South

R.S.M R.S.M R.S.M

Lahore Khanewal Multan

Sahiwal Sargodha D.G. Khan

Product Specialization

“ It allows Salespeople to become expert

in a particular product line & selling
process”.
 Product Specialization

General Sales Manager

Sales Manager Sales Manager Sales Manager

(Health Care) (Detergents & Soaps) (Skin Care)
Customer Specialization

“ Each Salesperson sells the entire

product line to selected types of
buyers”.
 Customer Specialization

General Sales Manager

Sales Manager Sales Manager Sales Manager

(Major Accounts) (Small Business) (Institutional Markets)
Functional Specialization

“ It focuses on the jobs or functions

performed by Customer Contact
People”.
 Functional Specialization

Sales Head-Bank

GM Deposits GM Advances GM Forex

Accounts Executive Credit Analyst Forex Officers

Specialization Selection
 Petroleum Industry
 Airline Industry
 Publishing Industry
 Banking Industry
 Car Assembling Industry
 Beverages Industry
 Computer Industry
 Specialization Comparison

Geographical Product Customer Functional

Specialization Specialization Specialization Specialization

Area Wise Offering Wise Consumer Wise Job Wise

Karachi Toothpaste Baby Care Sales

Lahore Toothbrushes Adults Maintenance

Quetta Liquid Hand Soap Women Warranty

Peshawer Deodorants Patients Parts

 Combination Organizations

NSM

Sales Manager Sales Manager Area Sales Manager

Product A Product B Lahore
Major Trends In Sales Organization
 Telemarketing
 Strategic Account Management
 Indirect Sales Channels
Telemarketing

“ The use of Telecommunications in

Personal Selling”
Telemarketing
 Direct Marketing
 Inbound Telemarketing
 Outbound Telemarketing
 Direct Marketing

“ The use of marketing approach which

bypasses the intermediaries to deliver
goods & services directly from seller to
buyer”.
 Inbound Telemarketing

“ Efforts in which potential customers

contact the selling company”
 Outbound Telemarketing

“ Efforts in which selling company contact

the prospects & customers”
 Strategic Account Management
 Involve multiple process in the buying
decision
 Central Purchases
 Require Long Term Relationship
 Needs Specialized Attention
Indirect Sales Channels

“ Independent Sales Reps used by the

company in place of its own field sales
force”
Advantages-Indirect Sales Channels
 Less Costly Then a Regular Sales Force
 Effective Way to New Markets
 Many Offer Long Term Customer
Relationships
 In-Depth Territory Knowledge
 Community Goodwill
Disadvantages-Indirect Sales Channels
 Recruiting & Selection Is Not Easy
 Not All Have the Same Capability/Skill
 Problem in Relationships With The
Organization
 Lower Level Of Control
 Same Agent Selling All Products
When To Use?
 Suitable for Small Companies with
Minimum Resources
 Cost Factor
 Varied Customer Segments Requiring
Special Attention
 New Market Or Territory
Selling Partner

“ Salespeople who are not employees but

they not only sell but also provide
technical & operating support”