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Vinoth K, Roll No - A050 - Sales Management
Vinoth K, Roll No - A050 - Sales Management
Management
Assignment
VINOTH K
Roll No: A050
CONTENTS
S NO
1
2
3
4
5
6
7
PARITICULARS
Sales Management
Selling Management
Organizational Structure
Incentive System
Territory Management
Controls
Suggestions
1. Sales Management:
The sales management meant management of all marketing
activities, including advertising, sales promotion, marketing
research, physical distribution, pricing, and product
merchandising.
Job security
Working Conditions
Opportunities to succeed
Sales contests increase sales.
Symbolic awards--plaques, rings etc.
and need or will to buy and power to pay. There are different ways
to identify the prospects like
Cold Calling
Acquaintance of Reference
Center of Influence
Personal Observation
Direct mail / Telephone
Company records
Newspaper
Yellow Pages,
Clubs, Associations address book, Etc.,
Preapproach (Preparing)
Pre-approach is the second step in the selling process which
emphasizes that the salesman should know the likes and dislikes,
needs, preference, habits, nature, economic and social status of
his prospect clients. It helps present the presentation to meet the
prospects needs.
Closing
Need to be prepared to close at any time. The following are
popular closing techniques:
If prospect says no, they may just need more reasons to buy.
Following Up
Must follow up sale, determine if the order was delivered on time
etc. Also helps determine the prospects future needs.
Accomplishes four objectives:
Customer gain short term satisfaction
MD & CEO
ED FINANCE
ED International
Banking
Group
ED Wholesale
Banking
ED - Retail
Banking
SGM
RBH
ZH
RHS
RHS - CA
RHS CASA
RRM
CBM
RSM
RHS Asset
Branch
Manager
DBM
SM
VB
(CSO / CSM /
Teller)
PB
Notes:
SO CA
SO SA
FSC
RM BLG
RM Trade
Cross-functional movement:
ICICI Bank also encourages cross-functional movement, enriching
employees knowledge and experience and giving them a holistic
view of the organization while ensuring that the bank leverages
its human capital optimally.
Leadership Development Programmes:
ICICI Bank also has a structured process of identifying and
developing leadership potential.
Special programmes on functional training and leadership
development are conducted to build knowledge as well as
management ability
5. Territory Management:
A sales territory comprises a group of customers or a
geographical area assigned to a salesperson.
The territory may or may not have geographical boundaries.
Typically, however, a salesperson is assigned to a geographical
area containing present and potential customers.
Assigning sales territories helps the sales manager achieve a
match between sales efforts and sales opportunities.
My Territory:
Palayapalayam,
Suthanandhan Nagar,
Indhu Nagar,
Postal Nagar,
Diamond Nagar.
Catchment 2:
This catchment is a residential area. Many opportunities available
for House hold products.
So I will assign a Sales officer to this catchment.
Muthampalayam,
Surampattivalasu,
Catchment 3:
This is a residential area. Posh locality, full of high net worth
individuals. Highly potential area for House hold products and
investment products.
Since its a high potential area, I will assign a Privilege Banker to
cover this area.
Kumalankuttai,
Teachers Colony,
Catchment 4:
This is a industrial area, here more opportunities for Current
Accounts, Trade Business, Business Loans.
So I will assign a Current Account Sales officer with Asset
Relationship Manager.
Sales Manager will be the Key Relationship Manager for the Bigger
Corporates available here.
Nanayanavalasu,
Sampath Nagar,
Veerappamchatram.