SPEECH

SLIDE 1: INTRODUCTION
• The aim of this paper is to analyze sales management in an automobile
company. In this regard, I chose Tesla, Inc., the first company established
for the purpose of producing only electric vehicles.
In the first chapter I analyzed at a theoretical level the fundamental principles of
sales. The most common view on the role and nature of selling is that its purpose
is to make a sale.
This implies the use of a set of skills, principles, techniques and covering a large
range of selling task types.
Almost every person made a sale at some point, whether it was a sale made as a
salesperson, or whether it was to sell a good that he no longer needed.
Even when we go to work, regardless of the field of activity, we sell our time,
knowledge, experience to the company that we work for.

SLIDE 2: THEORETICAL ASPECTS OF SALE

To sell means to convince someone, to determine them from close to close
to react as the seller wants. The seller represents any person whose profession
involves contact with the buyer. The seller can be a sales agent, real estate agent,
classic agent, sales manager or even the entrepreneur in his position as owner.
Whatever the company, the object sold or the customer, the sale is based
on the following fundamental principles:
a. The sale starts from the real interest for the buyer (empathy);
b. The sale is built on dialogue;
c. The sale is completed in a climate of trust.
The fundamental purpose of the sales process is to maintain the current
activity and to find new customers.
 SLIDE 3: SALES MANAGEMENT - IBM MODEL & AIDAS
- know of the customer’s needs
- The communication between the two partners is based both on the
transmission of information from both sides, but especially on listening to
the wishes and needs of the customer.
IBM Model:
- Each customer must be treated personally
- Each potential customer has a certain distinct personality.
- The seller must adapt to customer behavior and requirements.

AIDAS:
Most buying-selling transactions happen between participants who know each
other and who are familiar with the services or products being considered
What the model withholds is the recognition of the buyer’s need
The model could thus encourage inexperienced salespeople to “assault” the
prospect with a pre-arranged “spiel” inappropriate to the necessities or desires
of the buyer

The selling focuses on the needs of the seller, while marketing focuses on the
needs of the buyer.
Selling reflects the same approach, but at the level of each buyer, which makes it a
vital part of any successful marketing plan

SLIDE 4: Sales management Conceptual clarifications

Sales management is part of the general management of the company and is an
essential component of it, which has developed a lot lately to the point of
becoming an independent field that adapts the principles of general management
to the specifics of sales.
It can be defined as the process of planning, organizing, directing, staffing and
controlling the sales operations performed by the employees of a company, in
order to achieve its objectives.
 SLIDE 5: THE RELATIONSHIP BETWEEN THE GENERAL
MANAGEMENT OF THE COMPANY AND THE SALES
MANAGEMENT
In the common enterprise the production function had a priority role,
advancing as importance over other functions.
In the modern enterprise things have now changed, in most markets the
demand is exceeded by the supply.
This new field uses the general concepts of company management that develops
to the specifics of the sales activity.

SLIDE 6 - 7: SALES MANAGEMENT FUNCTIONS

The automotive industry is highly cyclical, meaning that it performs well when
the economy is in booming period and suffers when the economy is in recession.
Manufacturers constantly have to innovate due to intensified competition and
new regulatory compliances setting higher fuel-efficiency standards.
After 11 years on the market, Tesla gained its place as the world's best-selling
plug-in and best-selling battery electric passenger car manufacturer by units sold
in 2019, as a brand and also by automotive group, with a market capitalization of
17% of the plug-in segment and 23% of the battery electric segment.
Technological development, can lead to evolution in production efficiency that can
offset rise in raw material costs. Tesla has already achieved significant reductions
in battery prices that largely contributes to the total cost of the product.

SLIDE 8: DIRECT SALES MODEL

The decision to bypass the dealerships and sell cars directly to customers
constitutes a major difference between Tesla and other carmakers.
While some investors are betting on superiority of the direct sales model, others
are waiting impatiently to see whether or not Tesla will prove it successful.
Although this model increases the cost of doing business by a large amount, there
are reasons to believe that it provides Tesla with a sustainable competitive
advantage.
 SLIDE 9: ELON MUSK’S MANAGEMENT
- inability to retain senior-level employees
- The majority of other analytic papers and articles on Tesla tend to focus on
the issues associated with intensified competition in the electric vehicle
market, higher than necessary R&D and capital expenditures caused by
vertical integration, and potential failure to reach an adequate level of
manufacturing efficiency. All in all, both sets of challenges may potentially
have a negative impact on the bottom line.

SLIDE 10: SWOT Analysis

The main difference between external and internal aspects is that internal factors
can be influenced by the organization, while external factors are out of its control.

SLIDE 11: CONCLUSION

The pace at which technology is evolving during the times we live causes
automakers to rethink their sales and customer approach strategies in order to
keep pace with market trends
Today's customer has become more demanding.
He is willing to pay a higher amount to make sure he buys something of good
quality.
Today's customer wants the car he buys to make his life easier, he wants the car
to drive by its self, to park by its self and to connect completely with his mobile
phone.
the safety aspect is very important
In my opinion, the biggest challenge for carmakers of the decade that has just
begun will be to keep up with customers' sales needs and desires.
To sum up, the beginning of the next decade, the world around us will be
completely different from how we know it now, and some of the major players in
today's global economy will probably not be in the same position 10 years from
now.