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2. Relationship strategy
Buyers and sellers, particularly in business markets, have some kind of business (or
working) relationships. These relationships have a range or variety such as:
a. Transactional Relationship
Transaction-oriented customers show less loyalty to a particular supplier. They
switch suppliers for lower costs. Sales managers would consider such customers
for transactional relationship.
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c. Collaborative Relationship
In collaborative relationship between a buyer and seller, the aim is to build long
term, and mutually satisfying relations. The foundation of collaborative
relationship is commitment and trust. Both the buyer and the seller should accept
that the collaborative relationship is so important that it deserves maximum
efforts to continue with it.
3. Selling Method
Sales people should use different selling method to suit different relationship
strategies. These are:
1. Stimulus response method
2. Formula method
3. Need-satisfaction method
4. Team selling method
5. Consultative selling method
1. Channel Strategy
A strategic issue in the sales strategy is to select an appropriate channel ( also
called marketing channel, distribution channel) and for covering selling efforts, it is
called sales channel. Sales managers should ensure that accounts (or specific
customers) and group of customers receive effective and efficient sales coverage.
The various sales channels available to firms for covering selling efforts to individual
customers are:
● The company sales force
● Industrial distributors or dealers
● Manufacturer’s representatives or agents
● Telemarketing
● The internet
● Brokers or commission merchants
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1. DELPHI METHOD
This method is similar to the executive opinion method. The difference is that
members of expert panel do not meet or discuss in a committee. The procedure
includes selection of panel of experts from within and outside the organization.
1. DECOMPOSITION METHOD
In this method the company’s previous periods sales data is broken down (or
decomposed) four major components, such as trend, cycle, seasonal, and
unpredictable events.
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1. NAIVE/RATION METHOD
This method is a time series method of forecasting, which is based on the
assumption that what happened in the immediate past will continue to happen in
the immediate future.
1. REGRESSION ANALYSIS
This is a statistical forecasting method that is used to predict sales, called as
dependent variable “y.” The company then identifies causal (cause and effect)
relationship between the company sales and the independent variables (or
factors), which influence the sales.
HOW TO IMPROVE FORECASTING ACCURACY?
Sales forecasting is an important and difficult task. It is, therefore necessary to
understand some guidelines that help in improving the accuracy of the sales forecast.
These are:
1. Use Multiple Forecasting Methods
Companies use two or three forecasting methods to ensure high level of accuracy
and to gain confidence.
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SALES BUDGETS
What is sales budget?
● A sales budget consists of estimates of expected volume of sales and selling
expenses.
● Sometimes sales budget is based on the sales forecast.
● Sales budgets are generally set slightly lower than the sales forecast to avoid
excessive risk.
● Sales budget includes a detailed estimate of sales revenue as well as selling
expenditure.
The sales volume budget, which is derived from the sales forecast, is broken down into
a. Product-wise quantities – the average selling price per unit and sales revenue
b. Territory-wise quantities – to be sold and sales revenue
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The selling expenditure budget consists of the selling-expense budget and the sales
department administrative budget.
The selling-expense budget includes expenditures for personal selling activities such
as the salaries, commissions, incentives and other expenses for the sales force. Any
plans for increase in numbers of salespeople must also be included in this budget.
The administrative budget of the sales department should include the salaries of
territory sales, managers, sales supervisors, their secretaries and office staff. The
budget should also include operating expenses like rent, power, supplies, and office
equipment.
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