SALES MANAGEMENT IN IT

INTRODUCTION TO IT INDUSTRY
IT-

Software Business process outsourcing (BPO)

ITeS

ITIT-

Hardware and peripherals
Education

SEGMENT WISE MARKET SHARE

SALES MANAGEMENT PRACTICES
 Understand

and develop customer needs.  Develop trust in the client relationship  Know your customer  Full knowledge of capabilities and customer applications and the ability to bring to bear internal or external resources in service to the customer  Manage competitive threat over the course of an opportunity pursuit

SALES MANAGEMENT PRACTICES
 Accountability
 Coaching  Motivating

 Recruiting
 Growing

the Sales Force Personally

Lead Generation

Preparation of sale

IT Sales Cycle

Meeting the customer • Introduction of our Company • Presentation of the products and offerings

Closing

Follow up

CHALLENGES IN IT SALES
know enough about the customer's business analyze the political structure and align with those who have the greatest influence on the decision competitive dimension

learn to identify the strategies
most attractive solution

SALES HIERARCHY
ALL INDIA SALES MANAGER REGIONAL SALES MANAGER AREA SALES MANAGER

SALES REPRESENTATIVE

ROLES AND RESPONSIBILITIES
 Procuring

business  Maintaining business relationships with clients  Sustaining a high level of customer service  Managing requests for quotes (RFQs)  Overseeing all submittals

COMPENSATION MANAGEMENT
 ESOP’s

or Employee Stock Options plans  Transportation  Medical allowance  Allowances for furnishing one’s house.  Group medical insurance.  Recreational allowances

SALES PERSONNEL EVALUATION
Set sales force objectives & determine sales strategy Set performance standard

Measure results & compare with standards

Take action

TWO MAIN TYPES
Quantitative criteria
number of new customer obtained  sales volume,  average sales calls per day,  gross profit  by product/customer,  sales orders.

Qualitative criteria
characteristics,  Behaviour  results of salesperson which can't express in number and the quality of these criteria may depend on subjective evaluation of reviewer.

SALES EVALUATION
Input based system system Output based

RESULTS BEHAVIOUR

Calls Reports Complains Demonstrations Dealer meetings Display setup Travel expense

SALES EVALUAT ION

Sales revenue Sales growth Sales/Quota Sales/potential New accounts Contribution margin Contribution percentage

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