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Determine sales & market potential and forecast sales Market potential/size (industry/time) Sales potential Forecast Market Potential Sales Potential Forecast .

700 21.125 40.200 186.894 60.266 56.483 17.000 271.900 151.120 15.977 22.New project Siemens Siemens La-Z-Boy Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y y Y Y y y Y N Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y N Y Y N N Y Y N Y Y N N Y Y N Y Y Y N Y Y Y y y y y y y N Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y 50% 80% 95% 80% 70% 95% 70% 90% 90% 90% 75% 40% 60% 35% 75% 50% 50% 65% 50% 90% 95% 80% 90% 90% 50% 90% 90% 100% 80% 75% 40% 60% 35% 50% 60% 60% 65% .183 62.000 86.943 21.280 78.000 46.000 29.589 5.465 104.126 132.B/U Svr DARPA (SAIC/Hicks) EDS Praxair State of FL LDS .559 787.021 36.662 150.Servers USG .279 54.Services BAH / Centrix NG / State Near East Bureau CARE Tyco .808.473 Upside 9.613 4.342 32.943 18.000 14.000 P E C C RD% VP% Prob Adjustments Fcst 9.600 33.493 10.Deseret Mgt P&G VA .974 38.025 1.400 9.850 Q+1 10.000 93.000 439.856 37.000 59.enterprise Army: HQ Hitachi Data Systems GSK PM RESET (Aviation) Lowe/Draft Praxair VA Florida Ohio buyer GTSI CCAIG State of FL Intermec American Express Intel KPMG .000 678.900 4.500 5.000 1.software CA Dept of Justice Microsoft Sales Management topics Predicting the Future – Accurate Forecasting Current Quarter's Forecast Likely 47.000 45.250 10.600 125.410 62.218 28.265 23.405 207.987 15.803 SPAWAR-DM.794 32.000 310.trial extension SPAWAR Europe/Ivan(2) Army Corp.000 904.000 55.075 Upside 15. Of Engineers EY .480 192.500 51.389 56.893 Sales Qualifiers D D I Account Closed 248.000 22.Infrastructure (Albany NY Buyer) Shell .076 46.417 65.000 78.Rep eCommerce Inside Sales Salva McPartland Black Okada Okada Foster Marcus Wilson Smith Black Tyre Foster Marcus Shartzer Shore Manniso Tyre Smith Salva McPartland Salva Shartzer Shore Salva Shore Foster Manniso Hommes & Process (Fr) Marcus Edginton Tyre Wilson McPartland Marcus Foster Foster Boyd Army: Stryker 125th TF Olympia KPMG .

targeting is equivalent to segmentation. Strategy 3: Customer retention Because advanced technology enables suppliers to track the progress of an enquirer or customer. Strategy 2: Pricing In line with the classic marketer’s approach. However. . • lifestage (status of relationship between supplier and customer: active/lapsed/ dormant customer/months since last purchase). • elevate perceived quality. A segmentation/targeting strategy may be based on any or all of the following: • value (high or low consumption. customer profitability will be determined by: • the cost of acquisition. • establish price premiums. type of products/services purchased).Strategy 1: Targeting To the marketer. focus is increasingly shifting from mere product profitability to the profitability of customer relationships. the following pricing strategies may be adopted: • make short-term tactical reductions. • customer preference (telephone/email ordering service. • the losses of customers or would-be customers at various key stages in the relationship. Key stages in the customer relationship could be revised as: • enquiry • conversion to customer • repeat purchase • up-trade • threatened dormancy • recovery. value of goods purchased).

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Keep pace with changes. promotion policies and procedures. Point out the advantages of an association with your company. Suggest ideas. Inform the headquarters and your supervisors. about changes and developments in your territory. Study the latest products. Be alert to new sales and merchandising ideas. reports. To your company Be proud of your association with your company. stimulate sales. Develop management abilities. . Keep accounts current and up-to-date on all company advertising and promotional activities. To your customers Work closely with decisiontakers and influencers in each account. Be prompt in handling records. trends and developments in your territory. through established channels. methods. correspondence. etc.Territory Sales Manager’s Job Responsibilities To yourself Increase basic selling skills. Maintain the company standing and standards with all customers. techniques and tips that can Cont… .

Analyse your weak and strong Report activities of the points and then think about competitors. Organise presentations to inform and save time. Inform the customers about the trends in their areas. Check demand and movement of products in the territory.Grow. good use of time. Build and maintain goodwill. Cooperate with other departments of the company. Strive to reach the best goals. Suggest the best technique for selling your products to the customers. Stimulate and maintain enthusiasm for your products. . so that you can assume greater responsibilities as opportunities permit. planning and greater awareness of opportunity. when you need it. Ask for help. Maintain the appearance and goodwill expected of a territory sales manager. Cut selling costs by economical routing. Handle complaints effectively and to the complete satisfaction of the complainants. them. Make the customers aware of the changes in the company’s policies or procedures.

Pricing Strategies .

Hard Sell Versus Soft Sell Strategy Strategies for Identifying Customers Hard Sell Concern for self Canned presentation Talking Pushing product Presenting features Advocating without acknowledging Soft Sell Concern for customer Questions for discussion Listening Providing buying opportunities Presenting benefits Acknowledging needs Cont… . .

2. 4. . Client centred selling emphasises knowledge of client.Product-centered Selling and Client-centered Selling Product-centred Selling 1. 3. Representative strives to raise client’s expectations of personal excellence. 1. Product centred selling emphasises knowledge of product. Seller puts in efforts for research and development of product. 4. 2. 3. credible source of information and service. Strategies and tactics tend to be directed more to considerations of future growth and developments in the client’s world. Selling strategies and tactics tend to be most influenced by past performances of products and competition and present situations. Representative seeks to be accepted as a reliable. Client-centred Selling Seller puts in efforts on research and development of relationship with clients.

.Simplified Model for Ensuring Customer Delight After sales service Unique selling propositioning/brand equity SUPPLY CHAIN management Customer Delight Exceeding customer expectations On time delivery Competitive price Reliability of product or service Novelty/uniqueness of product/service PROCESS management leading to customer loyalty and lasting relationship Cont… .

The Place of Selling in the Marketing Plan Contribution of the sales fuction • Analysis of current market • • • Determining sales potential Generating and selecting strategies Budgeting. implementation and control .

pull strategies Stage in the product lifecycle .The Promotional (Communications) Mix Advertising Sales promotion Publicity/public relation Personal selling Direct marketing Interactive/internet marketing Emphasis on promotional mix • • • • Type pr market Stage in the buying process Push vs.

pull strategies • Stage in the product lifecycle .Coordinating promotional efforts: the relationship between advertising and selling Money wasted in advertising? Corporate advertising – DuPont / DPOL Create broader awareness Aid to sales reps New leads to the sales force Emphasis on promotional mix • • • Type pr market Stage in the buying process Push vs.

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From sales strategies to tactics Factors influence the setting of sales strategies Overall promotional strategies Objectives in marketing plan Increase market share – increase sales by 10% Tactics Day-to-day activities of the sales function Unexpected Short-term Fine tuning of sales results Importance shouldn't be underestimated! .

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nestle) Repeatedly buying same product (B2B) – example? Coke – 2 suppliers Read ……. .Brand / Supplier loyalty Repeatedly buying same product (B2C) – example? (Lipton.

How to Add Value Through Direct Selling Create direct selling process Choose suitable time for demo and pitch Identify the customer Make appointment with customer Ensure product Performance at demo Close deal quickly Follow up sale with prompt service Ensure increase in customer value Is the process clearly structured? Yes Yes No Is salesman empowered to be flexible? Yes Cont… . .