SALES FUNCTIONS AND POLICIES

 Level 1:Sales Representative/Sales

Engineer/Sales Executive
 Level 2:Sales Supervisor/Territory
Manager/Area Manager
 Level 3:Regional Manager/Zonal Manager
 Level 4: (All India )General Manager
All the above are responsible for Sales in different
capacities
 ROLE OF A SALES MANAGER

 Hiring
 Training
 Coaching
 Motivating
 Setting targets and tracking results
RESPONSIBILITIES OF A SALES
MANAGER

 Recognizing and rewarding

performance
 Providing leads and sales support
 Organizing the Sales effort
 Conducting Sales meetings
 Allocation of scarce resources
 RESPONSIBILITIES OF A SALES
EXECUTIVE

 Identifying potential customers from

available Data Bases
 Prioritizing and scheduling sales calls
to prospective clients
 Deciding the selling approach-
presentation, overcoming objections
 Executing the orders
RESPONSIBILITIES OF A SALE S EXE CUTI VE

 Provide pre sales and after sales

service
 Information gathering and reporting
 Up gradation of skills
 Administrative responsibilities-Filing
call reports and expenses reports
 CROSS FUNCTIONAL
LINKAGES

 Sales and Marketing

 Sales and Manufacturing
 Sales and Logistics
 Sales and Accounts
 POLICIES IMPACTING SALES
MANAGEMENT

Policies Pertaining to Product

 Product Mix Policy-Narrow or Broader?
 Implications of adding a new product to
the existing line
 Product recall policy
 Product design policy (To accommodate
changing tastes and preferences of customers)
 POLICIES IMPACTING SALES
MANAGEMENT

Policies pertaining to Distribution

 Quick replenishment of stocks-No stock
outs
 Maintaining cordial and ethical
relationship with channel members
 Win-Win situation (commissions,
advertising support)
 POLICIES IMPACTING SALES
MANAGEMENT

Policies pertaining to Pricing

 Three general categories of products -
Substitute, Complementary and Neutral
products
Examples?
 Cannibalization effect –Maruti A-Star
cannibalizing into Maruti Alto’s share. Pricing
may have to be reviewed in such situations.
LIFE TIME CUSTOMER VALUE

 Relationship Vs Transactional marketing

 Cost of acquiring a new customer Vs
retaining an existing customer
 Life time revenue
 Life time cost
 Life time profitability
 ACCOUNTS RECEIVABLES

 A sale is not complete unless----?

 Pressure for achievement of targets should
not result in dilution of standards(sub prime
lending?)
 Receivables is very much the responsibility of
sales person
 Extending credit :market compulsion
 Assessment of credit worthiness of
customers
 ACCOUNTS
RECEIVABLES

 Secured Vs unsecured credit

 LC/Documents through bank/BG
 Fixing credit limits and monitoring
individual accounts
 Offering Cash discount
 Periodic review of debtors list
 Debtors control –one of the KRAs