INDIVIDUAL INTEGRATED

PRESENTATION
STAGE – II INTAKE – II 2018
Prepared by: K.Nironjan
0000032364
National Diploma in Sales
Management
Sri Lanka institute of
Marketing
(Colombo )
 UDUNUWARA TEA ESTATE
The produce of the Udunuwara Tea Estate
largely consumed by the Europe and
Middle East consumers, but the MD /
Chairman decided that it is high time to
capture the local market. The board of
directors has given the consent to market
Udunuwara Tea in local market.
 TERRITORIAL SALES FORCE
STRUCTURE
Advantages
Sales person can adapt with local conditions.
Intensive market coverage.
Sales person can manage and control easily.
Problem of customers can handled speedy
and adequately.
 UTE SALES FORCE STRUCTURE
CEO

SALES MANAGER

KEY ACCOUNT
MANAGER

AREA MANAGER AREA MANAGER AREA MANAGER

6 SALES REP 6 SALES REP 6 SALES REP

 STAFFING PROCESS
• Estimating manpower requirement
• Recruitment
• Selection
• Placement and Socialization
• Training and development
 JOB DESCRIPTION
 Job title - Sales Executive
 Primary Objective - Turnover the target to the year.
 Secondary Objective - Achieve market share, achieve
distribution number, maintaining customer relationship,
 Reporting authority-ASM & RSM
 Duties and responsibilities - Arrange the self-display,
collect the information of stock
Key account situation, collect
manager
payment and pay attention to the customers complains,
make customer relationship.
 Performance criteria - actual sales vs. Target sales actual
calls a day vs. Target calls a day.
 Remuneration - Salary is Basic + Incentives + Allowances
 JOB SPECIFICATION
 Job title – sales executive
 Age Requirement – 22 to 27 years
 Only for the male candidates
 Valid driving licensee
 Should have A/L 02 passes in commerce sub
 Should have 02 - 03 years’ experience in similar
capacity
 Should have good speaking and writing ability –
Sinhala /English
 Should have be a good team worker.
 UTE FORECASTING METHODS
01 . Delphi method
02 . Jury of executive opinion
03 . Moving average method
 FACTORS EFFECTING SALES
FORECASTING
Fluctuations in business environment
Future state of economy
Political condition of the country
Market characteristics
Situational factors
Thank you