FIELD SALES

REPORT OF
CROMPTON
CONSUMER
ELECTRICALS
• Presented By: Group 6
• Upkar Pandey
• Anukriti Singh
• Sumit Anand
• Vaishali Singh
• Rahul Pandey
 SALES MANAGEMENT
TRENDS

• Technological Advancement
• Customer Relationship Management
• Opening Up More Stores
• Relationship Selling
AFFECTS ON THE ROLE
OF SALESPERSON

• Technologically smart
• Ability To retain customers
• Ability To take the complaints of the
customers promptly and professionally.
• Ability To Understand The Need Of
Customer
• Must have a good team
 Revenue Quotas
Activity Quotas
Types Of Volume Quotas
Sales Combination Quotas

Quota • Quota Which Can Be Used

By Firm Is Volume Quota &
Revenue Quota
 1. KNOW YOUR SUBJECT MATTER
2. KNOW YOUR CUSTOMER
3. KNOW YOURSELF
Designing a 4. DEVELOP A THEME
Sales
5. PREPARE YOUR SCRIPT
Presentation
6. SELECT THE PROPER VISUAL AIDS
7. CONFIDENCE
 Selling Style For The Business

PRODUCT-
CONSULTATIVE CUSTOMER
ORIENTED
SELLING ORIENTED
SELLING
 Negotiation Strategy

DEADLINE ESCALATION WELL IS DRY

DESIGNING SALES TERRITORY

Manage Territorial Coverage Geographical Control Unit

Straight Line Pattern
SALES FORCE
MOTIVATIONAL DRIVES
• SECURITY
• SENSE OF ACHEIVEMENT
• APRROVAL
• LOYALTY
• ADVANCEMENT/PROMOTIONS
• LEADERSHIP
• HUMAN BEHAVIOUR
MOTIVATIONAL
FACTOR
FINANCIAL MOTIVATION DRIVES
 COMBINATION PLAN
(SALARY+BONUS+COMMISSION)
NON FINANCIAL DRIVES
 PROMOTIONS
 PERKS
 FRINGE BENEFITS
THANK YOU