SALES MANAGEMENT

JUNE 28, 2010

 SALES MANAGEMENT
Organization Goal

R&D Human Resources

ORGANIZATION

SALES
FORCE

Service
Capabilities Financial Resources

Production/
Supply chain
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Embrace Risk

Well-defined products& markets New Product / Concept

Strong Infrastructure New Business
Close management interaction RESISTERS EXPLORERS New Market
Undefined Market / Products
Minimal Infrastructure

Shirk Action Action Oriented

Regimented sales environment Well defined markets

Well-defined scripts SURVIVORS HUNTERS
Stable support infrastructure
Predictable Markets
Predictable environment

Seek Security
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GOAL

PROCESS

ACTION RESULTS
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RESULTS
HARD WAY
FEATURE FUNCTIONS

Some Sales
CREATING VALUE PROPOSITION
PRODUCT
FOUNDATION BLOCKS
More Sales
Increase Sales Revenue

SMART WAY Decrease Expenses

Senior
Increase Productivity Management
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T 10 FORMAT TO WIN THE MATCH
HIGH ENERGY: Prospects respond to energy & gravitate to it
FOCUS: Passion for selling

FEARLESS: If anyone can, I can. Fortune favours the brave

URGENCY & PERSISTENCE: Procrastination works for competitor

POSITIVE ATTITUDE: Decide & success is yours

COMMUNICATORS: Prospects respond to energy & gravitate to it
KNOWLEDGE: Product, market, competition, technology
EFFICIENT : Delegate the routine, collect money in time to chase sales
LEADERS: To be ahead, to take the lead to lead.

BALANCE: To be in control and work in harmony without stress

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SALES CAREER –
INTERNAL REWARDS/ INTRINSIC

GRATIFICATION

SATISFACTION:

FULFILLMENT

MEANINGFULNESS

PEACE OF MIND

HAPPINESS

SECURITY

CONFIDENCE
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SALES CAREER-
EXTERNAL REWARDS/ EXTRINSIC REWARDS

MONETARY

RECOGNITION:

RESPECT

PRESTIGE

GOOD LIFE
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SALES – SUCCESS STRATEGIES

RELATIONSHIP STRATEGY: Thru healthy relationship – product

service, training, develop trust, mutual respect
DOUBLE-WIN STRATEGY:
WIN-LOSE PEOPLE WIN-WIN PEOPLE
See the problem Help other solve problem
Fix the problem Fix what causes the problem
Let life go on as is Make things good for self & others
Live in the past Learn from past, live in present, goals …
Makes promises only Commitment to self & others, honor them
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SALES – HARD Vs. SOFT SELL STRATEGY

HARD SELL SOFT SELL

Concern for self Concern for customer

Canned presentation Interactive

Talking Listening – observing

Pushing the product Providing buying opportunities

Presenting features Presenting benefits

Advocating without acknowledging Acknowledging needs

 RETAIL ING
SITE SELECTION APPROACHES
DESTINATION APPROACH PARASITIC APPROACH

Harvard Professor Malcolm Mcnair’s Wheel of Retailing

INNOVATION
New retailer
Low Prices, Low
Margins, limited
product lines

TRADING UP
VULNERABILITY
Responds to competitive pressure
In trading up, Innovator leaves gap
Innovator opens fancier stores,
at lower end of market for new
expends product lines & raises
plow price entrants
prices & profits
Competition or opponent?

Demand?

Market Condition?

We ourselves are our biggest obstacles …

Courage is almost a contradiction in terms.

It means a strong desire to live, taking the form of readiness to die

- GK Chesterton
WINNING IS AN ATTITUDE