b2b assignment no 2[1]

8/8/2019 B2B Assignment No 2[1]

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B2b Selling And Sales

Management

Group-3

Bhushan danani-03

Prateeknagar-08Badal rathod-09

Yogesh redkar-10

Manish tripathi-14

Parag talukdar-15


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What Is Sales management

Sales management is attainment of an organization's sales goals in aneffective & efficient manner through planning, staffing, training, leading

& controlling organizational resources.

Systematic Process

Formulation of sales strategy

Implementation of sales strategy

Sales force management

Sales Management Includes Sales Planning

Sales Reporting


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B2B Sales V/S Consumer Sales


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What Is Key account management

Key Account Management Include

Customer-oriented attitude

Sophisticated processing forms

Special forms of organization

Working methods and techniques

Reason For The Development Of Key Account Management

Long-term development of business relationships

Existing customers and attracting new customers

Securing the local market conditions


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Key account management Cont.


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Key account management Cont

four stages in the process and operation of key account

management

Account StrategyDeveloping a customer-account-specific sales strategy that is based

on the customers agenda of issues and needs

Relationship PlanIdentifying the key decision makers who are in the customers

power base and who make things happen, and devising

a relationship development plan to provide value to them at a

personal/social and business level


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Key account management Cont

Opportunities Management

managing the pipeline of opportunities from initial identification

to qualification and go/no-go decision and then from

pursuit/closing to final contract and engagement

Performance/Satisfaction Measurement

survey, interview and early warning flags to measure and track

your account performance and the customers satisfaction


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Negotiated Selling

A selling approach in which a salesperson attempts to produce a win-

win outcome for both parties

The approach entails the assumption of a partnership between buyer

and seller

the salesperson acting as a counselor to assist the buyer to find the best

solution to a problem


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Bidding

Bidding is an offer (often competitive) of setting a price one is willing to

pay for something

A price offer is called a bid

The term may be used in context of auctions, stock exchange, card

games

Bidding up means raising a price for an item by a series of rising bids

may be unlawful, if done by a group of persons with an interest in

raising the price


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Preparation for Bidding Know Your Customers

Maintain customer's database

Update database regularly

Maintain updates on customer's activities

Maintain frequent customer contact to gain advance knowledge

of upcoming tenders

Know Your Competition

Product information, organization structure and people

Strengths & Weaknesses

Published Price Lists

Special discounts

Marketing and Sales Strategy


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Preparation for Bidding Cont..

Preparations After Receiving Tender / Request For Quote (RFQ)

Thorough readings of tender document

Define Scope of Work and legal obligations to the contract

Understand the customer's decision making process

Understand the customers bid evaluation criteria

Identify the competition and price trends according to latest

information

Brainstorming session by key team members

Finalize your Strategy for product and pricing to be offered

Attractive presentation of bid


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Result Analysis OfBidding

Prepare competition analysis as per technical and commercial

information announced in bid opening

Evaluate the technical and commercial deviations of competition

Evaluate exclusive benefits offered by competition

Hold brainstorming session and define follow-up strategy for marketing

and sales team

Irrespective of the results, make a final analysis for future references


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Major Roles Of Sales Management

Goal Setting

Determining the goal which have to achieve

Set major organizational objectives related to production,

marketing, distribution, and other corporate functions

Planning, Budgeting, And Organizing

Develop a strategy to attain the goal

Determining the composition of the sales force

Creates a budget, or a record of planned expenses that is (usually)prepared annually

After sale force and budgeting ,organize or structure the sales force


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Major Roles Of Sales Management Cont..

Implementing

Implementation entails activities related to staffing, designing

territories, and allocating sales efforts

Allocating people to different territories is an important sales

management task

Controlling And Evaluating

Compares the original goals and objectives with the actual

accomplishments of the sales force The performance of each individual is compared with goals or

quotas, looking at elements such as expenses, sales volume,

customer satisfaction, and cash flow

To make corrections to the current strategy and sales program


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Major Roles Of Sales Management Cont..

Environments And Strategies

Goals and plans influenced by the industry orientation, competitive

position, and market strategy of the overall organization

Industry orientations are industrial goods, consumer durables,

consumer nondurables, and services

Regulation

Government regulations

Regulated by A multitude of state and federal laws designed to

protect consumers, foster competitive markets, and discourage

unfair business practices


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B2B sales process


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B2B sales process


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B2B sales process and Sales Cycle


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B2BMODEL


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After Sales Service Follow-up after the sale is just as important as making the sale

Building long-term relationships with customers allows you to leverage ormake additional use of your initial investment of time and money spentselling to that customer

Don't have to spend time prospecting, qualifying and conducting otherpre-sales activities for that particular customer again

no better advertising than a satisfied customer

Benefits of after sales services

Establish and maintain your good reputation,

Build goodwill between you customers and your business,

Generate repeat and referral business

b2b assignment no 2[1]

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