Project of Selling and sales Management

Presented By: Durgadatta Dash.

Phase 1: Sales Pitch: Introduction• Company Name: The Citizen Group

• Products: Magazines, Newspapaers

• Head quarter: Navi Mumbai

• First product: The India Reads (Newspaper)

Product Details• Magazine name : Hottest Wheels

• Language: English

• Frequency: Monthly

• Type: Automobiles

• Price: Rs.175

• Place : India, Northern and South central Asia

• Includes: A comprehensive listing of every single car and bike available and upcoming in the market to give the readers a real experience with the company’s and expert’s feedback.

Competitors• BBC Top gear• Overdrive• Auto Car• BS motoring

Target Customers:

• 1. Urban Male (Includes students, corporate employees, professionals)• 2. Age group of 20-49 years• 3. Owner of a car or bike• 4. Intending to buy a car or a bike• 5. Well-read, well-updated, well-travelled• 6. Garages and service centers• 7. Car and bike showrooms.• 8. Libraries • 9. Clubs

FAB:• Features: Contains all the details about the upcoming and new

lunched cars and bikes, Monthly edition• Advantages: Gives tips and expert advices, customer feedback and

reviews about all the cars and bikes with price at various places(major showrooms).• Benefit: Customer will get the clarity about the automobile that he is

going to buy according his choice

Phase 2 : Selling Process

Prospecting: 1. Through company’s existing database, own contacts, referrals from

existing customers.2. By distributing pamphlets at public places3. Cold calling and direct mails4. Social Media5. Public Exhibitions

Pre approach• Do a research on prospects needs, buying behaviors, characteristics • Also consider MAD (Money-Authority-Desire)• Set call objectives to gather information or to make an immediate sale• The type of pre approach viz. a phone call, a direct meet or an email that is

being decided based upon the customers.

Approach• First impression lasts long• All the salespersons are having very sound knowledge about the product• The salesperson are humble, optimistic make the customer feel free to ask

questions.

Presentation & Demonstration• Salesperson present and explain the product details, USP, FAB and about offers

to the prospect.• Here customer clear all the doubts regarding the product and the offers.• Salesperson makes the customer feel free to ask questions try to clear all the

objection regarding the products.

Trial Close: • Here if the customer is satisfied after the demonstration we directly sale the

product and close the deal.

Handling Objections: • Here customer ask as many questions as he wants and the salesperson try to

find out the hidden objections and clarify all the doubts.

Trial Close• Here if the customer is satisfied after the demonstration we directly sale the

product and close the deal.

Closing: • If the customer is satisfied then we try to close the deal and ask for make

payment. The physical appearance, the comments, the questions and comments on the product revels that it’s the time to close the deal and make the sale.

Follow Up: • Ensure the customer that he is satisfied with the products and services• Check whether he is getting the magazines at right time or not• Reminding about the renew of subscription• Give the gifts at the correct time

National Sale Manager (NSM)

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Zonal Sale Manager(ZSM)()

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Zonal Sale Manager (ZSM)

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Area Sale Manager (ASM)

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Area Sale Manager (ASM)

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Area Sale Manager (ASM)

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Area Sale Manager (ASM)

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Territory sales Officer (TSO)

TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO

ORGANIZATIONAL STRUCTURE

Roles of individuals:

Sales Managers: (National, Zonal & Area Sales Managers)

• Set targets • Assign duties according to the location , qualification and capability• Design strategies• Take care of promotional decisions• Takes sales decisions• Deal with major customers

Sales Person :( Territory & Independent sales officers, Salesmen)

• Contact potential clients, usually over the telephone but also in a face to face environment• Account management• Make the customer remind and aware about subscriptions, prizes, offers etc.• Keep accurate records of sales, contacts and deals• Always keep in touch with their clients

Recruitment (NSO & ZSO)• Top B-schools• Internal promotion• Reference • By giving adds

For TSO and SO • Tier 2 B-schools• Recruitment agencies• Walk ins• Direct recruitment

Selection Process (NSO & ZSO)• Aptitude Test • Case study discussion• Technical Interview• HR interview

For TSO & SO• Aptitude Test• Group Discussion• Personal Interview.

Training• People Management• Leadership • Decision making• Product knowledge• Dealing with customers about the subscription problems• How to approach customers• After Sales support• How to get leads and conversion of leads into sales• How to build and maintain relationship with new as well as existing

customers

Phase 4: Directing the Salesforce Operations• The company treats its people as its major asset. • Always there is rewards for the contributions and for the star performers. The

company is always for its employees in every difficult situations.

Motivational Factors: • Attractive Salary• High-quality health care and benefit programs• Financial protection in the event of illness, disability or death• Financial security for retirement• Opportunities for learning and development• Free family trips on achieving continuous targets• Provides the opportunity to do higher study to the employees• Extra travelling and phone billing allowances

Compensation Factors: • Basic Salary• Health insurance• Bonus• Incentives• Job Enrichment• Promotion• Recognition

Phase 5: Sales Planning & Control• The true value in making a forecast is that it forces us to look at the future objectively. • Conducting a sales forecast will provide the business with an evaluation of past and current

sales levels and annual growth, and allows to compare your company to industry norms• Forecasted sales : 1 lakh magazine per quarter• Factors considered at the time of forecasting: Market condition, competitors(existing &

new), sales data, customer feedback, past business, consumer earnings etc.• We follows Medium term forecasts as these have direct implication for planners.

Sales Budgeting: • Our company plans its profits based upon anticipated sales, minus the cost of

achieving those sales (which is represented in the total budget of the organization). • The cost of expected sales budget plan is based on sales quota; production;

territory; customer & selling price.

Sales quota : • In our company the quota are fixed by Individual sales target figure assigned

to each sales unit such a sales person, dealer, distributor, region, or territory, as a required minimum for a specified period (month, quarter, and year).

The objectives of the sales quota are:• To provide quantitative performance Standard• To obtain tighter sales and expense control• To motivate desired performance• Controlling Sales Persons’ activities• The methods we use for setting sales quota are: Territory potential, past sales

experience, Total market estimates. Executive judgment, Sales person estimates. Compensation plan etc.

Sales Territory (For Andhra Pradesh)

Sales force Evaluation• Our Sales Department Evaluation is the only evaluation built by sales experts specifically

for sales. The Sales Evaluation looks at three critical components that make up a sales organization: people, strategies and systems.

The measures that we consider in order to evaluate our sales force are:• Sales revenue achieved during the time period• Profits generated• Sales per potential account• Sales revenue as a percentage of sales potential• Numbers of orders• Sales to new customers• Number of new customers• Numbers of calls made • Calls per potential account• Number of calls on prospects

THANK YOU……….