sdm module master slide

832019 SDM Module Master Slide

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bull To Increase the sales Volume

bull

Contribute to Profitbull Long Term Growth of the Organisation



bull Venture Sales Manager

bull Pure Growth Sales Manager

bull Selling Sales Manager

bull Maintenance Sales Manager

bull

Turnaround Sales Manager

bull Reconstruction Sales Manager

bull Prospecting Sales Manager



bull AIDAS Model

bull Buying Formula Theory of selling

bull Behavioural Equation Theory

bull Right set of Circumstance Theory



This Theory discusses about the mental state of a

purchaser

The Factors AreNeed Recognition

Solution

Purchase



This Theory is based on Stimulus ndash Response

Model having 4 elements ndash Drive Cue Response

Reinforcement

Drive ndash Innate and Learnt Drive

Innate ndash Arise out of unmet physiological



bullHiring

bullTraining

bullCoaching

bullMotivating

bullSetting Targets and Tracking the Results

bullRecognizing and rewarding Performance

bullProviding Leads and Sales Support

bullOrganizing the Sales Support

bullConducting Sales Meeting

bull

Allocation of Scarce Resource



bullIdentify potential customers from currently availabledatabase

bullIdentifying prospective accounts and deciding upon thepriority and frequency of making calls

bullDeciding upon the selling approach

bullAdministering the sales order

bullService provider

bullInformation gathering and reporting

bullSkill up gradation

bull

Administration responsibilities



bullSales ndash Related Policies Pertaining to the

Product

Product Line Policy

bullSales ndash related Policies Pertaining to

Distribution

bullSales ndash Related Policies Pertaining to

Pricing



Classification of Accounts

Relationship Strategy i Transactional Relationshipii Value ndash Added Relationship

iii Collaborative Strategy

Selling Methodsi Stimulus Response Methodii Formula Method

iii Need Satisfaction Methodiv Team Selling Method v Consultative Selling Method

Channel Strategy



Steps of Personal Selling Process

Step-1 ProspectingStep-2 Pre-approach

Step-3 Approach

Step-4 Sales Presentation

Step-5 Handling objectionsSales resistance

Step-6 Close

Step-7 Post Sales Follow-up




Step-1 Prospecting

bullSearch for Potential Customers who wants to buy the products

bullMaking Cold calls

bullSources of Prospects ndash External Source Internal Source PersonalContacts and Misc Sources

bullExternal Sources ndash Friends relatives Social GatheringsRecreation Clubs Referral Approach Introduction Approach etc

bullInternal Sources ndash Company Records Scanning of CustomersBird Dogs etc




Step-2 Pre - Approach

bullGather the Taste and Preference of the Customers

bullPrepare Sales Presentation

bull

Techniques like Interview Approach is gathered for moreinformation

bullContact Customers for an appointment for talking with them




Step-3 Approach

bullThis is the first stage of official contact between the customer and

sellerbullSellers ask open ended questions to the buyer

bullCan give compliments to the buyer and then trigger is desire for

the product

Some methods can be used for triggering his interest arebullNon Product Related Approach ndash Referral Approach Shock Approach Intro Approach

Showmanship Approach

bullPeaking Interest Approach ndash Arousing Curiosity

bullConsumer Directed Approach ndash Question Approach Survey Approach Compliment

Approach

bull

Product related Approach ndash Showing the Product or Prospect with little or noexplanation





bullMost important stage in Sales Process ndash Explaining thefeatures and benefits etc

bullVisual Display Techniques ndash Using Pictures and Graphs

bullDemonstrating Techniques ndash Utilities of the ProductsbullPresentation techniques ndash The presentation has to be tailormade

bullNon ndash Visual Clarification techniques ndash Questioning

Comparisons Showmanship




Step - 6 Closing the Sale

bullClarification Closes ndash A Comparison Close A DemonstrationClose A Report Close A Choice Close An Assumption Close

bull Psychological Oriented Close ndash Silence Minor Decision Close

Buy Now Close Emotional Close

bullStraightforward Close Technique ndash A Direct Close A

Summary Close A Single Obstacle Close

bullConcession Close

bullStep ndash 7 Post Sales Follow - Up



Key Benefits of Territory Management

bullBetter Customer Coverage

bull

Increased SalesbullEquitable Rewards

bullReduced Travelling Cost



bullSufficient Potential - From lsquoCustomerrsquo

availability viewpoint and NOT lsquoProductrsquo

viewpoint

bullReasonable Size ndash To form Territory into

reasonable size

bull

Adequate Coverage ndash From viewpoint of Sufficient coverage of Territory

bullMinimum Impediments ndash Minimization of

Physical obstructions eg Mountains rivers etc



Building Method ndash Building Territory by assessing

both current and prospective customers based on

this and volume (Sales) sales managers are assigned

Breakdown Method ndash First Identify the marketpotential and the target share secondly on those

basis forecast the sales then finally assigned the sales

mansIncremental Method ndash In this method additional

territories are created till the revenues generated

through such territories exceed the costs of serving

them



bullIdentify Objectives and Criteria for Territory Formation

bullBases for Developing Territories

bullGeography

bullService Requirement

bullPotentialbullWorkload



Quotas are quantitative sales

goal assigned to a sales people



bullProvides Performance Target ndash It provides fixed goalto a sales person within a certain time goal

bull

Provide Standards Click for Example bullProvide Control in Sales

bullProvide Change of Direction

bullTool to Motivate Sales people ndash Lockersquos Goal Setting

Theory Vroomrsquos Expectancy Theory (1968)Click Here



bullSales Volume Quotas ndash This are based on Sales Volumes it refers

to the quantity or value of products sold by the sales personnelClick Here for Example

bullProfit Quotas ndash This arises out of the rise of profits Organizationare shifting focus from sales Volume to Profit Volume Main

advantage is that it gives a clear picture about the profit generatedand calculation of commission to sales persons

bullExpenses Quotas ndash Based on the Total sales quota of a salesperson this type of quota is fixed (Rs 200000 Target only 10

expenses permitted)

bullActivity Quotas ndash Assigning a sales man not directly the job of selling but giving him some non selling activity that will yield tocustomer building relationships etc



bullFair ndash Factors like Competition Territory Potential and EconomicCondition Sales Quota should be realistic and Fair

bullChallenging ndash As per Goal Setting Theory it should be realistic

bullFlexible ndash It should be flexible so that the sales manager canmodify the changes during drastic crucial times

bullEasily Understandable - It should be easily understandable andto Interpret Otherwise the sales person will not be able tocommunicate or achieve his targets

bullHelp Managerial Coordination ndash Good Quota system helps themanager to stream line the sale s force activities It also helps in

coordinating from distant places



Quota Setting Process are based on (Quota system good for Industrial Product than for Consumer Products)

bullQuota based on Sales Forecast and Market Potential

bullQuota based on Sales Forecast Alone

bullQuota based on Past Experience

bullQuota based on Executive JudgmentbullQuota based on Sales Force Compensation

bullQuotas can be set by sales people themselves



bullMinimizing Acceptance Problem ndash Briefing Conference andPeriodical Meeting

bullManaging and Control ling People through Quota ndash CoachingNon ndash Monetary Incentives



bull Venture Sales Manager

bull Pure Growth Sales Manager

bull Selling Sales Manager

bull Maintenance Sales Manager

bull

Turnaround Sales Manager

bull Reconstruction Sales Manager

bull Prospecting Sales Manager



bull AIDAS Model







purchaser


Solution

Purchase





Reinforcement





bullHiring

bullTraining

bullCoaching

bullMotivating






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