Profile cover photo
Profile photo
Hardik Kumar Jethwa
About
Hardik Kumar's posts

Post has attachment

Post has attachment
Finally Nokia Launched its New Phone With Android Nought in China...

Post has attachment

Post has attachment
What is the Meaning of the Parallel Economy?

Post has attachment

Post has attachment
Training the Salesforce Field Sales Productivity • Training in territory coverage • Standard operating procedures- report writing/filing/use of sales aids. • Motivation and compensation • How to maximize time Quality of sales calls • Product knowledge and customer business • Communication skills • Effective presentations • Sensitivity training (Emotional Quotient) • Call planning • Listening attentively • Displaying high energy/enthusiasm Allocation of sales effort • Market planning • Customer organization-H/M/L • Interpersonal relationship • Continuous innovation • Creative selling Appraising Sales performance Example: Sales Productivity Three sales people with similar territories in size, prospects, customer buying power, competition and quality of economic conditions Read below their weekly sales quota achievements: Sales person X Calls per week- 75 Weekly quota for Product A Rs. 50000/- Weekly quota for Product B Rs. 75000/- Weekly quota for add-ons Rs. 10000/- Total Weekly quota Rs. 1,35,000/- %age of call resulting in sales 60% What is the average sale per call? Rs. 1800/- Sales person Y Calls per week 90 Product A sold Rs. 30000/- Product B sold Rs. 90000/- Add-on sold Rs. 18000/- Total Sold Rs. 1,38000/- % age of calls resulting in sales 45% Average sales per call Rs. 1533/- Sales person Z Calls per week 50 Product A sold Rs. 28000/- Product B sold Rs. 65000/- Add-ons sold Rs. 20000/- Total sold Rs. 1,13, 000/- % age of calls resulting in sales 70% Average sales per call Rs. 2260/- Interview Parameters to gauge candidates • Attitude • Habits • Knowledge • Listening skill • Problem solving ability • Time management • Professional Etiquettes Size of the sales force equals Number of accounts in the target market X required number of sales calls per year per account. Divided by the number of sales call each sales person can make. • Account Groups A, B, C analysis • Volume per month in each group • Number of accounts in each group • Call frequency per account • Total calls Cost Ration analysis- Direct sales team V/s Sales agency on commission Sales Forecast Methods: • Historical data • Secondary data- Market feedback, unqualified leads, research data, etc. • New Product introduction • Modification of existing products/price reduction • Market Coverage expansion • New accounts in existing territories • Planned initiatives for sales promotional activities- Calendar • Macro- economic variables- environmental analysis- business sentiment, govt. policies, etc, affecting buying behaviour.
Training the Salesforce Field Sales Productivity • Training in territory coverage • Standard operating procedures- report writing/filing/use of sales aids. • Motivation and compensation • How to maximize time Quality of sales calls • Product knowledge and customer business • Communication skills • Effective presentations • Sensitivity training (Emotional Quotient) • Call planning • Listening attentively • Displaying high energy/enthusiasm Allocation of sales effort • Market planning • Customer organization-H/M/L • Interpersonal relationship • Continuous innovation • Creative selling Appraising Sales performance Example: Sales Productivity Three sales people with similar territories in size, prospects, customer buying power, competition and quality of economic conditions Read below their weekly sales quota achievements: Sales person X Calls per week- 75 Weekly quota for Product A Rs. 50000/- Weekly quota for Product B Rs. 75000/- Weekly quota for add-ons Rs. 10000/- Total Weekly quota Rs. 1,35,000/- %age of call resulting in sales 60% What is the average sale per call? Rs. 1800/- Sales person Y Calls per week 90 Product A sold Rs. 30000/- Product B sold Rs. 90000/- Add-on sold Rs. 18000/- Total Sold Rs. 1,38000/- % age of calls resulting in sales 45% Average sales per call Rs. 1533/- Sales person Z Calls per week 50 Product A sold Rs. 28000/- Product B sold Rs. 65000/- Add-ons sold Rs. 20000/- Total sold Rs. 1,13, 000/- % age of calls resulting in sales 70% Average sales per call Rs. 2260/- Interview Parameters to gauge candidates • Attitude • Habits • Knowledge • Listening skill • Problem solving ability • Time management • Professional Etiquettes Size of the sales force equals Number of accounts in the target market X required number of sales calls per year per account. Divided by the number of sales call each sales person can make. • Account Groups A, B, C analysis • Volume per month in each group • Number of accounts in each group • Call frequency per account • Total calls Cost Ration analysis- Direct sales team V/s Sales agency on commission Sales Forecast Methods: • Historical data • Secondary data- Market feedback, unqualified leads, research data, etc. • New Product introduction • Modification of existing products/price reduction • Market Coverage expansion • New accounts in existing territories • Planned initiatives for sales promotional activities- Calendar • Macro- economic variables- environmental analysis- business sentiment, govt. policies, etc, affecting buying behaviour.
uberfreeridetrick.blogspot.in

Post has attachment


Training the Salesforce

Field Sales Productivity

• Training in territory coverage
• Standard operating procedures- report writing/filing/use of sales aids.
• Motivation and compensation
• How to maximize time


Quality of sales calls

• Product knowledge and customer business
• Communication skills
• Effective presentations
• Sensitivity training (Emotional Quotient)
• Call planning
• Listening attentively
• Displaying high energy/enthusiasm


Allocation of sales effort

• Market planning
• Customer organization-H/M/L
• Interpersonal relationship
• Continuous innovation
• Creative selling



Appraising Sales performance


Example: Sales Productivity

Three sales people with similar territories in size, prospects, customer buying power, competition and quality of economic conditions

Read below their weekly sales quota achievements:

Sales person X

Calls per week- 75

Weekly quota for Product A Rs. 50000/-
Weekly quota for Product B Rs. 75000/-
Weekly quota for add-ons Rs. 10000/-

Total Weekly quota Rs. 1,35,000/-

%age of call resulting in sales 60%

What is the average sale per call? Rs. 1800/-







Sales person Y

Calls per week 90
Product A sold Rs. 30000/-
Product B sold Rs. 90000/-
Add-on sold Rs. 18000/-

Total Sold Rs. 1,38000/-

% age of calls resulting in sales 45%

Average sales per call Rs. 1533/-



Sales person Z


Calls per week 50
Product A sold Rs. 28000/-
Product B sold Rs. 65000/-
Add-ons sold Rs. 20000/-

Total sold Rs. 1,13, 000/-


% age of calls resulting in sales 70%

Average sales per call Rs. 2260/-





Interview Parameters to gauge candidates

• Attitude

• Habits

• Knowledge

• Listening skill

• Problem solving ability

• Time management

• Professional Etiquettes























Size of the sales force equals

Number of accounts in the target market X required number of sales calls per year per account.

Divided by the number of sales call each sales person can make.



• Account Groups A, B, C analysis

• Volume per month in each group

• Number of accounts in each group

• Call frequency per account

• Total calls

Cost Ration analysis- Direct sales team V/s Sales agency on commission

Sales Forecast Methods:

• Historical data
• Secondary data- Market feedback, unqualified leads, research data, etc.
• New Product introduction
• Modification of existing products/price reduction
• Market Coverage expansion
• New accounts in existing territories
• Planned initiatives for sales promotional activities- Calendar
• Macro- economic variables- environmental analysis- business sentiment, govt. policies, etc, affecting buying behaviour.
Training the Salesforce Field Sales Productivity • Training in territory coverage • Standard operating procedures- report writing/filing/use of sales aids. • Motivation and compensation • How to maximize time Quality of sales calls • Product knowledge and customer business • Communication skills • Effective presentations • Sensitivity training (Emotional Quotient) • Call planning • Listening attentively • Displaying high energy/enthusiasm Allocation of sales effort • Market planning • Customer organization-H/M/L • Interpersonal relationship • Continuous innovation • Creative selling Appraising Sales performance Example: Sales Productivity Three sales people with similar territories in size, prospects, customer buying power, competition and quality of economic conditions Read below their weekly sales quota achievements: Sales person X Calls per week- 75 Weekly quota for Product A Rs. 50000/- Weekly quota for Product B Rs. 75000/- Weekly quota for add-ons Rs. 10000/- Total Weekly quota Rs. 1,35,000/- %age of call resulting in sales 60% What is the average sale per call? Rs. 1800/- Sales person Y Calls per week 90 Product A sold Rs. 30000/- Product B sold Rs. 90000/- Add-on sold Rs. 18000/- Total Sold Rs. 1,38000/- % age of calls resulting in sales 45% Average sales per call Rs. 1533/- Sales person Z Calls per week 50 Product A sold Rs. 28000/- Product B sold Rs. 65000/- Add-ons sold Rs. 20000/- Total sold Rs. 1,13, 000/- % age of calls resulting in sales 70% Average sales per call Rs. 2260/- Interview Parameters to gauge candidates • Attitude • Habits • Knowledge • Listening skill • Problem solving ability • Time management • Professional Etiquettes Size of the sales force equals Number of accounts in the target market X required number of sales calls per year per account. Divided by the number of sales call each sales person can make. • Account Groups A, B, C analysis • Volume per month in each group • Number of accounts in each group • Call frequency per account • Total calls Cost Ration analysis- Direct sales team V/s Sales agency on commission Sales Forecast Methods: • Historical data • Secondary data- Market feedback, unqualified leads, research data, etc. • New Product introduction • Modification of existing products/price reduction • Market Coverage expansion • New accounts in existing territories • Planned initiatives for sales promotional activities- Calendar • Macro- economic variables- environmental analysis- business sentiment, govt. policies, etc, affecting buying behaviour.
Training the Salesforce Field Sales Productivity • Training in territory coverage • Standard operating procedures- report writing/filing/use of sales aids. • Motivation and compensation • How to maximize time Quality of sales calls • Product knowledge and customer business • Communication skills • Effective presentations • Sensitivity training (Emotional Quotient) • Call planning • Listening attentively • Displaying high energy/enthusiasm Allocation of sales effort • Market planning • Customer organization-H/M/L • Interpersonal relationship • Continuous innovation • Creative selling Appraising Sales performance Example: Sales Productivity Three sales people with similar territories in size, prospects, customer buying power, competition and quality of economic conditions Read below their weekly sales quota achievements: Sales person X Calls per week- 75 Weekly quota for Product A Rs. 50000/- Weekly quota for Product B Rs. 75000/- Weekly quota for add-ons Rs. 10000/- Total Weekly quota Rs. 1,35,000/- %age of call resulting in sales 60% What is the average sale per call? Rs. 1800/- Sales person Y Calls per week 90 Product A sold Rs. 30000/- Product B sold Rs. 90000/- Add-on sold Rs. 18000/- Total Sold Rs. 1,38000/- % age of calls resulting in sales 45% Average sales per call Rs. 1533/- Sales person Z Calls per week 50 Product A sold Rs. 28000/- Product B sold Rs. 65000/- Add-ons sold Rs. 20000/- Total sold Rs. 1,13, 000/- % age of calls resulting in sales 70% Average sales per call Rs. 2260/- Interview Parameters to gauge candidates • Attitude • Habits • Knowledge • Listening skill • Problem solving ability • Time management • Professional Etiquettes Size of the sales force equals Number of accounts in the target market X required number of sales calls per year per account. Divided by the number of sales call each sales person can make. • Account Groups A, B, C analysis • Volume per month in each group • Number of accounts in each group • Call frequency per account • Total calls Cost Ration analysis- Direct sales team V/s Sales agency on commission Sales Forecast Methods: • Historical data • Secondary data- Market feedback, unqualified leads, research data, etc. • New Product introduction • Modification of existing products/price reduction • Market Coverage expansion • New accounts in existing territories • Planned initiatives for sales promotional activities- Calendar • Macro- economic variables- environmental analysis- business sentiment, govt. policies, etc, affecting buying behaviour.
uberfreeridetrick.blogspot.in

Post has attachment
What is sales promotion?
It is a short term incentive to encourage purchase or sale of a product or service.
- Useful in securing trial and defending shelf space against competitors
- They can add excitement to the in-store merchandising
- Allow manufacturers to manage excess inventory
- They help in reaching segments with different degrees of price sensitivity.

What does sales promotion include?
-Point of purchase displays
-Premiums
-Discounts
-coupons/rebates

Several factors have contributed to the growth of sales promotion, particularly in consumer markets. Product Managers face great pressure from competition, challenges faced to increase sales, and consumers finding less differentiation in competing brands. Finally retailers are placing new demands on manufacturers.
It includes consumer promotion-samples, coupons, buying allowances (exchanges) rebates, premiums, contests, etc.





Consumer Promotion Tools:

Samples: Offer trial of the product to influence buying decision

Coupons: Gives the buyer savings on a certain purchase. They can stimulate sales

Cash rebate: Price reduction offers after the purchase at the retail outlet

Price packs: It can be single packages at reduced prices or two related brands together-example: toothpaste & toothbrush

Advertising specialties: Given as gifts to consumers with the name of the company imprinted.

Patronage rewards: Awards offered for regular usage- Example airlines offering frequent flyer program, McDonalds offering Kids menu and toys.

Point-of purchase promotion: Displays in various corners of the store to grab shopper’s attention

Contests/games: Giving consumers a chance to win prizes through suggestions, slogan, submitting entries, etc.

Premiums: Offering incentives for purchase. Example offering cutlery set with the purchase of kitchen appliances. Gold coin with the purchase of a certain product

Trade Promotion tools, Business Promotion tools,Conventions, etc used for sales promotions.

Choosing a promotional appeal:
• Message format:
• Content
• Emotional appeal
• Moral appeals
• Choosing Media

Communication channels
Personal selling
Events
Radio
Television
Print
Outdoor
Internet
Others

I. Nature of each promotional tool:

Advertising:
Expressive and allows the company to dramatize the product. It can trigger quick sales and reach out to masses in different geographies. However advertising requires large budgets especially if used extensively in television.
Possible advertising objectives:
• Inform the market about new products
• Suggest new usage for the product
• Communicate about a price change
• Demonstrate how the product works
• Company’s image building exercise
• Build brand preference
• Encourage brand switching
• Change perception of product attributes
• Remind buyers where to buy the product
• Create awareness and maintain product recall in the buyers mind

Personal selling:
It has the benefit of personal interaction with potential buyers.


Public relations- Product reviews to influence decision making and occupying mind space through a favourable image

Sales Promotion:
-Coupons
-Contests
-Price off deals
-Premiums

It is a strong incentive to induce customers to buy now.


Push and pull promotional strategy

- Push involves pushing goods to final consumers through the distribution channel

- Pull involves directing the marketing activities towards final consumers to induce them to buy.

Blending pull and push promotional strategies into an integrated promotional program that meet consumer and retailer needs is the way to achieve results.





Sales promotion objectives and programs directed at final consumer

Objective Programs
Inquiries Free gifts/offers

Product Trial Coupons/ free samples/contests
demonstrations

Repurchase on-pack coupons/rebate coupons/premiums

Traffic building Special sales/weekly sales/entertainment events/retailer coupons

Increase rate of purchase Multipacks/special price

Increase usage rate Information new usage

Inventory Building Merchandise allowances

Promotional Support Co-operative promotions
Product Visibility Display cases
Price Special Contest/prizes/returns
Questions for Marketing:
1. What is the Sales Promotion objective?

2. What is the estimate of market response?

3. What is the Sales Promotion Costs?

4. What is the Profitability structure?

5. What is the Sales Promotion budget?

















Factors influencing consumer response to Sales Promotion
-Deal proneness
Consumer purchase patterns normal buying cycles, loyalty, etc.
Consumer promotions free samples, demos, coupons, etc.

Conclusion:
The recent rate of growth in sales promotion activity reflects the effectiveness of this marketing tool in influencing demand. The sales promotion must be co-ordinated in the following manner:

Sales promotion objectives
Type of promotion
Consumer decision process
Profitability structure

Post has attachment
Territory Management- Sales Management MBA

Post has attachment
Uber Free Ride
Wait while more posts are being loaded