CONCEPT PRESENTATIONCONCEPT PRESENTATION

CRM

• A computerized system for identifying, targeting, acquiring, and retaining the best mix of

customers.

• Customer relationship management helps in profiling prospects, understanding their needs, and in

building relationships with them by providing the most suitable products and enhanced customer

service.

• It integrates back and front office systems to create a database of customer contacts, purchases,

and technical support, among other things.

• This database helps the company in presenting a unified face to its customers, and improve the

quality of the relationship, while enabling customers to manage some information on their own.

KSA

• Knowledge, Skills and Abilities

• A list of special qualifications and personal attributes that you need to

have for a particular job

• KSAs are defined as the factors that identify the better candidates from a

group of persons basically qualified for a position.

SALES ANALYSIS

• A procedure involving the gathering, classifying, comparing, and studying of company

sales data.

• It may simply involve the comparison of total company sales in two different time

periods.

• Or it may entail subjecting thousands of component sales (or sales-related) figures to a

variety of comparisons among themselves, with external data, and with like figures for

earlier periods of time.

• This type of sales job involves the sales person to keep generating new orders from

existing or potential customers in order to sustain the product sales for their company.

• They can play the role of a order taker or a trade seller.

• Their primary job is to identify where the potential demand lies in the market and what

type of tactics to be used in tapping that market.

Creating Demand Sales Job

SALES FORCE AUDIT

• A process for diagnosing the sales organisation.

• It highlights any weak points and areas that require development in order improve business

performance.

• Three main objectives.

– The first is to discover any existing problems within the sales organisation.

– The second objective is to examine the relationship between the sales force and the other areas in the

business.

– Third aim is to identify the factors influencing the success of the sales force.

SFA

• Automating the routine sales activities through systems such a sales

configuration system.

• When integrated with marketing and customer service functions, it

becomes a part of enterprise relationship management.

PROSPECTING

• The process of identifying and qualifying potential customers

BUILD UP APPROACH

• Method of formulating budgets or projections by estimating the cost of performing or achieving predetermined tasks or objectives.

CCC

• Knowing the customer• Knowing the company• Knowing the competitor

SELLING PROCESS

• The complete set of steps that must take place in order to execute a sales

transaction from start to finish.

• The selling process may include such events as the initial contact, product

demonstrations, trial periods, bidding, price negotiations, signing of

contracts, and delivery of the product or service being sold.

SALES FORCE COMPOSITE

• A method of developing a sales forecast that uses the opinions of each

member of the field sales staff regarding how much the individual expects

to sell in the period as input.

MISSIONARY

• A salesperson who is employed by a manufacturer to call on

end-users with the objective of stimulating demand for the

manufacturer's offerings even though the purchases will be

made from other firms in the channel of distribution.

MOVING AVERAGE

• Mean of time series data (observations equally spaced in time) from

several consecutive periods.

• Called 'moving' because it is continually recomputed as new data

becomes available, it progresses by dropping the earliest value and

adding the latest value.

CROSS SELLING

• The process of selling between and among departments to facilitate larger transactions

and to make it more convenient for the customer to do related item shopping.

• A consumer sales promotion technique in which the manufacturer attempts to sell the

consumer products related to a product the consumer already uses or which the

marketer has available.

TEST MARKETING

• Involves actually marketing a new product in one or several cities.

• The effort is totally representative of what the firm intends to do later upon national

marketing (or regional market rollout).

• Various aspects of the marketing plan may be tested (e. g., advertising expenditure

levels or, less often, product form variants), by using several pairs of cities.

• Output is a mix of learning, especially a sales and profit forecast.

• The type of sales reference or position the sales person finds himself

forms a sales situation.

• This could be different market sectors that could include FMCG, IT,

Financial products etc. various selling methods are used to combat the

problems that arise in these various selling positions.

Sales Situation

• Qualitative methods of sales forecasting rely less on data, and much more

on the opinions and experiences of the people involved in the forecasting

process.

• There are three common approaches:

• Delphi Method

• Panel Method

• Scenario Planning

Qualitative approach on sales forecasting

• Pre-sales is the only one who interacts first to the client in terms of functional or

technical requirement.

• Pre-sales should be separate team which can have multiple touch points with the

delivery team, just to grasp the mind-set of the customer behind that project or product.

• He can better assure the acceptability of the product/project to the client.

Pre-Sales Report

Big Pot

• Service selling enables targeted, service and customer oriented development of the customer potential.

• It is important to understand the customer needs and find an optimal way to match their needs to offers, ideally consisting of standardized service modules.

• Providing the right market performance is the foundation, but by no means a guarantee for success.

Service Selling

• Quantitative forecasting models are used to forecast future data as a function of past data; they are appropriate when past data are available.

• These methods are usually applied to short- or intermediate-range decisions.

• Examples of quantitative forecasting methods are last period demand, simple and weighted N-Period moving averages, simple exponential smoothing, and multiplicative seasonal indexes.

Quantitative approach on sales forecasting

• A time series is a sequence of data points, measured typically at successive points in

time spaced at uniform time intervals.

• Time series analysis comprises methods for analysing time series data in order to extract

meaningful statistics and other characteristics of the data.

• Time series forecasting is the use of a model to predict future values based on previously

observed values.

Time Series Method

• All forms of personal selling to organisational and industrial buyers of products for resale, or for use in manufacture, or for use in the operation of their businesses.

Industrial Selling

• A sales audit is a review of a company's entire sales process, from the use of particular types of software, to the staff, to management strategies.

• A sales audit evaluates the effectiveness of every aspect of the sales process and helps companies determine whether or not their methods are cost effective and beneficial in generating revenue.

Sales Force Audit