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Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

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Page 1: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Module 5 Sales Management Model Learning Objectives:

Sales Management Forecasting

Page 2: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelStructure • Customer Contact Process• Access (locating qualified customers)

• Identify (advertising, cold calls, referrals, trade shows)• Quantify

• Persuade • Present• Close

• Fulfill• Sales person• Engagement team

Page 3: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Page 4: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelStructure • Job Design (Front Office)• Income Producers

• Function of client base• Examples: RE Agent, Life Assurance Agent

• Direct Sales• Key account managers• Territory reps

• Indirect Sales• Channel sales reps• Employee of manufacturer

Page 5: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelStructure • Job Design (Back Office)• Business Development • Pre- Post Sales Support (Front & Back Office)

• Sales Engineer• Field Application Engineer• Installation

• Support staff• Administrative

• Assistants ( appointments)• Estimators- quotations• Research

Page 6: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Selling Methods

Page 7: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelStructure • Resource Deployment ( impacts company profitability)• Factors• Market size• Cost of sales• Productivity- sales yield on cost of sales• Quality of sales (quantitative and qualitative assessment)• valuable customer paying high prices v discount demanding customers requiring a lot of support

Page 8: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelManagement • Sales Talent and Management• Sales Talent • Recruitment and Selection• Onboarding• Training

• Product• Sales Process• Customer

• Development and Career progression

Page 9: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelManagement • Sales Talent and Management• Management • Talent Management• Coaching• Management accountabilities

• Sales campaigns and field programs• Customer complaints• Legal compliance

Page 10: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelGeneral Principles of Measurement

• Measurement provide evaluative feedback to management initiatives

• Measurement communicates importance• Measurement increases engagement

• “what measures gets done”• Irrelevant measures distract• Too many measures confuse• Erroneous measures frustrate• Compliance measures belittle

Page 11: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelManagement • Performance Management• Performance Commitments• Job expectations – processes• Personal accountabilities• Following company values

• personal development• ethics• coworker relationships• personal demeanour

• Quotas• Compensation• base salaries• incentives Cost and Sales ROI

Page 12: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelSales Operations & Technologies(Front Office and Back Office)• Sales Operations • Measurement and Reporting• Talent Management• Accountability Management• Communication• Provisioning (Resources)• Sales Strategy Planning alignment with marketing

Page 13: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelSales Operations & Technologies(Front Office and Back Office)• Technologies • CRM• Order reporting• Customer service status reporting• Forecasting systems• Account assignment and quota allocation• Sales dashboard• Expense management system• Incentive compensation• Knowledge system

Page 14: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelPersonal Traits of Great Sales Leaders

• Be a visionary• Have high business acumen• Be an exceptional manager• Be innovative• Be courageous• Project personal authority• Instill commitment

Page 15: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Management ModelSegments (useful to focus sales management effort)

• Market/ Customer Segment• Product/Solution Segment• Channel/Sales Segment

Segment Selection Criteria• Segment Characteristics- growth rate, potential • Product Configuration- mix• Buyer Profile• Competitor Position

Page 16: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Annual Strategic Sale PlanBenefits• Goal setting• Collaborative Input

• Field personnel• HQ staff• Key account holders

• Communication

Page 17: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales Focus During Product GrowthMain Sections:• Phase 1 - Start up• Phase 2 - Volume growth• Phase 3 - Re-evaluation• Phase 4 - Optimization ( Maturity)

• Sales approach different • Move from Product to Customer to Channel focus

Page 18: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Page 19: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales ForecastingMain Sections:• Market Potentials• Buying Power Index• Qualitative Sales Forecasting• Quantitative Sales Forecasting

Page 20: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Page 21: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales ForecastingMarket Potentials:

Page 22: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales ForecastingBuying Power Index:• Index combines estimate of population, income and retail

sales to give composite indicator of consumer demand• Review of industry use of equipment, estimate life cycle

of machinery to potential replacement

Page 23: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales ForecastingQualitative Sales Forecasting:• Sales Force composite• Favoured by industrial concerns

• Jury of Executive Opinion• Fast• Allows inclusion of subjective factors : competition,

economic, climate, weather and union activity• Leading indicators• Stock market• Sales of houses• New building permits

Page 24: Trade Management Module 5 Sales Management Model Learning Objectives: Sales Management Forecasting

Trade Management

Sales ForecastingQuanititative Sales Forecasting:• Seasonal adjustments• Naïve forecasts• Moving averages• Exponential smoothing• Time-Series regression Y=a+bX• Use:• Needs historical data• Forecasting accuracy needs verifying Common method

is MAPE.


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