1. SALEs & RETAIL MANAGEMENT By Prof. Raghavendran.V

2. SADMAN Sales management is defined as “ the effective planning, directing and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force. By Prof. Raghavendran.V

4. The right strength and qualification.

5. The right compensation and incentive system.By Prof. Raghavendran.V

7. Training the sale policies.

9. Guiding and motivating sale force

10. Performance rating of the sales force.By Prof. Raghavendran.V

11. sales manager duties and responsibilities SM is the most important person in a sale organization. All activities are based on his functions and responsibilities and they are as follows. Organizing sales research, product research. Getting the best output from the sales force under him. By Prof. Raghavendran.V

12. Setting & controlling the targets, territories, sales experiences, distribution expenses. Advising the company on various media, sales promotions and schemes. Monitoring the company’s sales policies. By Prof. Raghavendran.V

13. Mr. Alan ReidTerritory sales manager job responsibility By Prof. Raghavendran.V

14. Territory sales manager job responsibility By Prof. Raghavendran.V

15. Territory sales manager job responsibility By Prof. Raghavendran.V

17. Sale force authority

18. Target setting

19. Sales forecasting.By Prof. Raghavendran.V

20. Formulation of sales strategy The following are key decision areas in sales management which are particularly relevant to strategy formulation. Determining the size of the sales force Decision regarding type and quality of the sales force required Designing the sales organization Territory designing Recruitment and training procedures Task allocation By Prof. Raghavendran.V

21. Compensation of sales force Performance appraisal and control system Feedback mechanism to be adopted Managing channel relationships Coordination with marketing departments By Prof. Raghavendran.V

22. Different sales strategies Relationship strategy The double-win strategy Instant service Hard sell Vs Soft Sell Strategy Integrated Sale Strategy Client centered selling strategy By Prof. Raghavendran.V

23. Methods of selling Telemarketing: selling concepts on the phone Sales on the internet Mail order sales Sales through large scale fixed shop retailers Sales through wholesalers and retailers Direct selling By Prof. Raghavendran.V

24. Assignment time Study concern from the following area Two wheeler Three wheeler Four wheeler Furniture Petroleum products Mobile Using internet tools & resources, make a 15 companies involved in selling FMCG through internet and bring out strategies used by them. By Prof. Raghavendran.V

25. Presentation Make a presentation by incorporating ingredients of sales concepts for a sick product of any company. Presenting day on 26th Aug’ By Prof. Raghavendran.V

26. Personal selling By Prof. Raghavendran.V By Prof. Raghavendran.V

27. Personal selling Personal selling can be defined as follows: Personal selling is oral communication with potential buyers of a product with the intention of making a sale. The personal selling may focus initially on developing a relationship with the potential buyer, but will always ultimately end with an attempt to "close the sale" By Prof. Raghavendran.V

29. It promotes long term business relations through personal intimacy

30. It provides a human touch to business transactions.

31. It helps facilitate the seller to understand each customer’s needs and preferences more clearly

32. It helps satisfy a customer by modifying the product as per customer’s choice and preference.By Prof. Raghavendran.V

34. It helps keep up with the competition in the market, based on product customization as per customer’s preferences.

35. It is a powerful and effective tool for convincing the customer about the product

36. Through PS the time lag between introducing a product through the media and actually selling it is reduced.By Prof. Raghavendran.V

38. Relation building

39. Role playing

40. Changing approachBy Prof. Raghavendran.V

42. PS and pricing decisions

43. PS and distribution

44. PS and product promotionBy Prof. Raghavendran.V

45. Steps in Ps: By Prof. Raghavendran.V

47. Cold calling

48. Centre of influence method

49. Personal observation method

50. Direct mail/ telephone method

51. Company’s records

52. Newspapers

53. Retailers

54. Other methodsBy Prof. Raghavendran.V

55. Pre-approach, significance Salesman concentrates only on the prospects and not suspects, thus saving time and energy. Helps a salesman to gain all possible knowledge about the prospects before approaching. (loose talk can be avoided). Sales presentation effectively, efficiently and confidently. Focused, meaningful and to the point. By Prof. Raghavendran.V

57. Successful adopted

58. Method of approachBy Prof. Raghavendran.V

60. Counter salesmanThe approach adopted by the each of these salesmen is obviously different. Approach adopted by travelling salesman: The different way to gain access and thus interview the prospects. By Prof. Raghavendran.V

62. Seeking an appointment with a prospect could by sending an advance mailer explaining his product

63. Seeking an appointment through reference given by friend, relative or business prospective.

64. Give gifts and secure an appointment.

65. Sales letterBy Prof. Raghavendran.V

66. Successful approach It is said approach will be successful if it attains below said objectives. Successful approach enhances the sale and it is thus important for the running of a business.. Failed approach will give an opportunity to the competitor. Enlightening the prospect by providing him ample information about the product and services By Prof. Raghavendran.V

68. Timing

69. Command

70. Relaxed atmosphere

71. Open mindedness

72. Courtesies

73. Effective presentation

74. Follow upBy Prof. Raghavendran.V

75. Method of approach Cashing in on Brand Name or the company’s reputation Customer Benefit approach Innovative product opens the door to the salesman The premium approach The shock approach The approach of “making the prospect feel important” The survey method Interactive approach By Prof. Raghavendran.V

76. Presentation Prompt quick presentation creates an impression Well organized articles Explain features of products and price advantage ( an Intelligent Salesman will never compare rival products) Show quality product Demonstrating product will +ve impression Product appeal By Prof. Raghavendran.V

77. Demonstration & Close It is an exercise to prove the characteristics of the product. It is imperative and essential for a prospect to make a buying decision. The main aim of the close is to convince the prospect to sign the order form, to place an order immediately rather than future. By Prof. Raghavendran.V

78. Theories of PS The main theories of personal selling are AIDAS Theory Right set of Circumstances Theory Buying Formula theory By Prof. Raghavendran.V

79. Aidas: This theory is based on the premises that during a sales presentation, the prospect consciously goes through five different stages: By Prof. Raghavendran.V Stages of AIDAS Theory

80. Aidas Attention: The sales person should attract the prospect to his presentation before actually goes into the details of the same. SP should involves the prospect’s mind in the presentation, his total may go unnoticed or registered. Interest: SP should ensure that the prospect remains glued to his presentation throughout its length By Prof. Raghavendran.V

81. AIDAS Desire: SP is responsible to create strong desire in prospect’s mind to purchase the product. SP should consciously bring prospect into the stage of readiness to the buying the product. Action: SP is successful in 3 stages, SP induces to buy the product. Here important task for SP to help his prospect in taking final decision. Satisfaction: After placing an order or buying product, SP should appreciate the prospect for the decision. By Prof. Raghavendran.V

82. Right set of circumstances theory The theory opines that all circumstances, which led to the sales were appropriate or “right” for the sales to have taken place. In other words, if the SP is successful in securing the prospect’s attention, maintaining his interest and including his desire to buy the product. ( SP is highly skilled then higher sales and viceversa) By Prof. Raghavendran.V

83. Buying formula theory This theory emphasis is on the buyer, problems of the buyer and SP assist buyer in finding appropriate solution to the problem. This theory based on the analysis of the sequel of the events goes on in buyer’s mind during the presentation The following graphical representation will help you learn better. By Prof. Raghavendran.V

84. Buying formula theory By Prof. Raghavendran.V (a) For one time purchase (b) For continuous relational ship

85. Assignment time Differentiate b/w advertising and publicity. Highlight the role of public relations and personal selling in pharmaceuticals, medical equipments. Explain out personal selling process, how would presentations differ in the following cases and Role Play: One each for all Selling insurance products, office computers, Beverages, electrical generators, foot wares, Banking products, home appliances and tobacco products. By Prof. Raghavendran.V 3rd Sept’ 2011 submission

86. Sales organization By Prof. Raghavendran V By Prof. Raghavendran.V

87. Sales organization Organization means the systematic coordination of the functions essential to achieving organization objectives. The functions of sales organization can be classified as follows: By Prof. Raghavendran.V

89. Sales budgeting

91. Training salesman

92. Control of salesman

94. Selling routine- execution of customer’s orderBy Prof. Raghavendran.V

96. Proper maintenance of stock ensuring defect free delivery to customers

97. Effective coordination and communication between regional offices and dealers.By Prof. Raghavendran.V

98. Role of sales organization Define line of authority Ensure all necessary activities are assigned & performed Establish line of communication Provide for coordination and balance Provide insights into avenues of advancement Economics of executive time By Prof. Raghavendran.V

99. Developing a sales organization Development refers to formal, coordinating process of communication, authority and responsibility for sales groups & individuals The 5 major issues are Formal & informal Organizations Horizontal & vertical Centralized or decentralized The line and staff components of organizations The size of the company By Prof. Raghavendran.V Ask student to draw diagram

100. Field sales organization Geographic sales specialization organization Product based sales specialization organization Customer based specialization organization Activity/ function based organization Hybrid organization Team based organization By Prof. Raghavendran.V

101. Geographical sales organization By Prof. Raghavendran.V

102. Product based sales organization By Prof. Raghavendran.V

103. Customer based sales organization By Prof. Raghavendran.V

104. Activity/ function based organization By Prof. Raghavendran.V

105. Hybrid sales organization By Prof. Raghavendran.V Functional Geographical Customer

106. Team based sales organization By Prof. Raghavendran.V

107. Assignment time Explain all field sales organizations with example each. Brief out developing sales organizations with figures. Highlight by points about functions of sales organization By Prof. Raghavendran.V

108. End of module 1 in Sales management, End of module 8 in industrial marketing By Prof. Raghavendran.V By Prof. Raghavendran.V