Day 3,4 sales & didtri sess 6

Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce Expense Plans ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce Expense Plans (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce Audit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Evaluation of Effectiveness of Sales Organisation ,[object Object],[object Object],Effectiveness of a Sales Organisation ,[object Object],Sales Analysis Cost Analysis Profitability Analysis Productivity Analysis

Sales Analysis ,[object Object],[object Object],Sales Analysis All levels In Sales Organisation Different Type of Sales Different Type of Analysis National and/or international levels sales organisation Regional level Branch /district level Territory level Individual level Total sales of the company By type of products By type of distribution channels By type of customer classifications By size of orders Comparisons with sales quotas / targets Comparisons with previous periods Comparisons with industry / competitors Comparisons within sales organisations Comparisons with sales forecasts

Sales Analysis (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing Cost and Profitability Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Convert Natural Accounting Expenses into Functional Expenses ,[object Object],[object Object],[object Object],Note: All figures are in Rupees Natural / Traditional Expenses Total Functional Expenses Personal Selling Adv. and Sales Promotion Warehousing & Inventory Administration Salaries 20,000,000 10,000,000 4,000,000 2,000,000 4,000,000 Rent 10,000,000 2,500,000 1,000,000 5,000,000 1,500,000 Travel 5,000,000 5,000,000 __ __ __ Adv. and Sales Promotion 15,000,000 __ 15,000,000 __ __ Total 50,000,000 17,500,000 20,000,000 7,000,000 5,500,000

Allocate Functional Expenses to Marketing Units ,[object Object],[object Object],Function Bases of allocation of expenses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Prepare Profitability of Marketing Units ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

An Example of Profitability Analysis Note: All figures are in Rupees million SNo Particulars Full-cost Approach Contribution Approach Western Region Branch A Branch B Branch C 1 Sales 400 150 130 120 2 Cost of good sold 300 112.5 97.5 90 3 Gross margin (1-2) 100 37.5 32.5 30 4 Branch selling expenses 12.7 4.5 4.2 4 5 W. Region direct selling expenses 12.0 - - - 6 Contribution (3-4-5) 75.3 33.0 28.3 26.0 7 Allocated indirect expenses 36.3 - - - 8 Net profit (6-7) 39.0 - - -

Productivity Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Evaluating & Controlling Performance of Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Procedure for Evaluating and Controlling Salesforce Performance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Set Policies on Performance Evaluation & Control ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Decide Bases for Salespersons’ Performance Evaluation ,[object Object],[object Object],Quantitative results / outcome bases / criteria Quantitative efforts / behavioural bases / criteria Qualitative efforts / behavioural bases / criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Establish Performance Standards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Compare Actual Performance with Standards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Review Performance Evaluation with Salespeople ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Decide Sales Management Actions and Control ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business Ethics and Sales Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Social Responsibilities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Legal Responsibilities and Sales Management ,[object Object],[object Object],[object Object],[object Object],[object Object]

Key Learnings ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Learnings (Continued) ,[object Object],[object Object],[object Object],[object Object],[object Object]

Day 3,4 sales & didtri sess 6

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Day 3,4 sales & didtri sess 6