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    Formulation of Sales Program

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    ramanrockstar21
    This document provides an overview of sales planning concepts. It discusses the need for planning to address recruitment problems and improve morale. It outlines different levels of planning from strategic to daily. It also describes the role of sales managers as planners and the sales management planning process, which involves analyzing the situation, setting goals and objectives, developing strategies, allocating resources, implementing plans, and controlling plans. Finally, it presents Ansoff's Growth Matrix model and provides an example in-basket exercise for a sales manager of a new product.

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    Formulation of Sales Program

    Uploaded by

    ramanrockstar21
    1K views11 pages
    This document provides an overview of sales planning concepts. It discusses the need for planning to address recruitment problems and improve morale. It outlines different levels of planning from strategic to daily. It also describes the role of sales managers as planners and the sales management planning process, which involves analyzing the situation, setting goals and objectives, developing strategies, allocating resources, implementing plans, and controlling plans. Finally, it presents Ansoff's Growth Matrix model and provides an example in-basket exercise for a sales manager of a new product.

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    This document provides an overview of sales planning concepts. It discusses the need for planning to address recruitment problems and improve morale. It outlines different levels of planning from strategic to daily. It also describes the role of sales managers as planners and the sales management planning process, which involves analyzing the situation, setting goals and objectives, developing strategies, allocating resources, implementing plans, and controlling plans. Finally, it presents Ansoff's Growth Matrix model and provides an example in-basket exercise for a sales manager of a new product.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    1K views11 pages

    Formulation of Sales Program

    Uploaded by

    ramanrockstar21
    This document provides an overview of sales planning concepts. It discusses the need for planning to address recruitment problems and improve morale. It outlines different levels of planning from strategic to daily. It also describes the role of sales managers as planners and the sales management planning process, which involves analyzing the situation, setting goals and objectives, developing strategies, allocating resources, implementing plans, and controlling plans. Finally, it presents Ansoff's Growth Matrix model and provides an example in-basket exercise for a sales manager of a new product.

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    You are on page 1of 11

    c  

       
    Road Map : Previewing the
    Concepts
    ‡ Planning and sales
    ‡ Need for planning
    ‡ Levels of planning
    ‡ Role of sales managers as planners
    ‡ Sales management planning
    Planning the Sales function
    ‡ Setting up the objectives to get the desired
    results
    ‡ Making Decisions today to create a better
    tomorrow .
    Need for planning
    ‡ Recruitment / Selection problems- Under hiring,
    over hiring or firing
    ‡ Improve Morale
    ‡ Provides direction and focus for organizational
    efforts
    ‡ Develop Individuals and Collective standards
    ‡ Dealing with flexibility with unestimated
    problems
    Levels of planning
    v   c 
    a) Strategic CEO, Board of Company Mission
    management Directors, president ,Goals,Objectives,Prim
    ary Strategies,Overall
    Budgeting
    b) Tactical Planning General sales Departmental , yearly
    manager,Director of and quarterly plans,
    Marketing Research policies, procedures.
    c) Monthly and weekly Regional sales Branch plans and
    planning managers budgets
    d) Daily Planning Sales supervisors and Unit Plans and
    sales representatives Budgets
    Role of sales managers as
    planners- Steps in sales
    management
    ‡ Goals and Objectives
    ‡ Management By Objectives
    ‡ Policies and procedures
    ‡ Strategies and Tactics
    ‡ Controls
    The Sales Management Planning
    process
    Analyze the Develop Allocate
    situation Detailed Necessary
    Activity Resources
    Set Goals
    Implement
    and Select
    The
    Objectives Strategies
    plan

    Determine
    market Forecast Control of
    potential Sales The plan
    Ansoff¶s Growth model
             

     
        Market Products
    penetration Development

        Market Diversification


    Development
    In basket exercise
    ‡ You are a sales manager for a consumer goods
    Company that has just launched a new
    product.Although all the staff members are
    extremely excited about its potential, after only a
    few months in the market , the product is
    generating disappointing responses from the
    buyers.One of your sales person recently heard a
    major wholesaler,serving over 500 supermarkets
    say ³we¶ve had this product three months and its
    not moving , so we¶re going to yank it from the
    stores!´
    Ò   
      
            
            
     
      
    
    Road Map : Reviewing the
    Concepts
    ‡ Planning and sales
    ‡ Need for planning
    ‡ Levels of planning
    ‡ Role of sales managers as planners
    ‡ Sales management planning

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