Introduction to Sales Management

• Evaluation of Sales Management

Concept & Definition  of Sales Management

• Definition
• The Nature and Importance of Sales Management
• Objectives of Sales Management
• Emerging Trends in Sales Management

Theories Of Selling

• Four Theories of Selling
  • AIDAS
  • Right Set of Circumstances
  • Buying Formula
  • Behavioral Equation

  Sales Forecasting

• What Is Sales Forecasting
• Factors Affecting Sales Forecasting
  • External Factors
  • Internal Factors

Sales Forecasting Methods

• Qualitative
  • Executive opinion Method
  • Delphi Method
  • Sales force composite Method
  • Survey of Buyers Intention
• Quantitative
  • Time Series Analysis
  • Market Test Method
  • Regression Analysis
• Benefits of Sales Forecasting
• Limitations Of Sales Forecasting

Attitude and Skills Required to be a Successful Sales Person

• Knowing the Product
• Knowing The Process
• Understanding Customers Objections
• Listening Skills
• Questioning Skills
• Identifying Buying Signals
• Negotiating and Closing Skills

Attitudes That are very Important to Sales Person

• Confident
• Persistent and Determinant
• Maintain a Long Term Relationship With Customers
• Having A Friendly Personality
• Four Key Factors for Attitude Training

Sales Planning

• Introduction
• The Importance of Sales Planning
• Sales Manger as Planner and Administrator
• Sales Manager as a Planner
• Sales Manager as an Administrator
• Sales Planning Process
• Causes of Unsuccessful Sales Planning
• Accuracy of Sales planning

  Sales and Negotiation Skills

• Selling- What we Understand
• Contrasting the Two Concepts Marketing vs. Selling
• Role & Skills of Modern Sales Managers in Context of Survival & Growth
• Principles and Process of Effective Selling
• Suspecting
• Prospecting
• Approach
• Presenting & Demonstration
• FABV Approach
• Handling Objections
  • Psychological Resistance
  • Logical Resistance

  Types of Selling

• Product & Service Selling
• Consumer Indirect Selling
• Industrial Selling
• Missionary Selling
• Group Selling
• Telesales
• Negotiation Process
• What Is Negotiation
• Characteristics of a Good Negotiator-Expert Opinion

New Negotiation Edge (Negotiation Styles)

• Red Style
• Blue Style
• Purple Style
• Types Of Negotiation
• Negotiation Styles
• Pyramid Of Time-Power-Information

Negotiation Process

• Preparation for Negotiation-The Checklist
• Negotiation is About the Resolution of Conflicts, Usually by the Exchange of Concessions
• Exploring Information- by Probing
• Deadlock-Breaking and Overcoming the Impasse
• Arguments-Soldiers of Negotiation Army
• Summarize
• Closing
• Difficult People
• Dealing With Opposition
• Ethics In Negotiation

Sales Organization

• Sales Organization
• Elements of Sales Organization
• Factors Influencing Sales Organization
  • Product & Service Related Factor
  • Organization Related Factor
  • Marketing Mix Related Factor
  • External Factor
• Organization Design
• Product Organization Design
• Product Organization Design Advantages & Disadvantages

Line  Organization

• Line Organization
  • Advantages & Disadvantages
• Pure Line Organization
• Functional Sales Organization
  • Advantages & Disadvantages
• Product Sales Organization

  Physical Distribution & Distribution Channel

• Distribution Channels
• Role of Intermediaries
• Channel Functions
• Physical Distribution – Nature & Importance
• Role of Marketing Channels in Marketing Strategy
• Types of Marketing Channels
  • Direct Channel
  • Dual Distribution
  • Reverse Channel
• Selection Of Marketing Channel

Determining Distribution Intensity

• Channel Management and Leadership
• Vertical Marketing Systems
• Tasks in Physical Distribution Management
• Channel Design
• Channel Design Paradigm
• When to Make A Channel Design Decision
• Distribution Objectives
• Channel structure Dimensions
• Variables Affecting Channel Structure
• Market Variables
• Product Variables
• Company variables
• Intermediary Variables
• Environmental Variables
• Behavioral Variables

Sales Force Recruitment  & Selection

• Recruitment & Selection Issues ( Decision Process of Recruitment )
• Responsibility for Recruiting & Selecting Sales People
• Job Analysis & Determination of Selection Criteria
• Recruiting Applicants
• Internal & External Sources
• External Sources Of Sales Recruit
• Selection Procedures
• Predictive Validity of Various Selection Criteria
• Equal Opportunity Requirements in Selecting Sales People

Sales Training

• What Goes on Sales Training
• Sales Training Process
• Steps In performing a Training Analysis
• On The Job Methods
• Off The Job Methods
• Evaluation of a Training Programme
• Methods Of Evaluation

Sales Force Compensation

• Factors Influencing The Design of Compensation Plan
• Types Of Compensation Plan
• Financial Compensation
• Non-Financial Compensation
• Steps in Designing a Compensation Plan

Sales Force Motivation

• Principles
  • Principle of Security
  • Principle of Achievement
  • Principle of Approval
  • Principle of Loyalty
  • Principle of Advancement
  • Principle of Leadership
  • Principle of Human Behavior
• What are the Buyer Objections and Resistance
  • Reasons of Objections
  • Signs of Interest
  • Non verbal Resistance
• Planning For Objections

  Supply Chain Management and Sales Distribution

• What is Supply Chain Management
• Role of Distribution In the Supply Chain
• Factors Influencing Distribution Network Design
• Customer Service Components
• Why Focus on Supply Chain Management
• Example of a Simplified Supply Chain

  Information and Merchandise Flows Technology

• Barcoding
• Computing
• Radio Frequency Identification
• Electronic Data Interchange ( EDI )
• Merchandise ASRS ( Automatic Storage and Retrieval System)
• Merchandise Flow Cross Docking
• Direct Store Delivery (DSD)
• How to Distribute
  • Rely on Intermediaries
  • Self Distribute
  • Benefits of self Distribution
  • Third Party Logistics Companies
• Quick Response Pros & Cons
• Efficient Consumer Response
• Quick Response & ECR

  E-Business  and Distribution Network

• Impact of E-Business on Customer Service
  • Response Time to Customers
  • Product Variety
  • Product Availability
  • Customer Experience
  • Faster Time to Market
  • Order Visibility
  • Return Ability
  • Direct Sales to Customers
  • Flexible Pricing, Product Portfolio and Promotions
  • Efficient Fund Transfer

  Impact of E-Business on Cost

• Inventory
• Facilities
• Transportation
• Information

• Distribution Networks In Practice
• The Role of Network Design in the Supply Chain
• Factors Influencing Network Design Decisions
• Classification Of Strategic roles for Various Facilities
• Frame Work for Network Design Decisions
  • Phase – I : Design a Supply Chain Strategy
  • Phase - II : Define the Regional Facility Configuration
  • Phase – III : Select a Set Of Desirable Potential Sites

Channel Information System

• Learning Objectives
• CIS Purpose
• Information – Advantages
• Classification of Information
• Information Process
• Developing a Channel MIS
• Use Of Information
• Sources of Data

A Good Channel MIS

• Characteristics
• Element Importance
• Competition Tracking
• Channel Performance Evaluation
• Evaluation Criteria
• Distributor Evaluation
• Implementation Principles
• Influencing Factors
• Implementing Rules
• Intensive – Factors
• Selective – Factors

Retail In India

• Timeline of Retailing in India
• Organized Retail , Revenue and Volume Growth
• Market Profile of Various Formats
• Major Retail Formats
• Opportunities & Challenges
• Which Categories will Grow ?
• Government Policies
• Pros & Cons of Allowing FDI in Retail
• Growth Drivers & Barriers
• Opinions of Formats and Growth Potential .
• Views of Foreign Players
• Outlook & Challenges

International Marketing Distribution

• International Distribution
• Alternative Foreign Entry Mode
• Decision Criteria for Entry Method
• Approaches to Foreign Manufacture
• Foreign Market Channel & Logistics