...Management of the Sales Force © 2010...
...be applied to sales management List and...
...of an effective sales manager Discuss recruitment...
...* Explain effective sales force motivation practices...
...a common effort Sales Management – is...
...Typically performed by Sales Manager Applying Leadership...
...Leadership Skills to Sales Management © 2010...
...Leadership Skills to Sales Management (continued) ©...
...Leadership Skills to Sales Management (continued) ©...
...Training Programs for Sales Managers © 2010...
...Leadership Skills to Sales Management (continued) Sales...
...Sales Management (continued) Sales managers have a...
...Leadership Skills to Sales Management (continued) Structure...
...characteristic displayed by sales managers who clearly...
...those of the sales staff, and who...
...dimension displayed by sales managers who have...
...achieving success in sales management Situational Leadership...
...members of your sales force Situational Leadership...
...process between a sales manager and a...
...tasks of a sales manager About half...
...people working in sales should be doing...
...be done, with sales manager involvement, to...
...work itself Involvement Sales Force Motivation ©...
...and external motivators Sales Force Motivation (continued)...
...plan that rewards sales collaboration and the...
...achievement of specific sales goals (individual, team,...
...a variety of sales objectives: Specific product...
...product movement Percentage sales increase Establish new...
...new accounts Increase sales activity Strategic Compensation...
...* Important guidelines: Sales objectives are well...
...(continued) Quantitative Criteria Sales volume in dollars...
...or units Year-over-year sales volume Sales by...
...Year-over-year sales volume Sales by product or...
...of new account sales Net profit dollars...
...customer calls Assessing Sales Force Productivity ©...
...skills Initiative Assessing Sales Force Productivity (continued)...
...Leadership Skills to Sales Management (continued) ©...
...Leadership Skills to Sales Management (continued) ©...
...* Explain effective sales force motivation practices...
...criteria for evaluating sales performance Learning Objectives...

...Key to Greater Sales Productivity © 2010...
...* Can increase sales volume by: Improving...
...customers Completion of sales records Casual conversation...
...Selling Tools include: Sales literature Proof sources...
...Inc. 16- * Sales Territory – the...
...class of customer, sales potential, or industry...
...code, industry, projected sales Help to establish...
...Management Involve? (continued) Sales Call Plan –...
...coverage Developed by Sales Managers Tracks plan...
...to actual performance Sales Call Plan ©...
...who work in sales-supporting areas Should be:...
...reports Expense Records Sales Records Of performance...
...Trying to meet sales quota Scheduling travel...
...code, industry, projected sales Help to establish...
...Key to Greater Sales Productivity © 2010...

...represent an auxiliary sales force Telling six...
...15- * Repeat sales come after demonstrations...
...factor Achieving Successive Sales © 2010 Education...
...information on a sales call to people...
...increase revenue or sales from a customer...
...item or use sales tools © 2010...
...initial and repeat sales: Receptionists Technical personnel...

...you don’t close sales; you build commitment...
...commitment with each sales call © 2010...
...Clues (continued) The sales presentation is a...
...time during the sales presentation to encourage...
...management to the sales presentation as a...
...open for future sales What to Do...

...place before the sales call Meeting time,...
...anytime during the sales presentation Most important...
...point of your sales presentation Do not...

...Value with the Sales Demonstration © 2010...
...* Discuss how sales demonstrations add value...
...when planning a sales demonstration Describe the...
...value to your sales presentation Discuss the...
...attention Demonstration – sales and marketing technique...
...desire How the Sales Demonstration Adds Value...
...Planning for the Sales Demonstration © 2010...
...presented during the sales presentation Most effective...
...Well-planned and well-executed sales demonstrations are the...
...credibility during a sales presentation Proof of...
...“off premises” Check sales tools Always have...
...wide variety of sales-supporting materials Adds visual...

...Creating the Consultative Sales Presentation © 2010...
...of the consultative sales presentation Discuss the...
...of the consultative sales presentation Questions are...
...salespeople The Consultative Sales Presentation © 2010...
...sale The Consultative Sales Presentation (continued) ©...
...customer satisfaction More sales Fewer cancellations and...
...referrals The Consultative Sales Presentation (continued) ©...
...purpose of your sales call Get permission...
...243 The Consultative Sales Presentation Guide ©...
...early in the sales presentation to help...
...beginning of the sales presentation, be flexible,...
...used throughout the sales process to verify...
...to move the sales process toward commitment...
...end of the sales process: Plan the...
...process: Plan the sales call Conduct a...
...more complex: Longer sales cycles Multiple buying...
...Emphasis on repeat sales and referrals Greater...
...technical reports, company-prepared sales literature, or written...
...of a Consultative Sales Presentation © 2010...
...customer satisfaction, more sales, fewer cancellations and...
...* The Consultative Sales Presentation Guide ©...
...sale. The Consultative Sales Presentation (continued) ©...
...early in the sales presentation to help...
...beginning of the sales presentation, be flexible,...

...objectives for the sales presentation Preparing the...
...on: Carefully developed sales call objectives Presentation...
...precede the actual sales call and set...
...for a personalized sales approach, tailored to...
...- * Multi-call sales presentations are especially...
...common in complex sales First call objectives:...
...do during the sales presentation. For example:...
...product more informative sales presentations a shorter...
...of a consultative sales presentation Be prepared...
...presentation strategy Every sales call must be...
...to make a sales presentation Establish credibility...
...Business Contact (continued) Sales call reluctance –...
...rejection Coping with Sales Call Reluctance ©...
...goals Coping with Sales Call Reluctance (continued)...
...of a consultative sales presentation Be prepared...

...not to make sales, but to create...
...resignation, or illness Sales are lost to...
...response advertising & sales letters Web sites...
...seminars Prospecting by non-sales employees © 2010...
...prospects Shorten the sales cycle by quickly...
...close rates, larger sales, and a shorter...
...and a shorter sales cycle A productive...
...of making a sales call and make...
...and actually close sales at a trade...
...to generate inquiries Sales letters from databases...
...Educational seminars Obtain sales leads Promote place...
...Prospecting done by non-sales employees Incentive programs...
...required for complex sales and large territories...
...and large territories Sales data – information...
...Inc. 9- * Sales intelligence – gives...
...any special value-add? Sales Intelligence © 2010...
...on effectively managing sales activities for all...
...estimate of the sales potential for each...
...9 - * Sales process model –...
...stage in the sales process Work the...
...whole funnel: Closing sales Qualifying Within the...
...the funnel (continued) Sales Process Models ©...
...9.6, page 205 Sales Process Models (continued)...
...in the salesperson’s sales funnel to ensure...
...ensure that the sales objectives are met...
...prospects through the sales funnel (continued) Sales...
...sales funnel (continued) Sales Process Models (continued)...
...add new prospects Sales Process Models (continued)...
...not to make sales, but to create...
...of Prospects (continued) Sales Process Models (continued)...
...resignation, or illness Sales are lost to...
...response advertising & sales letters Web sites...
...seminars Prospecting by non-sales employees © 2010...