Managing sales

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  • Suppose you are a rising star at work and the boss has given you your first assignment to head up a project. Depending on the nature of the project and what kind of work you do, you might have to engage in a variety of tasks that you haven't tackled before, such as assembling a team to complete the project on time and on budget, mapping out a plan and monitoring your progress at key steps along the way, using appropriate planning tools such as project management software or wall charts, and keeping your team motivated and on target....

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  • Introduction Acknowledgments Lesson 1. So You're Going to Manage a Project? The Elements of a Project Project Planning Implementation Control Possible Project Players Lesson 2. What Makes a Good Project Manager? A Doer, not a Bystander Many Hats All the Time Principles To Steer You Seven Ways to Succeed as a Project Manager Seven Ways to Fail as a Project Manager Lesson 3.

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  • Managing a sales force can seem at times like trying to herd cats or force water to go uphill. Having had the privilege of leading numerous sales teams across multiple industries, I can share more than a few stories (good and bad). After more than 25 years of sales management experience, let me share 4 steps I believe are essential.

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  • Chapter 1, introduction to sales and distribution management. After studying this chapter you will be able: To understand evolution, nature and importance of sales management; to know role and skills of modern sales managers; to understand types of sales managers; to learn objectives, strategies and tactics of sales management;…

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  • Chapter 2, personal selling: Preparation and process. After studying this chapter you will be able: To understand psychology in selling, buying decision process and buying situations; to learn communication skills, sales knowledge, and sales related marketing policies; to understand personal selling process; to learn about negotiation.

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  • Chapter 3, planning, sales forecasting, and budgeting. After studying this chapter you will be able: To understand strategic planning, its linkage to strategic marketing and marketing management; to know how sales strategy is developed from marketing strategy; to learn basic terms used in forecasting, forecasting approaches, and methods of sales forecasting; to understand purposes and the process of sales budget.

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  • Chapter 4, management of sales territories and quotas. After studying this chapter you will be able: To understand the concept of and reasons for sales territories; to learn designing sales territories and assigning salespeople; to know territory coverage, including routing, scheduling, and time management;...

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  • Chapter 5, organising and staffing the salesforce. After studying this chapter you will be able: To understand the concepts of the sales organisation, and the basic types of sales organisations, to know specialization within the sales organisation, and alternative organizational approaches for major accounts, to determine the size of the salesforce by using various methods,…

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  • Chapter 6, training, motivating, compensating, and leading the salesforce. After studying this chapter you will be able: To understand sales training process; to learn importance, theories, and tools of motivation; to know objectives and designing of sales compensation plan; to understand views, styles, and skills of sales leadership; to know the methods used to supervise salespeople.

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  • Chapter 7, controlling the salesforce. After studying this chapter you will be able: To know criteria and types of salesforce expense plans; to understand salesforce audit and its evaluation process; to learn evaluation of effectiveness of a sales organisation through sales, cost, profitability, and productivity analysis;…

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  • Chapter 8, distribution management & the marketing mix. After studying this chapter you will be able: Role of distribution management in the marketing mix, why distribution channels are required, distribution channel strategy, overview of distribution channel members, intensity in the distribution effort.

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  • Chapter 9, marketing channels. After studying this chapter you will be able: Understand channel structure and how channels manage discrepancies, understand concept of channel flows, relationship of channel flows to service levels, understand channel formats and levels, understand what channel systems are expected to deliver, prominent marketing and channel systems.

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  • Chapter 10, channel institutions - Retailing. After studying this chapter you will be able: Understand what retailing is all about; global retail scene and trends; indian retail scene and trends; types of retailers; trade and retail formats, trading area; retail management strategies and operations; measuring retail performance; franchising and e-tailing; FDI in retail in India.

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  • Chapter 13, channel management. After studying this chapter you will be able: Understand how and why channel conflicts occur, look at ways of managing conflict, channel practices followed to resolve conflicts, principles of channel management, various parameters on channel policy, way in which services use marketing channels.

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  • Chapter 14, channel information systems. After studying this chapter you will be able: Understand importance of information systems for management of channels, elements of channel information systems, how information systems are used to impact channel service objectives, performance measures for channels, understand principles of channel implementation.

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  • Chapter 15, market logistics & supply chain management. After studying this chapter you will be able: Principles of materials management, logistics and supply chain management; logistics interface with other functions; inventory management principles and systems; warehousing management fundamentals;...

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  • Chapter 16, international sales & distribution management. After studying this chapter you will be able: Understand differences with domestic markets; choosing the markets; economic, legal & cultural aspects of the environment; risks involved in international business; entry strategies for international markets;…

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  • (BQ) Part 2 book "Operations management - Creating value along the supply chain" has contents: Supply chain management strategy and design, global supply chain procurement and distribution, forecasting, inventory management, sales and operations planning, resource planning, lean systems, scheduling.

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  • Chapters 1 through 3 focus on the concept of CRM. Chapter 1 defines what CRM means in today’s business environment and why only organizations with clear and effective CRM strategies are destined for long-term success. Chapter 2 introduces the Customer Service/Sales Profile model, a brand new tool for understanding the dynamic relationship between stand-alone service transactions, repeat customers, and the creation of wonderful customer advocates who love to spread the good word about you and your products and services.

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  • Excerpts taken from: A Framework for Marketing Management, by Philip Kotler Copyright © 2001by Prentice-Hall, Inc. A Pearson Education Company Upper Saddle River, New Jersey 07458 Marketing Management Millenium Edition, Tenth Edition, by Philip Kotler Copyright © 2000 by Prentice-Hall, Inc. All rights reserved. No part of this book may be reproduced, in any form or by any means, without permission in writing from the publisher.

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