Sales Management

Sales Management Sales management is a business function focused on achievement of the business goals. Goals set by the sales plans. Sales x Marketing small and mid-size companies big companies Sales Management March 9_2017

Sales plan Preparation of Sales plan – timing Marketing plan and its strategic charakter - base for the Sales plan - need to keep contact with new trends - innovative impulses - ability to keep good relationship with customers and suppliers - evolution of prices - training and development of Sales force - compensation and good motivation of staff - good communication of marketing information Sales Management March 9_2017

Sales Management Structure of sales plan plan usually divided into: - product groups - customer segment - territories Sales Management March 9_2017

Sales Plan Compilation Data from previous periods What for data do we need to take into consideration and correct estimation of the turnover? - each product or category - total turnover - achieved sales budget – actuals - seasonal changes Sales Management March 9_2017

Sales plan compilation Market research in terms of the competitive and far environment MS – market share Purchase power of our customers Pricing policy of our suppliers Capacity of foreign markets Political factors of remote territories Sociological, technological, economic and environmental factors Sales Management March 9_2017

Sales plan compilation Professional intuition, experience and market expectations Very experienced employees and their ability to estimate and anticipate sales performance. Knowledge of purchasing habits of the local population. Sales Management March 9_2017

Sales controlling Indicators of Sales plan Operational and strategic controlling Operational level Need to fulfil all sales objectives and consequently financial budget Indicators of Sales plan Main indicator – Sales turnover Used currency usually USD, EUR and or local Sales Management March 9_2017

Forms, Reporting and Approval of the Sales Plan Budget column Forecast (expected sales0 Variances Forecast management and importance of expected sales Sales forecasts are carried out every months ahead - in February for next ten months. All the significant mistakes can be discovered and corrections and adjustments can be adopted. Sales Management March 9_2017