Marketing 377 WEEK 8

Show Up Physically Mentally Spiritually

Objectives Dealing with Sales Managers Time Management Competitive Intelligence System

Dealing with Sales Managers, Time Management and Competition Selling Power Mag

Sales Managers Past: Best Account Executives (AE) Selected Are Best AE’s the best managers? Majority receive no training Large percentage receive wrong training Some continue selling, others manage others to sell

Three Types of Managers Doer: One Responsibility…To Do the JOB Manage only their work! Doing Manager: Manage their work and others Managing Manager: Solely managing others’ work What’s Typical? ie…Role of Sales Manager?

Management Styles Drill Sergeant---Focus only on what is wrong Administrivia Manager---Focus on paperwork ie. call and expense reports Top Gun---Jump in taking over sales call Coach---Don’t do salesperson job rather lead, guide and train ex. Hire your manager!

Time of Sales Manager 33% Selling 33% Recruiting 33% Administrivia

Sales Manager Function Guidance—Coach and Strategist Structure—Create system to 1. Enhance Efficiences 2. Ensure efforts focused on prioritized objectives Communication—Involvement in direction and focus of business

Two Critical Responsibilities Motivate People Guide Selling Process 80% of revenue accrued from only 20% of customers

Time Management Plan next week this week or even a month out *Appear busy *Better chance customer has time in one week *Something to look forward to Set up territory Map Cluster your Tasks Start Early and Stay Late

There is nothing more exhilarating than to be shot at without result. Winston Churchill Winston Churchill

Competitive Intelligence System Identify Competitors Evaluate Competitors Competitive Strategies Customer vs. Competitor Orientation

Identify Competition Number of Sellers - Degree of Differentiation Entry, Mobility, Exit barriers Cost Structure Degree of Vertical Integration Degree of Globalization

Evaluate CompetitorsCompetitorActions Objectives Strengths & Weaknesses ReactionPatterns Strategies

Balance Competition Customer + Fighter orientation + Alert + Exploit weaknesses - Reactive + ID opportunities + Long-run profit + Emerging needs & groups

Competitive Intelligence System Careerbuilder.com & Target Identify Competitors Evaluate Competitors Competitive Strategies Customer vs. Competitor Orientation

Presentation Reminders Week 10 1.Question Opening Capture attention Start listener thinking 2.Two Big Messages Umbrella and important Sensory Rich What is the benefit/interest to listener? 3.Cold Closing Summarize End on strong, positive statement or recommendation

Final Slide and CRM CRM by 6pm last class Last Slide NameIndividual TotalTeam Event TotalTotal Carlito Brigante$175$150$325 Benny Blanco$100$200$300 Veruca Salt$300$250$550 Davie Kleinfeld$50 $100 Team Blue Ambition$625$650$1275