1. Sales Management

2. 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

3. 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

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

5. 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

6. 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

7. 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

8. 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

9. 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