1. Sales Management Process Presentation by: Modood Ahmed

2. Presentation Includes Brief introduction about myself as the qualified candidate for this position Responsibilities and Accountability – Modood Ahmed as Sales Manager/Director Proposed Sales Management Process- Including  Who is the Right Party to Contact  Key Selling Points  Recruitment  Telemarketing Cost and Break – Even points  Leads Analysis

3. Why Modood Ahmed? I have all what you need Someone with Sales Management Background. -- Yes Someone who is energetic and aggressive Sales Person --- Yes Someone who is a leader and who is very reliable and optimistic.--- Yes Someone with experience and fun to work with. – 9 years Someone who is great with customers -- Yes Someone who has a friendly yet professional manner -- Yes Someone who is be able to co-operate with other members of your virtual team --Yes Someone who is technically competent and comfortable with VoIP, Google Docs, and other aspects of working online -- yes Someone who is good at detail, admin, scheduling and all the things --Yes Someone who is willing to roll his sleeves up with you when necessary, with a genuine interest and commitment to helping you develop the business over time. -- Yes Someone who has some understanding of the realities of entrepreneurial life: --Yes Someone who is able to add value to the need and business. --Yes

4. Continue… oDesk Tests: - Outbound Sales Skills Test - Customer Service Test - Negotiations Skills Test - Telephone Etiquette Certification - Email Etiquette Certification - U.S. English Basic Skills Test - oDesk Readiness Test for Independent Contractors and Staffing Managers

5. Profile Summary - Modood -Above 9 years of successful experience in Customer Services,TeleSales Industry and Administrative tasks. -Superior communication skills. -Excellent working knowledge using Internet applications and regular office applications such as Ms Word, Ms Excel -Excellent business analysis skills including but not limited to: o business intelligence studies o SWOT analysis o high-level feasibility studies o gathering of the requirements o tracing the requirements during implementation o manage project scope o acceptance, installation, and deployment -A team player and leader with good interpersonal and negotiation skills. Proven excellent analytical ability, acumen of identifying problems effectively and innovation to suggest alternate solutions

6. Conti… -Profit Center Strategic Planning & Forecasting -Staff Recruitment, Development & Supervision -Customer Trends & Preferences Research -Customer Service Enhancement Programs -Assortment Planning/Inventory Management -Mark-Down Strategies, Promotional Programs -Selling Floor Presentation Strategies -MIS reports and analysis

7. AWARDS/CERTIFICATES RECEIVED (Professional) 13 times team of the month 2007- 2009 – TRG Best Supervisor of year 2008 Gold – TRG Employee of the Month – July 2009 Quarterly TOP Supervisor 2009 Supervisor recognition certificate for the month October 2008 attended the workshop on “ Leadership Skills” conducted by Telenor Customer Relations Department Pakistan. 2008 Certificate of getting trained on “ Effective Business Communication Skills and Operations Financial Reporting & Analysis”. Certified by TRG Training unit on “Microsoft Excel & Implementing Effective Coaching Techniques”. Certified by TRG Training unit on “ Time and Stress Management.”

8. Continue… Participated in TRG “Corporate Management Training” held in March 2008. Certificate of participation in training of “Importance of Effective Communications” held in March 2009. “Certified Customer Services Professional CCSP” Training held at TRG. “ Let’s deal with the conflicts” Training held at TRG in June 2009. “Communication Skills” Training held at TRG in July 2009. “Time” Training held at TRG September 2009. “Analyzing KPIs and Motivation” Training held at TRG December 2009. “Understanding Organizational Behaviour” Training held at TRG January 2010.

9. Responsibilities and Accountability – Modood Ahmed as Sales Manager My Job will be all about leading the people and process company uses to sell prospects and service customers. Responsibilities include Building the right sales strategy Hiring the right team Creating the right compensation plans, territories and quotas Setting the right projections Motivating the Sales team Tracking revenue against goals Resolving conflicts Training and coaching sales reps Managing processes Getting the sale

10. Continue… Reviewing the Sales Management Process Monitoring Results Manage the leads and Right Party to Contact Business Intelligence Study Build Performance Improvement Plans Offer solutions to the problems Maintain the complete MIS Ensure Sales staff’s adherence to the dialing schedule Compliance Checks Ensure Quality To work with other departments to ensure seamless execution of the Sales Management Process Work on organic growth model

11. Summarizing in 5 bullet points Planning Staffing Training Leading Controlling organizational resources

12. Sales Management Process Businesses is a product or service to sell. Businesses exist to make sales. The sales management process will monitor and measure each staff member's ability to either support sales or do the actual selling to customers. My sales management strategy will include Setting realistic goals Providing sales support and training Creating or updating the sales strategy, and monitoring results Ensure Compliance Ensure Staffing Planning, Analysis and MIS Business Intelligence study and SWOT analysis

13. Continue… The sales management process will include goals for individual staff members, departments, and the entire company. These standards must be discussed with staff. This includes communicating updated goals based on performance, the economy, and the competitive environment. Once goals have been established, the sales management process will continue by providing tools and training to reach those goals. This will include in-depth information about the company's product Sayhatyar Card, target audience, and sales strategy. Effective training is not a one-time occurrence. Ongoing training is needed to ensure success.

14. Continue… An essential sales leadership role is to establish a sense of purpose or vision and clear direction to get there. A key element of a business’ strategic 12-month plan is to answer the question: “Where will all the sales come from?” The sales plan is not a guesstimate. It takes its direction from the marketing strategy and is based on thorough research and a considered positioning of the company within the market place.

15. Key Elements Who is the Right Party to Contact? What are the unique selling points? What are the competitive advantages? Is there any 80/20 rule? How is recruitment of Sales Personnel done? What are the benchmarks? How strong are the marketing strategies

16. Conti… Sales Recruiting: Does your sales recruiting process consistently produce top performers and strong middle performers, or is the quality of your hiring more "hit and miss?" If your sales team exhibits 80/20 performance, your success rate is just one in five Sales Compensation: Does your sales compensation plan motivate your salespeople to do what you want them to do, such as prospecting, achieving new business goals and maximizing penetration in each of their assigned accounts? Sales and Sales Management Training: Do your sales and sales management training investments result in permanent changes in your people's behaviors, or do things go back to the way they were shortly after the training is completed? Sales Activity Inspection: Do you inspect the quantity and quality of your salespeople's activities, or do you focus the bulk of your inspection on your salespeople's results? Sales activity inspection provides a very useful "early warning system" for many sales performance problems.

17. Telemarketing Cost Telemarketing costs depend on Total dialing per hour. Total decision maker contacts per phone hour Total qualified sales leads per phone hour. Total Payroll cost per hour Total Admin cost per hour Total miscellaneous cost per hour

18. Continue… Full time outbound telemarketer in telephone program can make 15–20 completed calls per hour with 4 minutes of Average Talk Time. If the average Talk Time is reduced to 3 minutes then we can have increase in the number of connected calls per hour.

19. Break- even Points Telemarketing sales metrics including Product margins Realistic close ratios from qualified sales appointments Realistic average orders Buying cycles Frequency of purchase

20. Thank you Regards, Modood Ahmed Modood.ahmed@gmail.com +92 343 274 2388