1. Marketing 377 WEEK 8

2. Show Up Physically Mentally Spiritually

3. Objectives Dealing with Sales Managers Time Management Competitive Intelligence System

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

5. 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

6. 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?

7. 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!

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

9. 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

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

11. 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

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

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

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

15. Evaluate CompetitorsCompetitorActions Objectives Strengths & Weaknesses ReactionPatterns Strategies

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

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

18. 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

19. 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