1. Trade Management Module 5 Sales Management Model Learning Objectives:
Forecasting

2. Trade Management Sales Management Model Structure
Customer Contact Process
Access (locating qualified customers)
Identify (advertising, cold calls, referrals, trade shows)
Quantify
Persuade
Present
Close
Fulfill
Sales person
Engagement team

3. Trade Management

4. Trade Management Sales Management Model Structure
Job Design (Front Office)
Income Producers
Function of client base
Examples: RE Agent, Life Assurance Agent
Direct Sales
Key account managers
Territory reps
Indirect Sales
Channel sales reps
Employee of manufacturer

5. Trade Management Sales Management Model Structure
Job Design (Back Office)
Business Development
Pre- Post Sales Support (Front & Back Office)
Sales Engineer
Field Application Engineer
Installation
Support staff
Administrative
Assistants ( appointments)
Estimators- quotations
Research

6. Trade Management
Selling Methods

7. Trade Management Sales Management Model Structure
Resource Deployment ( impacts company profitability)
Factors
Market size
Cost of sales
Productivity- sales yield on cost of sales
Quality of sales (quantitative and qualitative assessment)
valuable customer paying high prices v discount demanding customers requiring a lot of support

8. Trade Management Sales Management Model Management
Sales Talent and Management
Sales Talent
Recruitment and Selection
Onboarding
Training
Product
Sales Process
Customer
Development and Career progression

9. Trade Management Sales Management Model Management
Sales Talent and Management
Talent Management
Coaching
Management accountabilities
Sales campaigns and field programs
Customer complaints
Legal compliance

10. Trade Management Sales Management Model
General Principles of Measurement
Measurement provide evaluative feedback to management initiatives
Measurement communicates importance
Measurement increases engagement
“what measures gets done”
Irrelevant measures distract
Too many measures confuse
Erroneous measures frustrate
Compliance measures belittle

11. Trade Management Sales Management Model Management
Performance Management
Performance Commitments
Job expectations – processes
Personal accountabilities
Following company values
personal development
ethics
coworker relationships
personal demeanour
Quotas
Compensation
base salaries
incentives Cost and Sales ROI

12. Trade Management Sales Management Model
Sales Operations & Technologies(Front Office and Back Office)
Sales Operations
Measurement and Reporting
Talent Management
Accountability Management
Communication
Provisioning (Resources)
Sales Strategy Planning alignment with marketing

13. Trade Management Sales Management Model
Sales Operations & Technologies(Front Office and Back Office)
Technologies
CRM
Order reporting
Customer service status reporting
Forecasting systems
Account assignment and quota allocation
Sales dashboard
Expense management system
Incentive compensation
Knowledge system

14. Trade Management Sales Management Model
Personal Traits of Great Sales Leaders
Be a visionary
Have high business acumen
Be an exceptional manager
Be innovative
Be courageous
Project personal authority
Instill commitment

15. Trade Management Sales Management Model
Segments (useful to focus sales management effort)
Market/ Customer Segment
Product/Solution Segment
Channel/Sales Segment
Segment Selection Criteria
Segment Characteristics- growth rate, potential
Product Configuration- mix
Buyer Profile
Competitor Position

16. Trade Management Annual Strategic Sale Plan Benefits Goal setting
Collaborative Input
Field personnel
HQ staff
Key account holders
Communication

17. Trade Management Sales Focus During Product Growth Main Sections:
Phase 1 - Start up
Phase 2 - Volume growth
Phase 3 - Re-evaluation
Phase 4 - Optimization ( Maturity)
Sales approach different
Move from Product to Customer to Channel focus

18. Trade Management

19. Trade Management Sales Forecasting Main Sections: Market Potentials
Buying Power Index
Qualitative Sales Forecasting
Quantitative Sales Forecasting

20. Trade Management

21. Trade Management
Sales Forecasting
Market Potentials:

22. Trade Management Sales Forecasting Buying Power Index:
Index combines estimate of population, income and retail sales to give composite indicator of consumer demand
Review of industry use of equipment, estimate life cycle of machinery to potential replacement

23. Trade Management Sales Forecasting Qualitative Sales Forecasting:
Sales Force composite
Favoured by industrial concerns
Jury of Executive Opinion
Fast
Allows inclusion of subjective factors : competition, economic, climate, weather and union activity
Leading indicators
Stock market
Sales of houses
New building permits

24. Trade Management Sales Forecasting Quanititative Sales Forecasting:
Seasonal adjustments
Naïve forecasts
Moving averages
Exponential smoothing
Time-Series regression Y=a+bX
Use:
Needs historical data
Forecasting accuracy needs verifying Common method is MAPE.