...use, I will process 3 steps to make a sale, such as making contact, closing the sale and following through. Making Contact In the very beginning stage, an invitation email will be sent to related parties for first approach and introduce our company background and products. After that, a courtesy call will be made to Jim Lo for brief company and product introduction and meeting arrangement. Closing the sale Before meet the potential customer, detailed slides and business proposal will be ready to introduce our company service offerings, competitive advantages and benefits. During the meeting, business proposal and brochures will be available for Jim Lo. Also, a fruitful and interesting presentation will be performed to him to arouse his attention and got into the conversation to realize their actual needs. After the meeting, a tailor-made or fine-tune business proposal will be ready to ingratiate and build rapport with Jim Lo for consideration. Furthermore, on site inspection will be free to Jim Lo’s company so that to reduce his post-purchase dissonance and overcome the difficulties encountered in service and respond to the problem quickly. While performing the service, we will be considerate, courteous, and careful with their belongings. Following through After the free trial, a follow up call will be made to Jim Lo to ask the feedback and satisfaction and reinforce our service offering’s features, prestige after sales service, competitive advantages and proactively...
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...opportunity. Summary of the position are to include and limited to managing sales of the company’s products and services in the general area. You have to ensure consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel. You have to possess and identify objectives, strategies and action plans to improve short- and long-term sales and earnings. The following are the duties you will have to perform to the best to your ability. Sales Manager Job Duties: * •Determine annual unit and gross-profit plans by implement marketing strategies; analyzing trends and results. * •Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products. * •Implement national sales programs by developing field sales action plans. * •Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. * •Establish and adjust selling prices by monitoring costs, competition, and supply and demand. * •Complete national sales operational requirements by scheduling and assigning employees; following up on work results. * •Maintain national sales staff by recruiting, selecting, orienting, and training e employees. * •Maintain national sales staff job results by counseling and disciplining employees; planning...
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...BRIEF OVERVIEW OF THE COMPANY: BRIEF OVERVIEW OF THE COMPANY: ATCO Laboratories Limited is one of the pioneers in Pakistan’s pharmaceutical industry sector, and has been serving the country’s healthcare system over the last four decades. ATCO develops, formulates and markets high quality generics at its state-of-the-art cGMP compliant manufacturing facility based in Karachi, which is the industrial hub of Pakistan. ATCO is WHO-GMP certified from Pakistan’s Ministry of Health and holds other accreditations from various health authorities of the world. PROFILE: ATCO Laboratories has a pristine history of over 40 years in the healthcare business. It is one of the most renowned pioneers in the pharmaceutical industry sector of Pakistan, and has successfully managed to retain a position in the top ten pharmaceutical industries of Pakistan. 1978 is a significant year in the history of ATCO when it was acquired by one of the largest conglomerate business groups of Pakistan. The acquisition was a diversification in the health care business by Kohinoor Group of Industries, having successful businesses in the fields of cosmetics, personal care products, battery cells, soaps, detergents, etc. After the acquisition there has been no looking back for the company. The Kohinoor group’s strength has always lain in its strong professional background, business acumen and timely availing of business opportunities. These consistent strengths have resulted in ATCO Laboratories becoming one...
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...fair bit of turnover amongst its’ sales teams. While sales representatives typically remain in home sales for their professional careers, they often switch between builders, and even out of the industry to general brokerage at some point in their career. As a 10+ year seasoned sales representative, I have seen far too many quality representatives leave my company to start over with another builder, or other industries altogether. It truly is a shame, as many of these representatives would have generated an incredible amount of income for themselves, as well as profit for the builder, had they given themselves the proper opportunity. I am proposing that proper training and sales management involvement could single-handedly improve retention amongst the sales team. In this paper I intend to explore the costs associated with employee turnover, the role of middle management during the selection process and thereafter throughout training, as well as training procedures and policies that could be implemented to help lessen turnover. Lastly, I intend to explore how my company will improve as a result of higher retention of its’ sales professionals. Retention of sales professionals has become one of the most taxing issues facing sales managers of today, particularly due to the costs associated with high turnover and how it affects a company’s bottom line. It is a costly problem that impacts companies of all sizes. It has been found that some sales force turnover is acceptable and...
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...SPECIAL DOUBLE ISSUE: SALES >> RESEARCH REPORT BY B A R RY T R A I L E R A N D J I M D I C K I E Patterns of customer behavior have changed. Today, consumers may be well along in their buying process before you get the first whiff of a lead. Consequently, sales organizations should redesign – and in some ways reinvent – the selling process. Understanding What Your Sales Manager Is Up Against F we have conducted an annual survey of chief sales officers – the executives in charge of their companies’ selling efforts. One purpose is to understand what challenges their sales organizations are up against and how those challenges are shifting over time. The 1,275 responses to our 2006 survey indicate an acceleration of trends established over the past several years. Across industries, the selling context has changed, buyers are behaving differently, and the work required of the sales organization is becoming more difficult. Let’s start with the fact that 85% of companies report increases in their product-line breadth, product complexity, and participation in new markets. The impact on the sales organization comes in many forms. It takes longer to get a new salesperson up to full productivity: 62% of companies report a rampOR THE PAST 12 YEARS, up period of more than seven months. The percentage has risen in each of the past four years, but it made its most dramatic one-year jump from 2005 to 2006. The quotas being assigned to salespeople have also gone up substantially...
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...ANKIT FOGLA Mobile: 9831049274 E-Mail: ankitfogla@gmail.com [pic] Seeking positions in Sales, Marketing, Planning, Team Management, Budgeting, Key accounts management and Channel Management with an organization of repute Career Highlights Bharti Airtel Ltd. Since May’11 Key Account Manager – Corporate Sales Accountabilities ← Allocate functional areas to 12 sales managers based upon their skill level. ← Provide appropriate coaching to them to conduct focused research and ensure timely delivery of service and the achievement of the desired sales figures. ← Building strategy and tailoring bill plan constructs unique to the ever increasing communication demands of these corporates. ← Managing the accounts of over 145 corporates for service and penetration of telecom products and ensure incremental revenue earning from these relationships. Standard Chartered Bank Feb’10 – May’11 Relationship Manager – Premium Banking Accountabilities ← Supervising mapped branches for Priority Banking clients. ← Coordinating client meetings with various AMC’s (Asset Management Companies) in respect of their existing funds and potential NFOs (New Fund Offers). ← Managing the accounts of 110-120 clients for spending quality investment discussions with them by taking prior appointments. ← Attaining the direct revenue for the bank in tune of 36-38 lacs / p.a. out of fresh investments...
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...Sales Planning And Operations Business Essay Elec company is specialized in importing and distributing electronic and electrical products in Sri Lanka market. Their product range consist of television, home theater systems, digital cameras, kitchen appliances, refrigerators, gas burners and ovens, washing machines and personal computers. The organization wants to make use of their promotional effort to the maximum so that they are planning to come up with an integrated marketing promotions to support the selling activities. Company is going to develop the sales structure and required to add few more people there to support the expansion. They wont to set sales targets for representatives, come up with a plan to recruit new positions to the sales function, develop a benefit package for them, introduce sales package for them, introduce techniques to co ordinate and control sales procedures for the company. In this report there is a sales plan to the company and there are some suggestions to expand sales. First explained about the personal selling to support the personal mix and analysis the role of the sales team within the marketing strategy. Then revised their sales strategies in line with the cooperate objectives. Then explained the appropriate recruitment strategies and selection procedure. The role of motivation for field sales representatives, remuneration package and training in sales management. Explained the sales structure, territorial design, sales recordings and methods...
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...industry. It was founded by Gregory Miller in 1993, who is the CEO. The company currently markets a product called PROCEED which is a Comprehensive Sales Automation System (CSAS). It integrates and automates various functions across the organization which helps in bringing down order cycle time and improving efficiency. However, the product is still incomplete and will take around 8 months and USD 1 million dollars to be completed. SaleSoft also recognizes that a portion of its consumer base wants a product that is based on the completed part of PROCEED (Sales System) but offers greater functionality (Sales Forecasting). This product, called Trojan Horse (TH), if developed will take 3 months and USD 200000 to be completed. It is much cheaper than PROCEED. However, SaleSoft doesn’t have the resources to either develop or market the 2 products simultaneously. Further, it has already spent a substantial amount of money on the development of PROCEED. But the sales of PROCEED are not satisfactory and customers are demanding a complete product. SaleSoft now faces a dilemma whether to continue developing PROCEED or to switch over to TH. While analysing the data, it was observed that the demand for TH was mainly from one of the decision making party, i.e., Sales VP, in the overall Buying Centre consisting of the CEO, CFO, VP Marketing and Sales Reps. All the other parties seem to want a solution that provides tools to integrate various...
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...ROLE OF A SALES MANAGER BA032IU Sales Management Guest Speaker Report Marking sheet Group: _______________________ Date: ________________ 1. Executive Summary of the Essay a) Summary of the major content, the purpose of this essay, what this essay is about and so on 2. Discuss the Role of a Sales Manager - Where applicable, provide theories to support the evidence b) Describe the responsibilities and challenges (E.g., what should a sales manager do when sales slump or drop off? or how to handle stress situation of sales target, manage sales team diversity and so on) 3. Describe the Process of Selling and Buying of B2B or B2C from the experiences shared by the sales manager (guest speaker) and provide practical examples to illustrate, included: c) How to prospecting a customers d) How to building rapport e) Discuss critical aspects in relationship selling 4. Sales Performance and Others a) Discuss recruitment and selection b) Leadership and motivating sales forces c) Leadership and motivating sales forces d) Compensation, incentives, non-financial reward and personal satisfaction 5. Conclusion (5) a) Discuss your own point of view regarding the challenges. Group mark: _______/100% ___________________ Grade RULES OF THUMB The creativity of the report presentation, analysis and idea arrangement is highly marked The credibility of information source/reference must be guaranteed Quality not quantity! ASSIGNMENT 2 - B2B/B2C SALES CALL PRESENTATION ...
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...versus Steel rings 2. Inventory a. Steel rings b. Raw steel 3. Management Concerns a. Sales Manager / Development Engineer b. Plant General Manager/Parent Company 1. Production Changes Analyzing the cause of the problem or situation With the introduction of less costly plastic rings by company, Henri Poulenc, Industrial Grinders is faced with a decision of a total changeover from steel rings to plastic rings for their machines that would also fit similar machines manufactured by other companies. Henri Poulenc has introduced the less expensive plastic rings in a small market affecting 10% of Industrial Grinders’ sales . Industrial Grinders believes the market will eventually change-over to all plastic rings. Industrial Grinders must decide a timeline for changing production. It is estimated that production could begin by mid-September. With raw steel and steel rings already in inventory, IG must sell-off existing inventory before changing total production to all plastic rings. a. Plastic Rings versus Steel Rings * Steel rings last approximately 2 months * Plastic rings last approximately 8 months * 100 steel rings cost $263.85 to produce * 100 plastic rings cost $66.60 to produce * At a weekly profit/Loss, Net income for 690 steel units would be $390.00 * At a weekly profit/Loss, Net income for 172.5 plastic units would be $437.80 If sales continue at 690 units per week from May to mid-September, 10,350 units will...
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...InterClean Training Jaime S. Castrejon HRM/531 Human Capital Management 14 June 2011 Jim Sowatzke The acquisition of EnviroTech has given us an opportunity to expand into new markets. The strategic plan will require that the sales staff be trained in the new direction of Solutions- based selling. The newly assigned sales teams at IntraClean will have to undergo intensive training to ensure a seamless transition toward an efficient and effective industry knowledge sales force. Due to budget constraints sales managers and sales representatives will be required to share knowledge and expertise in developing solutions-based products for customers. New training and mentoring needs will be developed in addition of the existing inventory skills of the current sales members. The objectives of the training and mentoring program, are to merge the two corporate cultures of InterClean and EviroTech into a productive partnership designed to reach next years sales goals which should increase profitability by 40 percent. The training program will tie the workplace training to business targets, and to enhance customer service and product knowledge. Solution-based selling Customer-and-service-based system pioneered at EviroTech Emerging issues in sanitation Environmental regulation of cleaning and cleaning systems OSHA standards Performance standards Delivery method Materials- CBT Computer based training. Multimedia (CD...
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...Case Study Project / Presentation ARAPAHOE PHARMACEUTICAL COMPANY Some of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that they contribute to the company. Even with redundant reminders from other managers that salespeople and a sales manager are two very different positions, he failed to heed the wise advice from his colleagues and simply went into the work without a true plan. John’s disorganization within the past year had been his ultimate downfall. ISSUE 1: LARRY PALMER He started off spending far too much time recruiting a new sales representative for the territory that did not have one that he was only able to have a brief introduction to the existing sales representatives. He did not follow Phil’s first rule of advice: Give the sales reps time to get to know him and he them. This territory was a region that was open for almost a full month. John spent far too much time not only screening the...
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...Human Resource Management Final Project HR Manuel-HBM Pharmaceuticals Lahore Submitted To: Mr. Haroon Shabbir Submitted By: Muhammad Kashif 063832-045 Submission Date: 25-8-07 University of management and technology table of Contents: 1. Company overview 5 2. Job Analysis: 7 2.1. Job Description of SPO: 7 2.2. Proposed Job Description of SPO: 8 2.3. Job Description of Store keeper: 9 2.4. Job Description of Accountants Manager: 10 2.5. Proposed Job Description of Accounts Manager: 11 2.6. Job Description of Director Sales & Finance: 12 2.7. Job Description of CEO 13 3. Recruitment and Selection Policy: 16 3.1 Recruiting phase: 16 3.1.1. Employee referrals/recommendations: 16 3.1.2. External searches: 16 3.2. Selection phase: 17 3.2.1. Initial screening: 17 3.2.2. Completed application: 17 3.2.3. Employment test: 18 3.2.4. Comprehensive interview: 18 3.2.5. Unconditional Job offers: 18 4. Socialization and Orientation Plan: 18 4.1. Socialization Process: 19 4.2. New-employee Orientation Process: 19 4.2.1. The CEO’s Role in Orientation: 19 4.2.2 HRM’s Role in Orientation: 20 5. Training and Development Plan: 20 5.1. Employee Training: 20 5.1.1. New employees: 20 5.1.2. Existing employees: 20 5.2. Determining training needs: 21 5.2.1. SPO: 21 ...
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...Job Analysis | | | Job analysis performed with designed workforce planning and selection of key team members to the Sales department. | | Desiree Cooper | 10/11/2010 | | Job Analysis October 11, 2010 After reviewing the company’s new strategic plans for the direction of success a complete job analysis has been done for the Sales department. As part of our continuing efforts to be the most dynamic sales force in the industry we have collected data based on job performance and observation to determine what we need to do going forward in our process. Job performance and observations were the main data sources for this particular portion of the analysis. To better understand what needed to be done I underwent a job performance study to determine what it is that our sales department daily tasks are and how it is evaluated. Part of this study included performing the job hands on and getting a feel of the overall sales process. This includes generating leads or new business, consultations, and securing or closing the transaction while building long lasting relationships and gaining possible referrals. This is no easy tasks and I can see where our team and new hires will need development training and maybe quarterly performance evaluations. These will be key to our sales team progress and success as well as beneficial to the company’s overall objective and service initiatives. Training and development are key to the ongoing efforts of this process. While...
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...CHAPTER 1 SALES MANAGEMENT: IT'S NATURE, REWARDS, AND RESPONSIBILITIES I. WHAT IS SALES MANAGEMENT? A. Sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. II. THE FIVE FUNCTIONS OF SALES MANAGERS A. Planning – the conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them. B. Staffing – refers to activities undertaken to attract, develop, and maintain effective sales personnel within an organization. C. Training – the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. D. Leading – the ability to influence other people toward attainment of objectives. Leading means communicating goals to people throughout the sales group and infusing people with the desire to perform at a high level. E. Controlling – monitoring sales personnel's activities, determining whether the organization is on target toward its goals, and making corrections as necessary. III. SALES PERFORMANCE A. Organization – a social system that is goal directed and has a deliberated structure. B. Social – being made up of two or more people. ...
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