Sales Management 7-7-2011 22

8/3/2019 Sales Management 7-7-2011 22

http://slidepdf.com/reader/full/sales-management-7-7-2011-22 1/13

Acknowledgement

We would like to acknowledge the support and encouragement received from our

project guide, Mr. Satish (HR Manager, Surindra Paper Mills Pvt. Ltd.) without whose

help this project could not have been successfully completed.

We wish to take this privilege to express our profound sense of our esteemed major

advisor Mr. Karan for his enlightened, inspiring guidance, keen supervision, persistent

encouragement, invaluable suggestions and constructive criticism during the

completion of project.

We would also like to thank all the respected respondents from whom we got our

schedules and interviews, as they have given their valuable time and guidance in

conducting our project study.

Last but not the Least; we would like to thank Mr. Jinesh Jain and Mr. Jai Parkash

who provided the great opportunity and learning experience. Above all we express our

thanks to God with whose grace and blessings we have completed our final project.

Dilraj Sondh



This is to certify that Research Project Report Entitled

Sales Management

at

SURINDRA PAPER MILLS PVT. LTD.

Submitted in partial fulfillment of the requirements

For the degree of

Bachelor of Business Administration

Session 2011-2012

By

Dilraj Sondh

Has been prepared under my supervision and guidance and no part of it has been

submitted for the award of any other degree or diploma and that the work has not been

published in any journal, magazine or book.



Sales Management at

Surindera Paper Mills Pvt.

Ltd.



Sales management is attainment of an organization's sales goals in an effective &

efficient manner through planning, staffing, training, leading & controlling

organizational resources. Revenue, sales, and sources of funds fuel organizations and

the management of that process is the most important function.

Contents of sales management:

• Sales Planning

• Sales Reporting

• Sales Operations

• Sales Forecasting

Selling: It refers to an art of persuasion by means of preaching attributes of the

products / service so that need can be created among prospective customers and

purchase can be made by them.

Sales Management: Sales management originally referred exclusively to the Direction

of sales force personnel who undertake the responsibility of selling.

According to AMA: “Sales management refers to the planning, direction, and control

of personal selling including recruiting, selecting, equipping, assigning, routing,

supervising, paying and motivating as these tasks apply to the personnel sales force.”

Tosdal defines it as “a planned proposition of work of any commercial, personal sales

unit, which includes admission, selection, training to handle the equipment,

regulation, investigation, payment and incentive, and this, is applied to personal sales.

Features of Sales Management:

1. It is a planned proposition of work of personal selling.

2. It deals with the management of sales force personnel.

Objectives of sales Management.

• To generate profitable sales volume.

• To contribute significantly in the maximization of profit by cost reduction.



• To ensure sustained growth and long term performance of the firm.

• To develop corporate image.

• To bring maximum satisfaction among customers & consumers.

• To achieve marketing objectives of the firm.

Nature and role of sales management

• The determination of sales force objective and goals.

• Sales force organization, size, territory, and quota finalization.

• Sales forecasting and budgeting.

• Sales force selection, recruitment, and training.

• Motivating and leading the sales force.

• Designing compensation plan and control systems.

• Designing career growth plans and building relationship strategies with key

customers.

Sales Planning

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.

A sale planning involves predicting demand for the product and demand on the sales

assets (machines, people, or a combination of both). Failure to plan always means lost

sales. Planning insures that when a consumer wishes to purchase the product, the

product is available, but it also means opportunities for additional sales are presented

and the sales assets are available to exploit these opportunities. Planning should allow

for meeting increasing customer demand for more products, services and/or

customization as the business is growing, but also react quickly when demand

decreases. A sale planning improves efficiency and decreases unfocused and

uncoordinated activity within the sales process.

Sales Reporting



The sales reporting includes the key performance indicators of the sales force.

The Key Performance Indicators indicate whether or not the sales process is being

operated effectively and achieves the results as set forth in sales planning. It should

enable the sales managers to take timely corrective action deviate from projected

values. It also allows senior management to evaluate the sales manager.

More "results related" than "process related" are information regarding the sales

funnel and the hit rate.

Sales reporting can provide metrics for sales management compensation. Rewarding

the best managers without accurate and reliable sales reports is not objective.

Also, sales reports are made for internal use for top management. If other divisions’

compensation plan depends on final results, it is needed to present results of sales

department’s work to other departments.

Finally, sales reports are required for investors, partners and government, so the sales

management system should have advanced reporting capabilities to satisfy the needs

of different stakeholders.

Sales Operations

Sales Operations are a set of business activities and processes that help a sales

organization run effectively, efficiently and in support of business strategies and

objectives. Sales Operations may also be referred to as Sales Operations, Sales

Support or Business Operations.

The set of sales operations activities vary from company to company but often include

these eight categories:

1. Sales Strategy (Design, Planning, Execution).

2. Measurement of Results (Reporting, Analytics & Sales Data).

3. Compensation, Sales Quota, Policies.

4. Technology & Tools, including CRM.

5. Training & Sales Communication.



6. Territory Design & Optimization.

7. Contests/Spiffs.

8. Lead Generation/Sales Programs.

The Sales Operations team members are often the liaisons for sales to other parts of

the organization such as Finance, Marketing and Information technology-IT. They

will represent the needs of sales in meetings and cross-functional projects.

More and more mid to large size companies are forming Sales Operations departments

within their organizations. And, per the Sales Operations Excellence Center , 54% of

Sales Operations groups are less than three years old. In the past, these functions were

non-existent, handled by sales managers or scattered throughout an organization.

Companies are now recognizing the significant benefits of Sales Operations activities

and the need for centralization and formal leadership.

Sales territory is a usually a geographical area assigned to a salesperson or group of

persons. The geographical area may also be assigned to franchisee, distributor, or

agent. A sales territory may also be assigned by type of customers, as all retailers or

all wholesalers in geographical area. A sales territory may be as large as: a continent,

a nation or half a nation, or as small as a: town or city. A sales manager may have a

sales territory different than the sales persons overseen.

Sales Forecasting

There are all sorts of ways to estimate sales revenues for the purposes of sales

forecasting. One point to remember when sales forecasting is that if you plan to work

with a bank for financing, you will want to do multiple estimates so as to have more

confidence in the sales forecast. How do they do this?

Sales Forecasting Method #1



Calculating is the average sales volume per square foot for similar stores in similar

locations and similar size. This isn't the final answer for adequate sales forecasting.

But this approach is far more scientific than a general 2 percent figure in general life.


For the specific location, how many households needing your goods live within say,

one mile? How much will they spend on these items annually, and what percentage of

their spending will you get, compared to competitors? Do the same for within five

miles (with lower sales forecast figures). (Use distances that make sense for your

location.)


If three types of goods plus two types of extra cost services, estimate sales revenues

for each of the five product/service lines. Make an estimate of where you think you'll

be in six months (such as "we should be selling five of these items a day, plus three of

these, plus two of these.") and calculate the gross sales per day.

Some of the details from the profit and loss account of last 4 years are hereby:

Microsoft excel for Sales

Management

Microsoft Excel consists of three basic parts: its spread sheet, chart, and listmanagement utilities. Using a single set of data, these separate utilities can work



together or individually. This workshop concentrates on inserting and using functions

and other data analysis tools.

Objectives

The goal of this workshop is to introduce participants to the more complex features of

Excel. After today’s workshop participants will be able to:

• define terms related to using functions

• create and edit a function

• identify add-in functions

• perform data analysis using Data Analysis Tools

• create a formula with the Conditional Sum wizard

• learn to troubleshoot a formula.



Research Method

The Research In the organization was conducted by us with following approaches:

1. Case-studies

○ How Deep to Go?

○ Who to ask to?

○ How To explore?

2. Questionnaires

○ What Do we Want to Know?

○ Ways to get information from Database?

○ Response Rates

○ Workers Abroad

3. Interviewing

○ Languages

○ Databases?

○ Sensitivity

○ Difference in Recording Data

4. Self-study of Program

○ Trying to Understand The Program in use

○ Trying to know the expectations of management from Software

○ Computerization

5. Other Methods

○ Literature reviews

○ Action Research



T&C

I) Research Mythologies are not subject Dependent

ii) Some subjects are more sensitive than others

iii) There is no Correct Methodology

iv) Complexity of Software prevails

Sales Management 7-7-2011 22

Documents

Transcript of Sales Management 7-7-2011 22