Project Guidelines Sales Management

by Milind M. Shahane
2010-11
1

Aspects to Study
Background Information Company situation Products History / Background Market Conditions Competitors Company Strategy Market / Sales Strategy Growth Maximum 3-4 slides
Sales Management

Aspects to Study
Sales Management Function Selling process details Type of selling involved Segmentation of sales force Sales Organisation Type of sales organisation Roles / functions of various persons Include service / spare parts if relevant

Sales Management

Interface of sales function with distribution

Aspects to Study
Sales Management Function Sales forecasting methods Number of sales / service personnel Estimation methods used Sales force management

Sales Management

Recruitment methods Training methods Motivation techniques Compensation used fixed, variable, incentives etc.
4

Aspects to Study
Sales Management Function Evaluation and Control of Sales force
Parameters used Methods used

Sales Budgets Sales Quota setting Sales Territory definition methods Sales Audits Branch Management
Sales Management

Aspects to Study
Sales Management Function All aspects of Sales Management in a company / division Study of relevant product line Include service / parts as relevant Bring out Unique Practices / Methods in each company

Maximum 25-30 slides Presentation for 15-20 minutes

Sales Management

Topics for Presentation

1) 2) 3) 4) Technology usage trends in Sales Sales Information Systems software usage Use of media in selling / sales MIS / Sales Reports for effective control of sales process 5) Prevalence of matrix organisation structures in sales 6) Different types of Variable pay / incentive structures for selling 7) Team based organisation structures in selling 8) Territory design in sales management 9) Different types of motivation schemes for sales persons 10) Selling / sales management in retail sector 11) Managing Dealer / Distributor Salesforce
Sales Management

Topics for Project

12) Performance Evaluation and Control of Salesforce 13) Selling to government sector organisations 14)Concept of Sales funnel and usage to control sales process through ratios 15)Variety of programs and mechanisms for sales / service training 16) Use of Sales forecasting techniques in companies 17)Process for Sales Budgeting / Quotas in companies 18)Differences in Sales management for Rural Markets 19)Differences in Sales management / selling in Services sector 20)Differences in Sales management / selling for Export / International markets
Sales Management

Guidelines for Project

Explain the topic in detail Bring out important issues Give examples of industries and companies to showcase the issues Maximum 15-20 slides Presentation for 15-20 minutes per group

Sales Management