Sales Management Strategy and Core Principles
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Why Do We Need Loyal Customers?
- More sales
- Higher margins
- Lower risk of non-payment
- Lower cost to acquire new customers
What Does It Mean to Be Ethical?
- Don't lie to customers
- Respect agreements and company policies
- Be transparent and honest
Key Questions to Answer in Any Plan
- Where are we?
- Where do we want to go?
- How are we going to achieve it?
- What is the impact on the P&L?
- How are we going to audit and control it?
What Is Trade Marketing and Its Functions?
Trade marketing is the coordination between marketing and sales to improve product visibility and sales at the point of sale.
- Promotions
- Merchandising
- Category management
- Relationship with distributors and retailers
What Is OSA?
- Objective
- Strategy
- Action
How to Organize a Sales Team
- Objective
- Strategy
- Action
Five Key Roles of a Sales Director
- Sales plan
- Sales control
- Key account management
- Sales team management
- Participation in the board of directors
The Formula for Making a Sale
A sale happens when the customer believes that the value received is equal to or greater than the price paid.
Three Channel Strategies for Market Coverage
- Intensive coverage: 60% to 100%
- Selective coverage: 10% to 60%
- Exclusive coverage: 0% to 10%
Remuneration Systems for Salespeople
- Fixed salary
- Bonus
- Commission
A fixed salary is better because a sales director focuses on strategy and team management, not on individual sales.
Four Training Tools for a Sales Team
- Incorporation plan
- Seminars
- Mentoring
- Coaching
Holland's Personality Types in Sales Management
There are six personality types:
- Realistic
- Investigative
- Artistic
- Social
- Enterprising
- Conventional
Kia Case Study: Main Objective
All of them
Key Policies for a Sales Director
All of them
Presidential Decision-Making Analysis
Relativism
Identifying False Management Assumptions
Usually, management is done by tasks.
Sales Director's Island Proposal Evaluation
It is not a SMART move.
Role Analysis for April
None of them
Implications for Toy Sales in April
All of them
Purpose of the Two-Dollar Strategy
All of them
Daily Sales Visit Frequency Analysis
No, depending on the age, they may be visiting more.
How the Sales Director Motivates
All of them
Understanding the Yerkes-Dodson Law
They are the authors of the curve mapping stress and productivity.