Clark-Sales Management-2 - Sales Management Norm Clark...

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Sales Management
Norm Clark
Senior Lecturer
E-mail: [email protected].edu
Phone: [phone]
IDIS 330-Sales Management

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Changes from Salesperson to
Sales Manager
•
Perspective
•
Goals
•
Responsibilities
•
Satisfaction
•
Job skill requirements
•
Relationships

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Forecasting

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Sales Forecast
The estimated dollar or unit sales for a
specific future time period based on a
proposed marketing plan and an
assumed market environment.

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Importance of Sales Forecast
•
Manufacturing -basis for setting and maintaining
production schedules
•
Purchasing & Personnel -determines quantities and
timing of physical and human resources
•
Controller - influences amount of borrowed capital to
finance production and ensure positive cash flow
•
Sales Manager -basis for sales quotas
•
Salespeople- bonuses and commissions based on
accuracy of forecasts
•
Marketing -base that determines company’s business and
marketing plans

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Sales Forecast Budget
The amount of money available or
assigned for a definite period, usually a
year.

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Sales Quotas

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Quota
•
An expected performance objective
•
Types of quotas
–
Performance- measures results
–
Activity- measures behavior

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Salesperson Evaluation Quantitative
Behavior Based
•
Cold Calls
•
Appointments
•
Proposals
•
Reports
•
Complaints
•
Meetings
•
Expenses
Results Based
•
Sales Revenues
•
Sales growth
•
Sales/Quota
•
Sales/Potential
•
New Accounts
•
Contribution margins
•
Contribution percentage

© 2010 All Rights Reserved ◊ Texas A&M University ◊ Thomas and Joan Read Center
Importance of Quotas
•
Provide performance targets
•
Provide standards