Clark-Sales Management-2 - Sales Management Norm Clark Senior Lecturer E-mail [email protected] Phone 979.847.9076 IDIS 330-Sales Management 2010 All

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

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© 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: 979.847.9076 IDIS 330-Sales Management
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© 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
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Forecasting
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© 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.
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© 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
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© 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.
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Sales Quotas
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© 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
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© 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
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Importance of Quotas Provide performance targets Provide standards
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