My Final Review sheet

My Final Review sheet - Final Review Dear Students, Please...

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Final Review Dear Students, Please follow the "study guide" instructions below in preparation for taking the final exam for Bus 135 Sales Management. PAGES NOT TO STUDUY FOR ¿Sales Management¿ Final Exam Do not study page 64 only where it says ¿potential leadership initiatives¿. Do not study pages 65, 67, 68, 73, 74, 85, 88 through 93, 96 through 104*, 107. For page 113 do not study first column on left. For page 116 study only pay, promotion, accomplishment, acknowledgement, security, and personal growth in middle column. Do not study pages: 117, 122, 126 through 129 and 131 to the end of the manual. *Note: Weekly Activity reports are mentioned in pages 98 and 99. Do not study these pages but remember that all activities defined in a Territory Plan should end up on a Weekly Activity Report. But every activity on a Weekly Activity Report will not always be part of the Territory Plan. 1. Resource Planning and Management a. Today the environment is very Competitive and we need to adjust as managers i. Must offer reasonable alternatives to the competitiors ii. Have to have definable differences from the competitors iii. Must point out our products strengths and the weakness of the competition iv. Must be creative in product, price, promotion, and place v. Skills needed 1. Ability to activate needs of customer 2. Ability to influence buying criteria of customer
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3. Ability to sell the Value b. Resource planning objectives (All based on ROI) i. Must deliver necessary skills at the lowest cost for max ROI ii. Must receive at least this % ROI for this to be worth my time c. Resoruce Drivers i. Company Objectives ii. Markets iii. Products iv. Accounts geographies v. Sales process vi. Resources type, mix, quantity vii.Organization specialization 2. Planning Components a. Sales Responsibilities i. Personal direct selling 1. Objectives and definition of the role 2. Conditions of employment 3. Sales and business professionals ii. Conventional Perspective ( short term Emphasis ) 1. Generate profitable revenue 2. Achieve minimum business volumes 3. Basic business function performance iii. Enhanced leadership perspective ( Long Term Benefits ) 1. Enterprise representation – brand management – make sure the rep is well representing the company so you have good reputation 2. Manage customers properly leading to satisfaction 3. Show advanced sales and business management skills 4. Strategy development and implementation 5. Critical info resource and market forecasting
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6. Proactive contributors to teamwork 7. Resource and operations management 8. Critical decision empowerment and accountability 9.
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This note was uploaded on 09/08/2010 for the course BUS 135 at San Jose State.

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My Final Review sheet - Final Review Dear Students, Please...

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