PPT-INTRODUCTION SALES MANAGEMENT

LECTURE 1 Introduction to Sales Management Sales Management is the planning organizing leading and controlling of an organizations sales force in order to create exchange to satisfy individual and organizational objectives. SPM, Batesville. , JD Edwards, and You. Charles McGuinness. Director, Customer Strategy. 2. What is SPM?. Creating More Performant Organizations. better. MANAGE . performance. better. MOTIVATE . behaviors. Prof Dr Deva Rangarajan. Reflection. What is sales force effectiveness?. 2. . |. $800 . bn. . vs. $200 . bn. 120 . vs. Greater than 500. 3. Objective. Identify some general trends in sales force management. Learning Objectives. Discuss the key considerations in developing and implementing effective sales strategies.. Understand the recruitment, selection, and training processes involved in developing the salesforce.. Capability Description. How I will promote. this capability. Strategic Partnerships (S). Build long term relationships with people, distributors, and organizations that will help. grow revenue and market position. This module covers the concepts of sales territories, coverage, workload, sales objectives, performance, and compensation systems.. Authors: Stu James and Paul Farris. Marketing Metrics Reference: Chapter 6. T Owen Group. Sales Performance Management. T Owen Group. The T Owen Group Consultants work with Sales Leaders, HR Business Partners or Company Executives in establishing a Performance Management Process for Sales, delivering the “people analytics” that provide for key decision making initiatives.. Cash in business. Cash Flow cycle. Cash budgets – Genesis of Forecasting. Cash budgets – Formatting. Cash budgets – Short term. Cash budgets – . Long term. Cash Management Techniques. Liquidity and Efficient Use of Cash. . Sindhu. AMA’s definition. Planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as the tasks apply to the . Senior Director of R&D, QAD. QAD Explore 2012. 2. The following is intended to outline QAD’s general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, functional capabilities, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functional capabilities described for QAD’s products remains at the sole discretion of QAD.. Introductions – Presenter. Name. Company/Organization. Position. APICS Certifications. APICS Training. Background. Introduce yourself!. Other Accomplishments. Presentation Agenda. S&OP Definition. The way sales leaders have traditionally run their sales processes doesn’t optimize the use of technology. Visit: https://gryphonnetworks.com/ Sales acceleration is one of the most effective ways to improve your company’s revenue, and there are numerous strategies that can help ramp things up. Visit: https://gryphonnetworks.com/ Overview, Process Steps, Practical Considerations and Benefits. Presented by: Dr. Muddassir Ahmed. S&OP Webinar Training Session 1. Our Agenda for Today. Introduction. What we will learn today. 2. PREPARED BY. TORAN LAL VERMA. SALES FORCE MANAGEMENT. SALES MANAGEMENT. American Marketing Association (AMA) has defined sales management as . “The planning, direction and control of selling personnel including recruiting, selecting, equipping,...