Relationship and Sales Management

Presented By-Pawan SharmaSaurabh DalviVikas SonkarYatan Taneja

Sales - Definition

A sale is an activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity and an engagement between customer and a service provider.

Relationship management

A strategy employed by an organization in which a continuous level of engagement is maintained between the organization and its audience. Relationship management can be between a business and its customers (customer relationship management) and between a business and other businesses (business relationship management).

Relationship management is a focus of the financial and investing industries as a way to identify potential cross-sales of products and services.

Sales Management

Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function.

COMPONENTS OF SALES MANAGEMENT

Sales Planning

Sales planning is an assessment of current sales for a product in a given region or market, a statement of sales objectives, strategies for achieving the stated sales objectives, and resources available for achieving this goal.

Steps for well structured sales plan are:

1. Define the value of your product or service.2. Analyze your position in the market.3. Examine your pricing structure.4. Outline your long-term and short-term revenue

goals.5. Identify ideal locations for your products and services.6. Define your advertising approach.7. Outline the activities of your sales and marketing team.8. Include all other revenue possibilities.

Who is a Sales Executive?

A sales executive is an employee of a company who is responsible for selling the company's goods and services to customers.Sales executives are the key point of contact between an organization and its clients: answering queries, offering advice and introducing new products.

Recruitment

Training

Evaluation

Compensation

Exit

Recruitment- Recruiting and selecting the right people is of paramount importance for any organization as it allows an organization to express company’s vision, goals and needs.

Training- One of the main reasons why training of sales executives is important is that they become competent and will be able to offer good services to customers. The training will also enable them to meet the expectations of the firm.

Evaluation- Evaluation of sales executive's performance is key to ensure that he team is ready to deliver maximum performance and results required.

Compensation- Sales compensation plans are the carrot that company management uses to motivate its sales teams. A good compensation program meets the company's needs by motivating sales executives to make the sales that are most needed.

Exit- Most sales executives takes exit from organization after initial working, the cause may be pressure of work, underpayment, internal disputes etc. The organization must take exit interview to know the reason why an employee is leaving.

Sales Executives - typical tasks

Channel partners

A channel partner is a company that partners with a manufacturer or producer to market and sell the manufacturer's products, services, or technologies. Channel partners may be distributors, vendors, retailers, consultants, systems integrators (SI), technology deployment consultancies, and value-added resellers (VARs) and other such organizations.

Channel partner management

Strong channel management can help protect brand value, allowing vendors to sell their products at a premium, while enabling the channel to up-sell the proper services and support offerings that meet the customer’s needs.

Channel management can also control price reductions.

It can extend a vendor’s visibility over products and services through the channel to prevent diversion and the risk of mis-selling.

Key Components of Channel Partner Management

Alignment with your partnerHow is your relationship viewed by both you and

your partner?Map-out how to maximize long-term potential.

Appraise your situationDevelop a channel partner mission statement.Understand your current position and determine key

players.

Develop Your StrategyFocus on strengths that address needs of the partnerDevelop a roadmap for working with the partner

Maximize Your ROI