B2B Assignment No 2[1]
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B2b Selling And Sales
Management
Group-3
Bhushan danani-03
Prateeknagar-08Badal rathod-09
Yogesh redkar-10
Manish tripathi-14
Parag talukdar-15
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What Is Sales management
Sales management is attainment of an organization's sales goals in aneffective & efficient manner through planning, staffing, training, leading
& controlling organizational resources.
Systematic Process
Formulation of sales strategy
Implementation of sales strategy
Sales force management
Sales Management Includes Sales Planning
Sales Reporting
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B2B Sales V/S Consumer Sales
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What Is Key account management
Key Account Management Include
Customer-oriented attitude
Sophisticated processing forms
Special forms of organization
Working methods and techniques
Reason For The Development Of Key Account Management
Long-term development of business relationships
Existing customers and attracting new customers
Securing the local market conditions
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Key account management Cont.
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Key account management Cont
four stages in the process and operation of key account
management
Account StrategyDeveloping a customer-account-specific sales strategy that is based
on the customers agenda of issues and needs
Relationship PlanIdentifying the key decision makers who are in the customers
power base and who make things happen, and devising
a relationship development plan to provide value to them at a
personal/social and business level
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Key account management Cont
Opportunities Management
managing the pipeline of opportunities from initial identification
to qualification and go/no-go decision and then from
pursuit/closing to final contract and engagement
Performance/Satisfaction Measurement
survey, interview and early warning flags to measure and track
your account performance and the customers satisfaction
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Negotiated Selling
A selling approach in which a salesperson attempts to produce a win-
win outcome for both parties
The approach entails the assumption of a partnership between buyer
and seller
the salesperson acting as a counselor to assist the buyer to find the best
solution to a problem
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Bidding
Bidding is an offer (often competitive) of setting a price one is willing to
pay for something
A price offer is called a bid
The term may be used in context of auctions, stock exchange, card
games
Bidding up means raising a price for an item by a series of rising bids
may be unlawful, if done by a group of persons with an interest in
raising the price
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Preparation for Bidding Know Your Customers
Maintain customer's database
Update database regularly
Maintain updates on customer's activities
Maintain frequent customer contact to gain advance knowledge
of upcoming tenders
Know Your Competition
Product information, organization structure and people
Strengths & Weaknesses
Published Price Lists
Special discounts
Marketing and Sales Strategy
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Preparation for Bidding Cont..
Preparations After Receiving Tender / Request For Quote (RFQ)
Thorough readings of tender document
Define Scope of Work and legal obligations to the contract
Understand the customer's decision making process
Understand the customers bid evaluation criteria
Identify the competition and price trends according to latest
information
Brainstorming session by key team members
Finalize your Strategy for product and pricing to be offered
Attractive presentation of bid
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Result Analysis OfBidding
Prepare competition analysis as per technical and commercial
information announced in bid opening
Evaluate the technical and commercial deviations of competition
Evaluate exclusive benefits offered by competition
Hold brainstorming session and define follow-up strategy for marketing
and sales team
Irrespective of the results, make a final analysis for future references
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Major Roles Of Sales Management
Goal Setting
Determining the goal which have to achieve
Set major organizational objectives related to production,
marketing, distribution, and other corporate functions
Planning, Budgeting, And Organizing
Develop a strategy to attain the goal
Determining the composition of the sales force
Creates a budget, or a record of planned expenses that is (usually)prepared annually
After sale force and budgeting ,organize or structure the sales force
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Major Roles Of Sales Management Cont..
Implementing
Implementation entails activities related to staffing, designing
territories, and allocating sales efforts
Allocating people to different territories is an important sales
management task
Controlling And Evaluating
Compares the original goals and objectives with the actual
accomplishments of the sales force The performance of each individual is compared with goals or
quotas, looking at elements such as expenses, sales volume,
customer satisfaction, and cash flow
To make corrections to the current strategy and sales program
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Major Roles Of Sales Management Cont..
Environments And Strategies
Goals and plans influenced by the industry orientation, competitive
position, and market strategy of the overall organization
Industry orientations are industrial goods, consumer durables,
consumer nondurables, and services
Regulation
Government regulations
Regulated by A multitude of state and federal laws designed to
protect consumers, foster competitive markets, and discourage
unfair business practices
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B2B sales process
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B2B sales process
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B2B sales process and Sales Cycle
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B2BMODEL
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After Sales Service Follow-up after the sale is just as important as making the sale
Building long-term relationships with customers allows you to leverage ormake additional use of your initial investment of time and money spentselling to that customer
Don't have to spend time prospecting, qualifying and conducting otherpre-sales activities for that particular customer again
no better advertising than a satisfied customer
Benefits of after sales services
Establish and maintain your good reputation,
Build goodwill between you customers and your business,
Generate repeat and referral business