SALES DEVELOPMENT ELEMENTS
APPROACH TO SALES DEVELOPMENT.
1.How do we develop the sales?
-by selling more products to the current customers.
-by selling new products to the current customers.
-by selling current products to the new customers.
-by selling new products to the new customers.
-by developing new products
-by entering / selling in new markets
-by increasing market coverage
-by increasing customer coverage
-by increasing product coverage
-by increasing product range.
========================================
2. SALES AND MARKETING
sales
-is the process of transferring the product to a
customer in exchange of money by
*influencing the customer
*creating awareness in the mind of the customer
*selling the benefits of the products.
*motivating the customer to buy
*helping the customer to make a buying decision.
marketing
-is the process of
*determining the customer needs
*defining and developing the product/service
*determining the ways/means of delivering the product
to the customers.
*creating the satisfaction for the customer's needs.
==================================================
3.HOW DO WE PREPARE MARKETING PLAN FOR FMCG
OUTLINE FOR A MARKETING PLAN
1.EXECUTIVE SUMMARY
2.SITUATION ANALYSIS--MARKET ANALYSIS
-market needs
-market trends
-market potential and growth
-market characteristics
-market segments
etc
3.SITUATION ANALYSIS--COMPANY ANALYSIS
-strengths
-weaknesses
4.BUSINESS ENVIRONMENT
-political
-economic
-social
-technology
-opportunities
-threats
-competition
-services
-keys to success
-critical issues
-channels
5.MARKETING STRATEGIES
-marketing objectives
-financial objectives
-target marketing
-positioning
-marketing strategy
6.MARKETING MIX
-products
-pricing
-promotion
-distribution
-channels
-marketing research
7. SALES PLANS
8.FINANCE
-sales forecast
-expense forecast
-contribution margin.
9.IMPLEMENTATION PLANS
-milestones
-time schedule
10.MARKETING / SALES ORGANIZATION
11. CONTROL SYSTEM
-time schedule
-action plan.
12.CONTINGENCY PLANNING.
=================================================
4. HOW DO WE ACHIEVE THE GIVEN TARGETS?
We can achieve the targets
-by developing strategies
-by developing tactics for each strategy.
-by developing an action plan, which includes
*marketing planning
*distribution planning
*sales planning
*promotion planning
*trade promotion planning
*consumer promotion planning
*marketing research
All these action plans are focused towards achieving
the target.
=============================================
5. HOW DO YOU SELL.
-plan the distribution.
-deliver the products to the retailers
-conduct promotions
*newspaper advertising
*tv advertising
*sales promotions
*consumer promotions
*radio advertising
etc
-create awareness among the people
-inform the customers
-explain the features of the product
-sell the benefits
-convince the customers
-overcome any doubts
-close the sale
=============================================
6.HOW DO WE CONVINCE
-by explaining the features of the product.
-by selling the benefits of the product's usage
-what the product can do to the customers
-develop a word picture of the benefits for the
customer.
-offer the customer to taste, if it is possible.
-explain all customers' doubts.
-overcome resistance
-handling objections well.
===========================================
7. HOW DO WE MOTIVATE THE SALES/ MARKETING
TEAMS
-incentives for performance
-bonus for extraordinary performance
============================================
8. MARKETING / BUSINESS DEVELOPMENT JOBS
MARKETING MANAGER
JOB SCOPE
--------------------
Establish , direct, administer and coordinate the overall product marketing
programs for all Products..
SPECIFIC ACCOUNTABILITES
------------------------------------------------
*Meeting objectives set by corporate plans annually .
*Achieving an agreed rate of gross profit margin.
*Attaining the market share projected for each productlines/
product family.
*Planning for continued growth through product promotions/
and developments.
MAJOR DUTIES AND RESPONSIBILITIES
------------------------------------------------------------------
*Develops and Implements an overall marketing strategy for
company products, including pricing policies, packaging and
advertising policies.
*Serves MARKET SEGMENTS by responding to field requests
for market segments or product specific materials.
*Contributes to marketing effectiveness by identifying
short-term and long-range issues that must be addressed :
providing information and commentary pertinent to deliberations:
recommending options and courses of action: implementing
directives.
*Obtains Market Share by developing market plans and programs
for each product family group and directing promotional support.
*Maintains Relations with Customers and Trade Organizations
by determining and organizing corporate presence at
safety conventions, safety trade promotions and seminars.
*Provides short term and long term market forecasts and market
share results by directing market research collection, analysis,
and interpretation of market data.
*Influence present and future products by determining and
evaluating current and future market trends.
*Develops new uses for existing products by analysing
statistics regarding market developments; acquiring and analyzing
data; consulting internal and external sources.
*Maintains research data base by identifying and assembling
marketing information.
*Provides marketing information / marketing guidelines to the
sales team.
*Makes a monthly performance report by analysing marketing
activities and variances , and initating corrective actions.
*Manage and Maintain Market Department staff by recruiting,
selecting, training, appraising , counseling , motivating and
development programs.
*Manage and Maintain relationships with advertising agencies,
public relations firms and market research firms.
*Review the annual performance and develop annual marketing
plans / budget for all product groups as a contribution to the
corporate planning / budgeting.
*Develops and Coordinates with the PR consultants the
press releases for Products, Corporate news and other activities.
*Develops and ensures the supply of product brochures
and catalogues.
*Develops and Coordinates the preparation / production and
distribution of company newsletter.
*Develops, Manages and Coordinates the trade marketing
plans / programs in conjunction with the sales management
team. This includes distributors' catalogs, distributors' sales
promotions, identification materials, trade shows and point
of sale materials.
*Develops , Manages and Maintains the company website to
meet the needs of internal and external customers.
================================================== =====
TITLE:BUSINESS DEVELOPMENT MANAGER
RESPONSIBILITIES:
SALES
*DEVELOP, IN CONJUCTION WITH THE NATIONAL SALES MANAGER AND PRODUCT MANAGERs SALES OBJECTIVES AND SALES
STRATEGIES FOR THE PRODUCTS .
*WHERE REQUIRED, IN CONJUNCTION WITH BRANCH MANAGERS/
ACCOUNT MANAGERS , DEVELOP SALES DEVELOPMENT TACTICS FOR
FIELD SALES OPERATION.
*VISIT CURRENT CUSTOMERS, USING CO.'S PRODUCTS AND DETERMINE
THE CUSTOMER SATISFACTION AND NEEDS.
*VISIT NON PRODUCT USERS AND PROMOTE THE CO.'S PRODUCTS.
*MAKE JOINT SALES CALLS WITH ACCOUNT MANAGERS, IN A PLANNED
MANNER ON SELECTED PROSPECTS, TO PROMOTE AND TO MAKE
PRESENTATIONS.
*COORDINATE WITH BRANCH MANAGER IN DEVELOPING
PACKAGES FOR MAJOR ACCOUNT PRESENTATIONS.
*DEVELOP SHORT TERM / MEDIUM TERM INDIVIDUAL PRODUCT
SALES PLANS.
*CONTINUALLY REVIEW THE PRODUCT PERFORMANCE IN THE
DISTRIBUTOR CHANNELS.
MARKETING/PROMOTIONS
*DEVELOP IN CONJUNCTION WITH NATIONAL SALES MANAGER.,
AND PRODUCT MANAGER 13 , PRODUCT MARKETING OBJECTIVES
AND STRATEGIES FOR HPL 13 SUB GROUP MSA APPAREL.
*DEVELOP SALES PROMOTION MATERIALS , IN CONJUNCTION WITH
TRADE MARKETING MANAGER.
*CONTINUALLY COLLECT, COLLATE, AND ANALYSE MARKET
INFORMATION DETERMINE THE MARKET POTENTIAL --ANNUAL
PURCHASE OF THE PRODUCTS.
*KEEP ABREAST OF ALL COMPETITORS' ACTIVITIES---PRODUCTS,
PRODUCT PERFORMANCE, PRODUCT DEVELOPMENTS, PRICE,PRICINGS,
POLICIES etc. MAKE A COMPETITIVE ANALYSIS STATEMENT.
*DEVELOP SHORT TERM / MEDIUM TERM SALES PLANS
*DEVELOP ANNUAL SALES PLANS FOR THE CORPORATE PLANNING PROGRAM AND BUDGET.
*FORMULATE / COORDINATE PROMOTIONAL PROGRAMS FOR THE
DISTRIBUTORS IN CONJUNCTION WITH THE TRADE MARKETING
MANAGER/ CHANNEL MANAGERS.
*RESPONSIBLE FOR THE PRODUCT KNOWLEDGE / APPLICATION
TRAINING FOR THE CUSTOMERS.
BUSINESS DEVELOPMENT
*DEVELOP, ESTABLISH AND MONITOR ALL PRODUCTS' INVENTORIES.
*MONTHLY MONITOR THE PRODUCT SALES, G P AND STOCK LEVELS
OF PRODUCTS AND
DEVELOP / IMPLEMENT ACTION PLAN ON STOCKS.
================================================== =======================
9. MARKETING AND SALES PERSONNEL
These people should be very good in
-communication [ verbal]
-communication [ written ]
-presentation.
AND NOT TALKATIVE.
==================================================
10. PRODUCTLINE
We manage the productline by
-by developing product strategies
-by developing tactics for each strategy.
-by developing an action plan, which includes
*productline marketing planning
*productline distribution planning
*productline sales planning
*product promotion planning
*trade promotion planning
*consumer promotion planning
*product marketing research
REGARDS
LEO LINGHAM
From India , Mumbai
APPROACH TO SALES DEVELOPMENT.
1.How do we develop the sales?
-by selling more products to the current customers.
-by selling new products to the current customers.
-by selling current products to the new customers.
-by selling new products to the new customers.
-by developing new products
-by entering / selling in new markets
-by increasing market coverage
-by increasing customer coverage
-by increasing product coverage
-by increasing product range.
========================================
2. SALES AND MARKETING
sales
-is the process of transferring the product to a
customer in exchange of money by
*influencing the customer
*creating awareness in the mind of the customer
*selling the benefits of the products.
*motivating the customer to buy
*helping the customer to make a buying decision.
marketing
-is the process of
*determining the customer needs
*defining and developing the product/service
*determining the ways/means of delivering the product
to the customers.
*creating the satisfaction for the customer's needs.
==================================================
3.HOW DO WE PREPARE MARKETING PLAN FOR FMCG
OUTLINE FOR A MARKETING PLAN
1.EXECUTIVE SUMMARY
2.SITUATION ANALYSIS--MARKET ANALYSIS
-market needs
-market trends
-market potential and growth
-market characteristics
-market segments
etc
3.SITUATION ANALYSIS--COMPANY ANALYSIS
-strengths
-weaknesses
4.BUSINESS ENVIRONMENT
-political
-economic
-social
-technology
-opportunities
-threats
-competition
-services
-keys to success
-critical issues
-channels
5.MARKETING STRATEGIES
-marketing objectives
-financial objectives
-target marketing
-positioning
-marketing strategy
6.MARKETING MIX
-products
-pricing
-promotion
-distribution
-channels
-marketing research
7. SALES PLANS
8.FINANCE
-sales forecast
-expense forecast
-contribution margin.
9.IMPLEMENTATION PLANS
-milestones
-time schedule
10.MARKETING / SALES ORGANIZATION
11. CONTROL SYSTEM
-time schedule
-action plan.
12.CONTINGENCY PLANNING.
=================================================
4. HOW DO WE ACHIEVE THE GIVEN TARGETS?
We can achieve the targets
-by developing strategies
-by developing tactics for each strategy.
-by developing an action plan, which includes
*marketing planning
*distribution planning
*sales planning
*promotion planning
*trade promotion planning
*consumer promotion planning
*marketing research
All these action plans are focused towards achieving
the target.
=============================================
5. HOW DO YOU SELL.
-plan the distribution.
-deliver the products to the retailers
-conduct promotions
*newspaper advertising
*tv advertising
*sales promotions
*consumer promotions
*radio advertising
etc
-create awareness among the people
-inform the customers
-explain the features of the product
-sell the benefits
-convince the customers
-overcome any doubts
-close the sale
=============================================
6.HOW DO WE CONVINCE
-by explaining the features of the product.
-by selling the benefits of the product's usage
-what the product can do to the customers
-develop a word picture of the benefits for the
customer.
-offer the customer to taste, if it is possible.
-explain all customers' doubts.
-overcome resistance
-handling objections well.
===========================================
7. HOW DO WE MOTIVATE THE SALES/ MARKETING
TEAMS
-incentives for performance
-bonus for extraordinary performance
============================================
8. MARKETING / BUSINESS DEVELOPMENT JOBS
MARKETING MANAGER
JOB SCOPE
--------------------
Establish , direct, administer and coordinate the overall product marketing
programs for all Products..
SPECIFIC ACCOUNTABILITES
------------------------------------------------
*Meeting objectives set by corporate plans annually .
*Achieving an agreed rate of gross profit margin.
*Attaining the market share projected for each productlines/
product family.
*Planning for continued growth through product promotions/
and developments.
MAJOR DUTIES AND RESPONSIBILITIES
------------------------------------------------------------------
*Develops and Implements an overall marketing strategy for
company products, including pricing policies, packaging and
advertising policies.
*Serves MARKET SEGMENTS by responding to field requests
for market segments or product specific materials.
*Contributes to marketing effectiveness by identifying
short-term and long-range issues that must be addressed :
providing information and commentary pertinent to deliberations:
recommending options and courses of action: implementing
directives.
*Obtains Market Share by developing market plans and programs
for each product family group and directing promotional support.
*Maintains Relations with Customers and Trade Organizations
by determining and organizing corporate presence at
safety conventions, safety trade promotions and seminars.
*Provides short term and long term market forecasts and market
share results by directing market research collection, analysis,
and interpretation of market data.
*Influence present and future products by determining and
evaluating current and future market trends.
*Develops new uses for existing products by analysing
statistics regarding market developments; acquiring and analyzing
data; consulting internal and external sources.
*Maintains research data base by identifying and assembling
marketing information.
*Provides marketing information / marketing guidelines to the
sales team.
*Makes a monthly performance report by analysing marketing
activities and variances , and initating corrective actions.
*Manage and Maintain Market Department staff by recruiting,
selecting, training, appraising , counseling , motivating and
development programs.
*Manage and Maintain relationships with advertising agencies,
public relations firms and market research firms.
*Review the annual performance and develop annual marketing
plans / budget for all product groups as a contribution to the
corporate planning / budgeting.
*Develops and Coordinates with the PR consultants the
press releases for Products, Corporate news and other activities.
*Develops and ensures the supply of product brochures
and catalogues.
*Develops and Coordinates the preparation / production and
distribution of company newsletter.
*Develops, Manages and Coordinates the trade marketing
plans / programs in conjunction with the sales management
team. This includes distributors' catalogs, distributors' sales
promotions, identification materials, trade shows and point
of sale materials.
*Develops , Manages and Maintains the company website to
meet the needs of internal and external customers.
================================================== =====
TITLE:BUSINESS DEVELOPMENT MANAGER
RESPONSIBILITIES:
SALES
*DEVELOP, IN CONJUCTION WITH THE NATIONAL SALES MANAGER AND PRODUCT MANAGERs SALES OBJECTIVES AND SALES
STRATEGIES FOR THE PRODUCTS .
*WHERE REQUIRED, IN CONJUNCTION WITH BRANCH MANAGERS/
ACCOUNT MANAGERS , DEVELOP SALES DEVELOPMENT TACTICS FOR
FIELD SALES OPERATION.
*VISIT CURRENT CUSTOMERS, USING CO.'S PRODUCTS AND DETERMINE
THE CUSTOMER SATISFACTION AND NEEDS.
*VISIT NON PRODUCT USERS AND PROMOTE THE CO.'S PRODUCTS.
*MAKE JOINT SALES CALLS WITH ACCOUNT MANAGERS, IN A PLANNED
MANNER ON SELECTED PROSPECTS, TO PROMOTE AND TO MAKE
PRESENTATIONS.
*COORDINATE WITH BRANCH MANAGER IN DEVELOPING
PACKAGES FOR MAJOR ACCOUNT PRESENTATIONS.
*DEVELOP SHORT TERM / MEDIUM TERM INDIVIDUAL PRODUCT
SALES PLANS.
*CONTINUALLY REVIEW THE PRODUCT PERFORMANCE IN THE
DISTRIBUTOR CHANNELS.
MARKETING/PROMOTIONS
*DEVELOP IN CONJUNCTION WITH NATIONAL SALES MANAGER.,
AND PRODUCT MANAGER 13 , PRODUCT MARKETING OBJECTIVES
AND STRATEGIES FOR HPL 13 SUB GROUP MSA APPAREL.
*DEVELOP SALES PROMOTION MATERIALS , IN CONJUNCTION WITH
TRADE MARKETING MANAGER.
*CONTINUALLY COLLECT, COLLATE, AND ANALYSE MARKET
INFORMATION DETERMINE THE MARKET POTENTIAL --ANNUAL
PURCHASE OF THE PRODUCTS.
*KEEP ABREAST OF ALL COMPETITORS' ACTIVITIES---PRODUCTS,
PRODUCT PERFORMANCE, PRODUCT DEVELOPMENTS, PRICE,PRICINGS,
POLICIES etc. MAKE A COMPETITIVE ANALYSIS STATEMENT.
*DEVELOP SHORT TERM / MEDIUM TERM SALES PLANS
*DEVELOP ANNUAL SALES PLANS FOR THE CORPORATE PLANNING PROGRAM AND BUDGET.
*FORMULATE / COORDINATE PROMOTIONAL PROGRAMS FOR THE
DISTRIBUTORS IN CONJUNCTION WITH THE TRADE MARKETING
MANAGER/ CHANNEL MANAGERS.
*RESPONSIBLE FOR THE PRODUCT KNOWLEDGE / APPLICATION
TRAINING FOR THE CUSTOMERS.
BUSINESS DEVELOPMENT
*DEVELOP, ESTABLISH AND MONITOR ALL PRODUCTS' INVENTORIES.
*MONTHLY MONITOR THE PRODUCT SALES, G P AND STOCK LEVELS
OF PRODUCTS AND
DEVELOP / IMPLEMENT ACTION PLAN ON STOCKS.
================================================== =======================
9. MARKETING AND SALES PERSONNEL
These people should be very good in
-communication [ verbal]
-communication [ written ]
-presentation.
AND NOT TALKATIVE.
==================================================
10. PRODUCTLINE
We manage the productline by
-by developing product strategies
-by developing tactics for each strategy.
-by developing an action plan, which includes
*productline marketing planning
*productline distribution planning
*productline sales planning
*product promotion planning
*trade promotion planning
*consumer promotion planning
*product marketing research
REGARDS
LEO LINGHAM
From India , Mumbai
PROFESSIONALS AND BUSINESSES PARTICIPATING IN DISCUSSION
TINO,
I have been in the field of sales / marketing for
almost 44 years, covering areas like
-advertising
-machine tools
-motor vehicles
NOW, for the last 24 years as a consultant,
I still sell my consulting services.
regards
LEO LINGHAM
From India , Mumbai
I have been in the field of sales / marketing for
almost 44 years, covering areas like
-advertising
-machine tools
-motor vehicles
NOW, for the last 24 years as a consultant,
I still sell my consulting services.
regards
LEO LINGHAM
From India , Mumbai
providing right job to righ person .market watching and doing SWOT analysis foe own sales development and also SWOT of the compititor
Dear Mr.Leo Lingham,
It is really nice to read your explanations. I am a new member to this site. Will it be possible for you to send a link about what are your contributions to this site? or can you please mail them all to:
THANK YOU.
S.N.RAAJA
From India , Bharat
It is really nice to read your explanations. I am a new member to this site. Will it be possible for you to send a link about what are your contributions to this site? or can you please mail them all to:
THANK YOU.
S.N.RAAJA
From India , Bharat
Dear Sir/Madam
I Am Writing To Express My Interest In Your Company, And Have Enclosed My Resume For Your Consideration.
Currently I am working with SAI PRASAD FOODS LTD.as an ASE Manager (associate branch manager). To handling a branch staff and make a strategies which help achieving a branch target
I Have Total 2 Yr's Pre Mba Work Experience In Organization Like Compact System Pvt Ltd.,P.G Scale Pvt Ltd.And 1 Yr's 4 month Work Experience In Saon Group.Com Pvt Ltd(Myjobsinpune.Com) Where The Profile Was Sale's & Marketing.
I have total 3 yr’s 4 month experience in field of marketing and sales sector.
I Have completed High Profile Post Graduate Diploma In Business Management (Marketing & IB) From PUNE INDIAN INSITITUDE OF -E- BUSINESS MANAGEMENT, PUNE (MAHARASTRA) and also.
I have completed my MASTER OF MARKETING MANAGEMENT
(MMM) DEGREE from PUNE Affiliated BY PUNE UNIVERSITY
I Have Completed The Training On Marketing And Promotion For Companies Like MC’DONALD. And Have Done Two Months Internship At HCL.
My Detailed Resume Is Enclosed.
I Would Welcome The Opportunity To Meet, Discuss And Explore The Possible Merging Of My Skills And Experience, With Your Organizational Needs.
Regards,
SUDHIR TIWARI
Mob:09960160915,9370949483
From India , Mormugao
I Am Writing To Express My Interest In Your Company, And Have Enclosed My Resume For Your Consideration.
Currently I am working with SAI PRASAD FOODS LTD.as an ASE Manager (associate branch manager). To handling a branch staff and make a strategies which help achieving a branch target
I Have Total 2 Yr's Pre Mba Work Experience In Organization Like Compact System Pvt Ltd.,P.G Scale Pvt Ltd.And 1 Yr's 4 month Work Experience In Saon Group.Com Pvt Ltd(Myjobsinpune.Com) Where The Profile Was Sale's & Marketing.
I have total 3 yr’s 4 month experience in field of marketing and sales sector.
I Have completed High Profile Post Graduate Diploma In Business Management (Marketing & IB) From PUNE INDIAN INSITITUDE OF -E- BUSINESS MANAGEMENT, PUNE (MAHARASTRA) and also.
I have completed my MASTER OF MARKETING MANAGEMENT
(MMM) DEGREE from PUNE Affiliated BY PUNE UNIVERSITY
I Have Completed The Training On Marketing And Promotion For Companies Like MC’DONALD. And Have Done Two Months Internship At HCL.
My Detailed Resume Is Enclosed.
I Would Welcome The Opportunity To Meet, Discuss And Explore The Possible Merging Of My Skills And Experience, With Your Organizational Needs.
Regards,
SUDHIR TIWARI
Mob:09960160915,9370949483
From India , Mormugao
If you are knowledgeable about any fact, resource or experience related to this topic - please add your views.
situation analysis marketing and sales business management sales development swot analysis City-India-Mumbai Country-India
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