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
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 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
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#Subject List: situation analysis marketing and sales business management sales development swot analysis City-India-Mumbai Country-India
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