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
25th July 2005 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
3rd August 2005 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
3rd April 2006
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
26th June 2006 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
7th August 2009 From India , Mormugao
Attached Files
Registration required. Create all access/no charge Cite.Co account first.
File Type: doc Resume 1.doc (44.0 KB, 57 views)
 

Discuss problems openly with your peers around the world without getting into company specifics. Access to years of such problem discussion data and business material is at your finger tips. All resources created by our members are available to everyone at no cost.


Disclaimer: This network and the advice provided in good faith by our members only facilitates as a direction. The advice should be validated by proper consultation with a certified professional. The network or the members providing advice cannot be held liable for any consequences, under any circumstances.
Corporate Community Service & Knowledge-base
(Get support, ideas and solutions from your peers and industry experts)



DISCUSSION SUBJECT TAGS
 Complete List Of Categories 




About Us - Advertise - Contact Us - RSS   On Google+  
Privacy Policy | Disclaimer | Terms Of Service
Facebook Page | Follow Us On Twitter | Linkedin Network