Sales & Marketing Management

Salespeople don't have to be experts in all these areas of the business, but they need a basic understanding of these areas. Nev ...

Scenario #1: Allow salespeople to sell what they want rather than what the business needs most to sell or have directed them to ...

Scenario #2: Salespeople often concentrate on the big orders and give little attention to other prospects that, with a little at ...

Scenario #3: Salespeople may be very well versed on the features, benefits of their products, and possess good selling skills bu ...

Scenario #4: Frequently, salespeople are paid on the basis of gross sales rather than on the profit margin realized by the busin ...

Scenario #5: Salespeople can sometimes seem to be working for themselves rather than for the business or as part of a team with ...

The advantages of this approach are: It can stimulate a lot of positive discussion that produces new and innovative approaches t ...

Possible solutions As far as paperwork is concerned, field salespeople should only be required to do three activities: Sales ord ...

Salespeople should: Communicate better with internal operations Consult with department heads before making promises Remember in ...

They may be carried along for a while by the sales momentum of the organization but, after a few months, the lack of direction w ...

Situation #2 This is an example of a typical situation encountered by businesses related to management: Management often fails t ...

Situation #3 This is another example of a typical situation encountered by businesses related to management: There are under uti ...

Business considerations It is important, therefore, that the business recognize that the sales force is a vital part of operatio ...

Celebrate!! ...

6. Personal Performance Outcomes (PPO) Introduction Personal performance outcomes (PPO) for key personnel are extremely importan ...

How to use this information As you move through this section, think about how you would express your key corporate goals on a PP ...

What is included in personal performance outcomes (PPO)? PPO can be divided into several kinds of goals: Û Corporate goals Û Per ...

Special projects goals Special projects as part of PPO are a good way of allowing the employee to express their individual talen ...

Preparing personal performance outcomes (PPO) There are two parts to this section: Preparation steps Staff involvement Preparati ...

Integrate the forecasts of one level into the next level. For example: Management may have an overall goal for the company of a ...