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Sales Management (SFA)

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by

Anuj Vaidya

on 28 September 2011

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Transcript of Sales Management (SFA)

Sales Execution Management
Account Planning
Overall Sales Targets
Plan Sales Figures
Prepare Plan Data
Manage Customers



Execute Sales Process





Analyze Sales(real time) & Report Performance Parameters
Sales Management
Prospects
Existing Customers
Sales Quotations
Sales Activities
Loyalty Management
Promotions and Discounts
Analyze
Execute
Plan
Category Planning
Sales Order
Process

Quotes
Process

Product Catalogs
Assets
Planograms
Debit & Credit Notes
Daily Route
Today's Outside Itinary Route
Time Allocation by Route
Not Visited Outlet(reason?)
Duration
Preparation Time
Outlet Type (Business Partners)
Validity Period of Visit Plan
three
two
Plan Activities
Approve Activity
Monitor
Activities
one
Activity
Planning

SALES VISIT is PLANNED for A DAY
A group of visits scheduled = ACTIVITY PLAN
Historical Sales Figures & Targets
Discount and Rebates
Send to Sales Forecast
Trade Promotions
Territory
Salesman
Monthly & Daily
Activity Journal Updates
Due Visits Today
Route Optimization
At Different Sales Org
Levels
Review
Approve
Assign
Accept
/ Schedule
Sample Sales
Sales Team Performance
Number of Visits for a Sale
Leads Conversion Ratio
Promotions
Partner Discounts
Stock Availability
Check Plan
Outlet Type (Business Partners)
Quotation Type
three
two
Get Products
Check Pricing
Generate
& Deliver
one
Master Quotation Templates
Number of Visits for a Sale
Auto Credit Check
Create Activity
Specific Period
Update Pipeline
Follow Ups
Meetings
Demo & Sampling
Promise to Deliver
specific quantity of products
specific time
specific price
Binding to Deliver
specific quantity of products
specific time
specific price
Fast Ordering
ATP checking
Pricing Conditions
Credit limit checking,
Sales Order Delivery
Order & Return History
Order & Return Entry
Claims and Approval
Signature
Accepts or Negotiates Quote
Contract Documents
Sale Order Processing
Update Pipeline
Schedule Demos
Schedule Induction/Onboarding
Call Scheduling
Tasks
Follow Ups
Leads Information(New & Old)
provide sales collaterals
social conversations
Regular Orders
New Orders
Day Activities
Triggers Order to Cash
Feedback and Communications
Plan Vs Actual Sales Performance
Complaints and Returns Analysis
Account Credit Analysis
Salesman performance Analysis
Territory
Account
Salesman
Product Category
Campaign Level
Dimensions
Enterprise Level
Realtime
Historical
Operational Analysis
Commisions
Expenses
Saleman
Payroll
HR
Outlet
Product Catalogs
Assets
Promotions
Planograms
Boss
MIS Team
Tasks
Appointments
Sales Team
Wholesaler / Outlet
Distributor
Optimal Route
Sales & Commision
Logistics Provider
Consumer
Distributor
Product Stock
Outlet Management
Logistics Provider
Promotions
Real Time Collaboration
courtesy: salesforce.com
Better Demand Signalling
Twitter like updates(hurray i got that client)
Sales Men Competition
Document Sharing (get me that planogram)
Lead Updates (slack time and there is a new oppurtunity)
Control on Shelf Presentation (take a picture and update)

Better Account Management
Account Classification (platinum, gold , silver etc and Priority)
Smooth Approval Workflow (between teams and back office)
Functionality to scan and store invoices of Van Sales(sales beat)
Accept Cheque Payments(scan and update in the system)
Pipeline analysis - Likelihood of Conversion Vs Sales Targets
Integrate Email Marketing to a Lead
InStore Offtake Information - real time (DSD applicable)
What is fast depleting product from the shelf
Better ATP check analysis
Better Quote & Sales Order Processing
Generate a Quote or Sales Order and Customer can receive pdf in email
In Hand Price Master Data
Incentivising - Sales - Through Loyalty Point Updates
What quantity is commited? What is pending order? What is available?
What was the last offered price to the customer?
What was the gross profit of the last order?
ERP
Planning
Demand Fulfillment
CRM/DMS
Picking
Packing
Outbound Goods Issue
Update to GL
Generate Invoice
BI
In a CGT Survey : Solution type with best
ROI for mobile applications =
SFA
57%
of CPG company respondants
courtesy: CGT sales & marketing report
Sales Quotation
Sales Order
which is called a SALES BEAT for salesman to visit outlets and interact with these business partners for sales, credit notes, goods returns etc.
which could be MONTHLY, QUARTERLY AND YEARLY
courtesy: CGT sales & marketing report
TPM
Retail
Execution
Sales
Quofore: 60 clients- works in
merchandising, van sales and retail execution
Some Relevant SFA Products
twitter.com/anujvaidya
THANK YOU for LISTENING
What is the process of Selling?
Full transcript