Book description
In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning.
For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the “what,” but also the “how” of the implementation. The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team’s frontline and back ofi ce. The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize
the sales team’s contribution to the company’s key fundamental processes. It concludes with an overview of the future challenges of sales management.
Table of contents
- Cover
- Half Title Page
- Title Page
- Copyright Page
- Abstract
- Contents
- List of Figures
- Figure Credits
- Foreword
- Preface
- Acknowledgments
- Chapter 1 Trade Structure and Route to Market
-
Chapter 2 The Sales Strategy
- Definitions of corporate strategy: a mini tour
- Sales strategy: definition, responsibility, and sources
- Market analysis: trade environment scan
- Responding to customers’ strategies
- Customer-satisfaction surveys as a strategic input and a monitoring tool
- Organization capabilities assessment and capability building program
- Corporate strategy: vision, strategic themes, and goals
- The definition of the sales strategy: strategic actions, targets, and activities
- Communication and outputs of the sales strategy
- Takeaway points
-
Chapter 3 The Performance Indicators for Sales Management
- Why we need key performance indicators?
- Financial indicators
- Field sales efficacy indicators
- Customer-service indicators
- Point of purchase indicators
- Joint business planning and customer indicators
- Utilizing KPIs: the sales team scorecard
- Utilizing KPIs: identifying reasons and solutions
- Takeaway points
- Chapter 4 Organizational Roles and Responsibilities
- Chapter 5 Organization Models, Recruitment, and Incentives
- Chapter 6 The Business Planning Process
- Chapter 7 The Order to Cash Process
- Chapter 8 The Sales and Operations Planning Process
- Chapter 9 The Challenges of Sales Management
- References
- Index
Product information
- Title: A Guide to Sales Management
- Author(s):
- Release date: August 2015
- Publisher(s): Business Expert Press
- ISBN: 9781631572593
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