Objectives: • Providing knowledge to build and manage a sales network (national, local, small sales networks…) • Providing the main models for a strategic organization management • Building the skills necessary to plan, coordinate, control and develop sales networks Audience: • Sales directors • Area manager • Representatives
Introduction
• Evolution of sales management
• From tactical function to strategic function
• Analysis of sales organization
• The roles
• The organizational structures
• The organization charts
Objectives of a sales organization
• Primary objectives
• Secondary objectives
• Causes and needs
• Distribution policy
• Activities and purposes
The corporate budget
• The process of corporate budgeting
• Defining the objectives
• The departmental budget:
• the marketing plan
• the financial plan
• the sales plan
Organizational structures
• Distribution objectives:
• quantitative objectives
• qualitative objectives
• Internal organization
• External organization
Financial investments
• Planning the expense budget
• Returns planning
• Sales forecasts
• The financial return
Monitoring tools
• The structure performance indices
• Sales KPIs
• The concepts of efficiency and efficacy
Technology resources
• CRM
• Corporate databases
• Software
The internal and external context
• The operational structures:
• logistics
• distribution
• Target markets
• Knowing the client:
• to whom do I sell?
• how do I sell?
Distribution channels
• Channel typologies
• Channel objectives
Sizing a sales network
• Stages of the organizational process
• Analysis of the structure
• Analysis of the customers
• Customer segmentation
• Distribution models
The sales network
• Direct workers
• Indirect workers
• Reward systems
• Features of a sales executive
Performance evaluation of a vendor
• Performance of a sales network
• Quantitative data
• Qualitative data
Ad hoc
Contatti
