Thursday, 25 September 2014

Sales Management



Sales: Any of a number of activities designed to promote customer purchase of a product or 
service is Sales. While marketing as a discipline primarily caters to demand generation. Sales is majorly concerned about converting demand to revenue. Sales includes stages such as assessing customer needs, presenting product features and benefits to address those needs and negotiation on price, delivery and other elements.



Sales Management: 

Functions of sales management

·                     Sales planning
·                     Recruiting / staffing
·                     Training
·                     Controlling / directing
·                     Evaluating
·                     Effectiveness / efficiency
·                     Compensation


The Impact of Effective Sales Management 

While this may seem like a lot to do, effective sales management requires ongoing involvement with the sales force. But effective sales management has numerous positive impacts. It can:
ü  Increase sales revenue and profitability
ü  Decrease variability of revenue due to inaccurate forecasting
ü  Increase sales productivity (revenue per salesperson)
ü  Increase customer satisfaction and loyalty
ü  Increase salesperson motivation

SALES FUNNEL


If we look at the above sales funnel with respect to RELISPRAY, we notice that utilizes the RELISPRAY sales funnel optimally to drive sale.

Awareness: The key stage where the message of the brand is communicated to make the consumer aware. RELISPRAY scores high on brand recall as it is in the market for more than 20yrs. So, RELISPRAY only reinforces its presence as most consumers are already aware of it.


Leads:  A lead is a prospect that meets specified criteria(Fit, behavior, interest, intent) as determined by mutual agreement between the sales and marketing team. For RELISPRAY, it may be any individual who is suffering from pain and wants instant relief from it.


Prospects: The qualified prospects are the specific target group that would be motivated to purchase the product. RELISPRAY assesses its target group from time to time to identify any changes on consumer preferences and tastes. Currently, it focuses on people in the age group of 15-54 yrs both male and female and people belonging to SEC A and B.


Sales: The final stage in the sale funnel. With reference to RELISPRAY sales happens through medicals and retail outlets where consumers walk in and purchase their "trusted" spray, which comes at a reasonable price and is easily available.
There has been an INCREASE IN SALES FIGURES OF RELISPRAY OVER YEARS


TIMELINE
1986 - Relispray was launched
1990 - Dr. Ali Irani Endorses  RELISPRAY
1998 - RELISPRAY achieves 4 Million Sales
2005 - RELISPRAY achieves 15 Million Sales
2008 - RELISPRAY achieves 20 Million Sales
2012 - RELISPRAY achieves 30 Million Sales

2012 - RELISPRAY achieves 35 Million Sales

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