Samenvatting - Verkoopsmanagement (MBM62C)

VERKOOPSMANAGEMENT:
SAMENVATTING
Simon Crivellari

,Inhoud
Topic 1: Salesmanagement.....................................................................................................................2
Introduction........................................................................................................................................2
Sales strategies...................................................................................................................................3
Sales functions....................................................................................................................................8
Guest lecture - Nico Ivens: New Sales Management..........................................................................9
Topic 2: Motivation, leadership & training............................................................................................12
Motivation........................................................................................................................................13
Leadership........................................................................................................................................16
Training.............................................................................................................................................19
Guest lecture -Herman Kenens: sales results & the impact of employee engagement....................21
Topic 3: organisation & compensation..................................................................................................22
Topic 4: Sales control............................................................................................................................25
Forecasting.......................................................................................................................................25
Sales force evaluation.......................................................................................................................26
Guest lecture -Charles Dion..............................................................................................................31




Simon Crivellari

,Topic 1: Salesmanagement

Introduction
 Tasks:
o Planning, organisation and control
o Today: he/she has a strategic role in the business – giving input to business plans
o Important: analysis of sales on profitability
o Knowledge of human resources management
o …
o =accountant, planner, staff manager, marketeer,…
 Responsibilities:
o Determine the objectives of the sales department
o Forecasting & budgeting
o Organising the sales department
o Selection, recruitment and training
o To motivate sales people
o Control: evaluation
 Top salesperson:
o Closes a sale and moves to next opportunity
o Manages every detail of a pitch
o A showman on stage
 Ideal sales manager:
o Manages resources to expand market share
o Nurtures sales talent and turns them loose
o A behind-the-scenes influencer
 Sales markets:

FOR profit NON profit
Strategic goal competitiveness Mission effectiveness
Success factor Market share Management practices
Growth rate Social impact
Earnings Cost efficiency
Values Innovation Accountability to public
Creativity Integrity




Simon Crivellari

,  Difference between a sales-oriented company and a marketing-oriented company
a) Sales-
oriented
company
b)
Marketing-
oriented
company




Sales strategies
 Boston Consulting Group (BCG-matrix): on product level, but also on
market level
o Stars (hold strategy)
o Cash cows (harvesting strategy)
o Question marks (build strategy)
o Dogs (divest strategy)




Simon Crivellari