Industrial marketing Sales module for perfect growth. by devabhai8@gmail.com

1. India
Sales Model
Sales Traffic Jam Removal
From ---
Devendra Patil, Pune
8055945946

2. Manager
A
Sales Engineer
B
Sales Engineer
Group Chart - A

3. Working style
Manager Keeps all A class customer with him. Over loaded for further growth of
organizations.
Reasons : 1) Lack of confidence about Sales Engineer to handle these
customer due to product knowledge, relations & authorities for
decisions.
Due to overloaded Manager try to force Sales Engineer to generate New
Business having less knowledge of products, no idea how to penetrate new
customer, no idea where to apply which product to generate fast sales? Is it gives
proper productive results?
Manager always tells if you will not give sales as salary is only on individual
sales growth then this sales engineer works in wrong directions and try to
generate short term business & tap wrong customers which are waiting to take
benefits in terms of Credit, low price, free products etc.
As Manager had no any proper data base to expand team because he had no
time to educate his engineer about product knowledge, cross checking of daily
activities, solutions for trial failure, existing sale loss & further developments at
customer End - Finally engineer Frustrate & Give resign.

4. Manager
Sales Engineer
4 yrs
Sales Engineer
2 yrs
Sales Engineer
1 yr
Group Chart - B

5. Working style
Manager is free to support all Sales Engineers. Not over loaded.
He distribute his existing customers to his all engineers.
Responsibilities given :
1) Generate new enquiries from old customer.
2) Retain existing business.
3) Generate sales through new customers.
4) Payment followups.
5) Conduct Trials & close sale.
6) Maintain all competitors data to crack trials.
7) Update your technical knowledge.
8) Maintain long term relations with customer end persons.
9) Material supply followups with H.O.
10 ) Maintain proper inventory of all items for your customer to fulfill
supply commitments

6. Working style
RESULTS
1 st year
1) Generate 70% growth in existing customers with support of
Manager by using engineers past experience.
2) Developed 4 New customers by using engineers contacts.
3) Giving good increament.
2 nd year
1) As sales is 1.7 time more less time to generate New enquiries,
less time to developed New customers – due to time waste in retaining
existing business – Finally on paper shows 30% Growth only. – Manager
says not good performance. No time to update technical knowledge

7. working plan
to stop Employee
Resigns & Sales Growth

8. Manager
a
Developer
b
Applicator
c
Sales Reatainer
d
Newe Sales Engr
Group Chart

9. Responsibilities
a – Developing Person
Find New customers & New areas with Manager using Relations.
Develop new customer references given by Applicator & Sales Retainer Team.
Make new customer to pre development stage customer with support of
Applicator.
Generate enquiry & mapping with support of Applicator & introduce proper
product.
Generate Vendor code & handover customer to Sales Retainer .
Till Sales Retainer comes in picture Developer had only rights to give quotations &
pricing with prior permission of Manager .
To expand team Developer will choose proper person from Applicator & Sales
Retainer Team with permission from Manager.
Define awards for New customer given person with Manager .

10. Responsibilities
b – Applicator/company sales person
Generate or take enquiries from Developer Or Sales Retainer
Formulate customer wise enquiry sheets for action.
Mapping of each & every customer with details in support with Developer or Sales
Retainer.
Order samples for development with support of Developer Or Sales retainer team
with permission from Manager.
Maintain each and every sample Trial Report & Track record.
Prove samples at customer end with support of Developer Or Sales Retainer
Team with presence Or without presence.
Discuss all mappings with Developer , Sales Retainer & Manager to make further
action plan for sales growth
Make small technical seminars at customer end to generate new enquiries.
Launch new products at every customer with support of Developer OR Sales
Retainer.
Maintain & Study competators data to generate successful trials.
Upgrade Developer & Sales retainer Team about product knowledge to generate
new enquiries.

11. Responsibilities
c – Sales Retainer
All customer data base existing products maintain Rate master, monthly
consumption & monthly item wise track record with support of Sales- Coordinator
Make category wise customer for service.
Prepare plan of every month for material stock of each customer with support of
Sales- Coordinator
Order follow ups with support of Sales- Coordinator
Highlight items stopped by customer to Applicator, Developer & Manager.
Set target sale figure of Existing business for action plan.
As regular touch with the customer pass Development enquiries to Applicator to
give proper products.
Any customer gives problem regarding business relations highlight to Developer
or Manager.
Payment follow up with support of Sales- Coordinator
Quotations & follow ups for new items proved with support of Applicator .
Order generation, Order finalization & regularization with support of Manager.
Expand team according to responsibilities & area to give sales support.
Update mappings of customer with support of Applicator to generate new
enquiries.

12. Responsibilities
Sales coordinator/ Back Staff
All customer data base existing products maintain Rate master, monthly
consumption & monthly item wise track record with support of Sales Team
Make category wise customer for service.
Prepare plan of every month for material stock of each customer with support of
Sales Team
Regular Order follow ups with Customers & documents for promotion supply.
Highlight items stopped by customer to Applicator, Developer & Manager.
Set target sale figure of Existing business for action plan with Sales Team
As regular touch with the customer pass Development enquiries to Applicator to
give proper products.
Any customer gives problem regarding business relations highlight to Sales
Retainer or Manager.
Payment follow up with support of Sales Team
Quotations & follow ups for new items proved with support of Sales Team .

13. Salary & Incentives
Salary Increment equal on group performance only as every person is equally
responsible to generate sale.
Special Award to the Person given who gives new customer with proper
reference to Developer to generate business after sales start.
Special incentive to Sales Retainer team to generate new productive
enquiries.
Special Incentive to Developer for development of New customer within
defined period.
Special Incentive to Applicator for cracking enquiry in 1st attempt.
Manager get special Incentive for organization growth.

14. advantages
All are working by default as every one getting work of his interest only.
No need to take experience people every time to increase business.
Every one get equal wages as per work only.
Sales growth is done automatically without pressuring any one to generate
New business.
Dependability about customer development & sales growth on one person is
totally eliminated.
Getting perfect product potential of each & every customer for
Organizational growth.
Every one is utilize his time for defined work only rather than donkey work.