Includes all the phases of sales along with sales pitch, sales force evaluation, sales forecasting, sales quota and budgeting and territory design along with the organizational structure.

1. Project of Selling and sales
Management
Presented By: Durgadatta Dash.

2. Phase 1: Sales Pitch: Introduction
• Company Name: The Citizen Group
• Products: Magazines, Newspapaers
• Head quarter: Navi Mumbai
• First product: The India Reads (Newspaper)

3. Product Details
• Magazine name : Hottest Wheels
• Language: English
• Frequency: Monthly
• Type: Automobiles
• Price: Rs.175
• Place : India, Northern and South central Asia
• Includes: A comprehensive listing of every single car and bike available and
upcoming in the market to give the readers a real experience with the
company’s and expert’s feedback.

4. Competitors
• BBC Top gear
• Overdrive
• Auto Car
• BS motoring

5. Target Customers:
• 1. Urban Male (Includes students, corporate employees, professionals)
• 2. Age group of 20-49 years
• 3. Owner of a car or bike
• 4. Intending to buy a car or a bike
• 5. Well-read, well-updated, well-travelled
• 6. Garages and service centers
• 7. Car and bike showrooms.
• 8. Libraries
• 9. Clubs

6. FAB:
• Features: Contains all the details about the upcoming and new
lunched cars and bikes, Monthly edition
• Advantages: Gives tips and expert advices, customer feedback and
reviews about all the cars and bikes with price at various places(major
showrooms).
• Benefit: Customer will get the clarity about the automobile that he is
going to buy according his choice

7. Phase 2 : Selling Process
Prospecting:
1. Through company’s existing database, own contacts, referrals from
existing customers.
2. By distributing pamphlets at public places
3. Cold calling and direct mails
4. Social Media
5. Public Exhibitions

8. Pre approach
• Do a research on prospects needs, buying behaviors, characteristics
• Also consider MAD (Money-Authority-Desire)
• Set call objectives to gather information or to make an immediate sale
• The type of pre approach viz. a phone call, a direct meet or an email that is
being decided based upon the customers.
Approach
• First impression lasts long
• All the salespersons are having very sound knowledge about the product
• The salesperson are humble, optimistic make the customer feel free to ask
questions.

9. Presentation & Demonstration
• Salesperson present and explain the product details, USP, FAB and about offers
to the prospect.
• Here customer clear all the doubts regarding the product and the offers.
• Salesperson makes the customer feel free to ask questions try to clear all the
objection regarding the products.
Trial Close:
• Here if the customer is satisfied after the demonstration we directly sale the
product and close the deal.
Handling Objections:
• Here customer ask as many questions as he wants and the salesperson try to
find out the hidden objections and clarify all the doubts.

10. Trial Close
• Here if the customer is satisfied after the demonstration we directly sale the
product and close the deal.
Closing:
• If the customer is satisfied then we try to close the deal and ask for make
payment. The physical appearance, the comments, the questions and comments
on the product revels that it’s the time to close the deal and make the sale.
Follow Up:
• Ensure the customer that he is satisfied with the products and services
• Check whether he is getting the magazines at right time or not
• Reminding about the renew of subscription
• Give the gifts at the correct time

11. National Sale Manager
(NSM)
1
Zonal Sale
Manager(ZSM)()
1
Zonal Sale Manager
(ZSM)
1
ORGANIZATIONAL
STRUCTURE
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Area Sale Manager
(ASM)
1
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Sales
Officer
Territory sales
Officer (TSO)
TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO TSO

12. Roles of individuals:
Sales Managers: (National, Zonal & Area Sales Managers)
• Set targets
• Assign duties according to the location , qualification and capability
• Design strategies
• Take care of promotional decisions
• Takes sales decisions
• Deal with major customers

13. Sales Person :( Territory & Independent sales officers, Salesmen)
• Contact potential clients, usually over the telephone but also in a face to face
environment
• Account management
• Make the customer remind and aware about subscriptions, prizes, offers etc.
• Keep accurate records of sales, contacts and deals
• Always keep in touch with their clients

14. Recruitment (NSO & ZSO)
• Top B-schools
• Internal promotion
• Reference
• By giving adds
For TSO and SO
• Tier 2 B-schools
• Recruitment agencies
• Walk ins
• Direct recruitment

15. Selection Process (NSO & ZSO)
• Aptitude Test
• Case study discussion
• Technical Interview
• HR interview
For TSO & SO
• Aptitude Test
• Group Discussion
• Personal Interview.

16. Training
• People Management
• Leadership
• Decision making
• Product knowledge
• Dealing with customers about the subscription problems
• How to approach customers
• After Sales support
• How to get leads and conversion of leads into sales
• How to build and maintain relationship with new as well as existing
customers

17. Phase 4: Directing the Salesforce Operations
• The company treats its people as its major asset.
• Always there is rewards for the contributions and for the star performers. The
company is always for its employees in every difficult situations.
Motivational Factors:
• Attractive Salary
• High-quality health care and benefit programs
• Financial protection in the event of illness, disability or death
• Financial security for retirement
• Opportunities for learning and development
• Free family trips on achieving continuous targets
• Provides the opportunity to do higher study to the employees
• Extra travelling and phone billing allowances

18. Compensation Factors:
• Basic Salary
• Health insurance
• Bonus
• Incentives
• Job Enrichment
• Promotion
• Recognition

19. Phase 5: Sales Planning & Control
• The true value in making a forecast is that it forces us to look at the future objectively.
• Conducting a sales forecast will provide the business with an evaluation of past and
current sales levels and annual growth, and allows to compare your company to industry
norms
• Forecasted sales : 1 lakh magazine per quarter
• Factors considered at the time of forecasting: Market condition, competitors(existing &
new), sales data, customer feedback, past business, consumer earnings etc.
• We follows Medium term forecasts as these have direct implication for planners.
Sales Budgeting:
• Our company plans its profits based upon anticipated sales, minus the cost of
achieving those sales (which is represented in the total budget of the
organization).
• The cost of expected sales budget plan is based on sales quota; production;
territory; customer & selling price.

20. Sales quota :
• In our company the quota are fixed by Individual sales target figure assigned
to each sales unit such a sales person, dealer, distributor, region, or territory,
as a required minimum for a specified period (month, quarter, and year).
The objectives of the sales quota are:
• To provide quantitative performance Standard
• To obtain tighter sales and expense control
• To motivate desired performance
• Controlling Sales Persons’ activities
• The methods we use for setting sales quota are: Territory potential, past sales
experience, Total market estimates. Executive judgment, Sales person
estimates. Compensation plan etc.

21. Sales Territory (For Andhra Pradesh)

22. Sales force Evaluation
• Our Sales Department Evaluation is the only evaluation built by sales experts
specifically for sales. The Sales Evaluation looks at three critical components that
make up a sales organization: people, strategies and systems.
The measures that we consider in order to evaluate our sales force are:
• Sales revenue achieved during the time period
• Profits generated
• Sales per potential account
• Sales revenue as a percentage of sales potential
• Numbers of orders
• Sales to new customers
• Number of new customers
• Numbers of calls made
• Calls per potential account
• Number of calls on prospects

23. THANK YOU……….