Sales Management Interactive Training Experience

The Simulation
Is designed to allow participants to:
investigate experience

the process of Sales Management This involves making decisions covering:

staff selection training and development territory management

It uses a computer model to simulate the impact of these decisions.

The Process
Preparation
familiarisation define responsibilities set objectives decide strategies

Decision Making submit decisions simulate impact analyse results recruit sales people Review & Debriefing make sales directors report review results

The Business Situation

The senior sales management of a new territory that consists of about 100 areas each with different potential Selling a range of industrial consumables that will be bought on a regular basis Need to hire and deploy a sales force and then manage them

Decisions
Three types of decision: territory management
sales force changes territory changes training course changes special reporting staff to fire

advertising for staff recruiting staff

Territory Decisions (1)

Sales Force Changes
increase salary change home base change region dual call days training course optional reports

Each sales person is different and is identified by a unique number

Territory Decisions (2)

Territory Allocation/Deallocation
Sales persons territory can consist of one or more area. Each area is numbered It is not necessary to allocate all areas. When deciding, you should consider:
potential number of customers travel Etc.

Territory Decisions (3)

Training can either be formal (attending a course) or informal (dual calling with the region manager). Training is concerned with improving
selling skills product knowledge customer/industry knowledge

For courses you control duration and the mix of skills & knowledge training.

Territory Decisions (4)

Regional Organisation There can be up to four regions (lettered A-D) Each has a Regional Manager who can spend up to twenty days dual calling with his or her sales people Each sales person must be allocated to a region Several reports are available detailing results for individual regions You may wish to allocate responsibility for separate regions to separate people

Recruitment Process
Advertise for Staff
area for advertisement advertisement size salary range skills & knowledge needs

Interview Results
current salary, employer & home base perceived skills, knowledge & personality

Offer Job
salary home base

Results
Each quarter you are provided with reports to help you evaluate your decisions and your sales force.
The standard reports are: Financial Results Territory & Regional Summaries Dual Call Commentary Training Summary Resignations And optional reports thus: Area Summary Area Research Sales Workload Sales Call Analysis

Financial Results
On an investment centre basis and so shows:
Sales Revenue Gross Profit Selling Costs Servicing Costs Training Costs Reporting Costs Management Costs Sickness Costs Recruiting Costs Contribution Working Capital Capital Charge Residual Profit Return on Capital

For the whole sales unit for each region for each sales person for each area
As appropriate

Territory & Organisation

These reports provide information about the regions and for each regions sales people as follows:
Salary Miles Travelled Selling Days Home Bases Territory Sizes

Dual Call Comments

This report shows the regional managers perceptions about the sales people they dual called with as follows:
The number of day spent with the sales person Perceptions about product & customer knowledge, selling skills and morale.

These perceptions can be:

V. Poor, Poor, Average, Good & V. Good

And their accuracy improves as the number of dual call days increase.

Training Summary
This report provides information about the current range of courses showing:
Duration The mix of product & customer knowledge and selling skills The number of sales people attending the course The cost of the course

Optional Reports
These either take sales force time or cost money:
Area Summary provides financial information about each of a sales persons areas. Area Research provides information about the number of competitors, penetration & share for served areas Area Potential provides information about the areas where the company has no sales presence Sales Workload provides at all levels information about total calls, total customers, the time spent selling. On courses, preparing reports or off sick etc. Sales Call Analysis can be for al regions sales people and shows the number of calls on current & new customer, revenue/call, gross profit/call, contribution/call and miles/call Besides these reports you may ask for additional information.

Observations
it takes time to understand but the business still must be run so your decisions will not be perfect time will be a constraint but, by the end you should be just in command of your business! your business competencies will be challenged we are here to guide you and you should have fun.

Sales Management Interactive Training Experience