Case study: Sales and

distribution management

Presented by:
Snehal Bawre
 Overview Of The Case
The case is about a Company which has seen a fantastic growth during the
past years.

I being the Vice President of Sales has recruited 10 persons in the sales team
and at the same time felt the need to promote one of the senior reps to the
Area Sales Manager and also want to retain both of them.

I am in the dilemma about whom to promote out of my two good sales reps
J.Steaphen and Steven Bellach.

J. Steaphen : Persistent in her work. President’s club member since

5 years. Inspirational and have some good leadership qualities.
Often asked to plan sales meetings.

Steven Bellach : Good at building Customer Relationships.

Supportive and Suggestive.
Skills Of An Efficient Sales Manager
 Overall Company’s
Expectation
o Fantastic growth of the company
o Sustainability
o Maintenance of records & budgets
o Company treats all as…ONE!
o High sales growth
o Ultimate customer satisfaction
o Relationship building
 Why Not J.steaphen

LACK OF FIELD EXPERIENCE.

HABIT OF NOT LISTENING “NO”.

NOT THAT GOOD IN BUILDING CUSTOMER RELATIONSHIPS.

20/80 RULE
 WHY STEVEN

 Customer Relationship Builder

 Supportive
 Innovative
 Detailed oriented
 6year’s experience with the ”FIELD
FORCE”
 Sales reports are always perfect & on time
RETENTION STRATEGIES
TO BE FOLLOWED

Offered to be the trainer of the sales people.

• Offered to be the trainer of the sales
people. OR
OR to be the head of the
She has been asked
She has been
“SALESasked to be the
PLANNING head of the
MEETINGS”
“SALES PLANNING MEETINGS”