Routing & Scheduling sales personnel

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Advantages of Routing & Scheduling

Routing & Scheduling plans improve better sales coverage. Fixation of call frequency rate. Reduce wastage of time. Advance appointment with the customers/ prospects. Assists sales management for closer control.
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Procedure for Setting up or Revising Sales Territories

Selection of basic geographical control unit Determining sales potentials on the basic units Combining the basic units into tentative sales territories
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Adjusting and redistributing sales

Thus, setting up sales territories facilities the planning and control of sales operations. Well-designed territories assist to improve market coverage and consumer service expenses ratios, secure coordination of personal selling and advertising efforts, and improve the evaluation of personal performance. 4/6/12

Sales Negotiation

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Sales Negotiation Process

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Identifying Buying Signal

i. ii. iii.

Assumptive ownership Issuing instruction for delivery Concentrated attention to buying details Disappointment at lead time for possession Looking intently at the product

iv.

v. vi.

Asking questions about usage of 4/6/12 product

Action during Sales Negotiation

Be prepared for tactical response in form of flinch or silence Use open-ended questions Mention benefits the prospect would derive from product/service Dont be hasty to fill pauses during sudden silence. Listen Be ready to change value proposition to confirm price concession Identify tracks towards agreement Conclude agreements from time to time Paraphrase clients statements and demonstrate commitment
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Action After Sales Negotiation

Do the following, if agreement is accomplished
1.

State agreement verbally and in draft Reinforce purchase decision of prospect/customer and express thankfulness.

2.

Do the following, if no agreement is reached

1.

Show appreciation to prospect/customer Encourage the prospect/customer to try you next time.

2.

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Price Negotiation
Price negotiation is a zero-sum game - the game theory jargon signifying that what one party gains the other loses. The most profitable strategies in price negotiation are as follows:
1)

Form one-person-queue Buyers should test quantity discounts, while sellers evaluate total revenue Focus on cooperative relationship Deploy blue ocean strategy Use add-on ploys
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2)

3)

4)

5)

6)

Test sensitivity of the other party

Impasse
In negotiation, if what a party offers is less than the least which the other party will accept, then impasse may arise, unless theres change in the standpoint of one or both.

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How to Break Impasse

1. 2. 3.

Change the subject. Brainstorm together. Throw some wild and crazy idea on the table. Change the form of the payment. Handle the emotional subject of money as quickly as possible.

4. 5.

Change the members of the 4/6/12 negotiating team.

6.

Deadlock
This occurs when concessionary impasse strains the enabling interface between the parties and mutual interests wane.

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Handling Price Deadlock

Pay a fraction in cash, the rest in kind Pay more now, then less next month Pay in another way Pay in U.S Dollars or Euro Pay a quarter now, then the rest next month Split the invoice across various

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Handling Deadlock Across the Issues

i. ii.

Amend the specification Alter the time structure of events by using Salami. Change the responsibilities Change the nature of the business

iii. iv.

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Deadlock Ploys
They are used for inducing fear of deadlock in another party. Examples are as stated below.

Introduction of false deadlines. Exhibit false temper. Become unavailable. Emphasize the dilemma of reaching an agreement. Accuse the other party of not being interested in agreement State final offer Express great pessimism Act 4/6/12 as if you intend to go off in a huff.

An Influencing Agenda For Potential Allies

Identify Potential Ally

Analyse Potential Allys Interests Assess Your Resources Relevant to Potential Ally Diagnose Your Relationship with Potential Ally Select Influencing Approach

Execute and Monitor Your Approach

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- Gavin Kennedy, Influencing For Results

Basic Rules in Collective Bargaining Negotiations

Seek common grounds Use listening ability for indicating intention to understand the other party. Build your case in a logical sequence, gaining agreement at each stage. Use counter proposals when necessary for realigning position. Invite the other party to look at the problem from the opposite perspective. Avoid declaring that an area is non-negotiable. Use analytical questioning technique to shift the other party.

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Pre-Negotiation Preparation in Collective Bargaining

Identify objectives in terms of keeping wage increases below level of productivity increases and within inflation rate. Organize a Negotiation Team and clarify the roles of each member. Conduct extensive research concerning economic impact of demands, comparative occurrence in the industry, and identify demands which are important to the other party as well as your core demands. Initial response should be in writing A wide-range of alternatives should be invented A negotiation strategy should be adopted.

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