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To
define policies and business strategies by product
and channel
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To
draw up sales budgets
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Sales
and business profitability analysis
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Setting
up marketing/sales information system
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Defining
potential and area targets, sales forecasts, integration
with production plans
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To
help with drawing up commercial profit & loss
accounts
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Managing
sales to corporate clients and major multiple/chains
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Organisation,
selection and training of sales force
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Management
of sales force, defining qualitative and quantitative
objectives
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Devising
systems for assessment, motivation and incentives
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Organisation
and management of conventions, meeting, training
sessions
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Selection
and management of distributors, customers and salesmen.
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Why
choose Innocrea?
In business you can't improvise but need expertise
and method.
Project
and organisation
A good product or a good manager and likewise an efficient
sales structure does not result from improvisation
but needs careful planning to function and generate
turnover. In fact clients (current or potential) are
not guaranteed to last a lifetime and need constant
care and attention, in the form of personalised techniques
and resources, to win them over and build relationships
of trust and loyalty.
ORGANISATION means:
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Setting
up a suitable and effective sales force
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Defining
functions and efficient inner and outer flows
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Ensuring
that sales are totally and consistently integrated
with other functions within the company
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Planning
Even the most highly complex, articulated and perfected
sales machine can become inefficient and under-used
if it lacks that most indispensable attribute: adequate
planning to define priorities and the timing of sales
activities.
Planning sales does not slow down operations or lead
to red tape but rather clarifies goals, resources
available , ways and means of achieving objectives.
Therefore PLANNING means:
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defining
objectives clearly and feasibly
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pin
pointing the resources the company can make available
to achieve those objectives
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devising
strategies in line with resources and objectives
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Sales Management
Sales are not made by chance. The process is continuous
and needs to be co-ordinated to ensure a flow of orders
(and thus of cash) indispensable for investments.
Sales, therefore, need constant and firm management,
to ensure that efforts to gain new customers are not
wasted or that the vital heritage of regular customers,
a company's main asset, is not adversely affected.
SALES MANAGEMENT entails:
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ensuring
the sales force has clear objectives and strategies
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communicating,
detecting the first signs of weakness and providing
the appropriate response to increase market share
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standardising,
simplifying and improving efficiency, to guarantee
improved service together with company awareness
in the market place.
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tracking,
having at any given time the pulse of the market
and the positioning of the company vis-à-vis
objectives.
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