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    Routing & Scheduling Sales Personnel

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    baadalk
    Routing and scheduling sales personnel improves sales coverage by fixing call frequencies and reducing wasted time. It allows for advance appointments with customers and closer management control. Setting up sales territories facilitates planning, improves market coverage, lowers expenses, and better coordinates selling efforts to evaluate performance. Sales negotiation involves identifying buying signals, preparing responses, addressing silence, focusing on benefits, and confirming agreements or expressing appreciation if no agreement is reached. Price negotiation is a zero-sum game where parties focus on relationships, discounts, and testing the other's sensitivity. Impasses can arise from low offers and may be addressed by changing topics, payment terms, or negotiating teams.

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    Routing & Scheduling Sales Personnel

    Uploaded by

    baadalk
    88 views19 pages
    Routing and scheduling sales personnel improves sales coverage by fixing call frequencies and reducing wasted time. It allows for advance appointments with customers and closer management control. Setting up sales territories facilitates planning, improves market coverage, lowers expenses, and better coordinates selling efforts to evaluate performance. Sales negotiation involves identifying buying signals, preparing responses, addressing silence, focusing on benefits, and confirming agreements or expressing appreciation if no agreement is reached. Price negotiation is a zero-sum game where parties focus on relationships, discounts, and testing the other's sensitivity. Impasses can arise from low offers and may be addressed by changing topics, payment terms, or negotiating teams.

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    Routing and scheduling sales personnel improves sales coverage by fixing call frequencies and reducing wasted time. It allows for advance appointments with customers and closer management control. Setting up sales territories facilitates planning, improves market coverage, lowers expenses, and better coordinates selling efforts to evaluate performance. Sales negotiation involves identifying buying signals, preparing responses, addressing silence, focusing on benefits, and confirming agreements or expressing appreciation if no agreement is reached. Price negotiation is a zero-sum game where parties focus on relationships, discounts, and testing the other's sensitivity. Impasses can arise from low offers and may be addressed by changing topics, payment terms, or negotiating teams.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    88 views19 pages

    Routing & Scheduling Sales Personnel

    Uploaded by

    baadalk
    Routing and scheduling sales personnel improves sales coverage by fixing call frequencies and reducing wasted time. It allows for advance appointments with customers and closer management control. Setting up sales territories facilitates planning, improves market coverage, lowers expenses, and better coordinates selling efforts to evaluate performance. Sales negotiation involves identifying buying signals, preparing responses, addressing silence, focusing on benefits, and confirming agreements or expressing appreciation if no agreement is reached. Price negotiation is a zero-sum game where parties focus on relationships, discounts, and testing the other's sensitivity. Impasses can arise from low offers and may be addressed by changing topics, payment terms, or negotiating teams.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 19

    Routing & Scheduling sales personnel

    4/6/12

    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.
    4/6/12

    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
    4/6/12

    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

    4/6/12

    Sales Negotiation Process

    4/6/12

    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
    4/6/12

    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.

    4/6/12

    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
    4/6/12

    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.

    4/6/12

    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.

    4/6/12

    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

    4/6/12

    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.

    4/6/12

    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

    4/6/12

    - 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.

    4/6/12

    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.

    4/6/12

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