Sales Management Ppt

Sales Management Max New York life insurance Ambarish Karthik George Kusuma

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PRIMARY: SALES & SALES & SALES…

SECONDARY: ØRECRUIT ØTRAINING ØMONITOR ØCONTROL

GOALS

HIERARCHY

MAJOR ACTIVITIES ØROAD SHOWS ØMASS LEAD GENERATION ACTIVITIES ØTELE CALLING ØASSOSCIATIONS

BEST AND WORST BEST : ØHIGHEST REMUNERATION WORST : Ø RETAINING THE JOB

PLANNING BASIC PRINCIPLE : THE 80 : 20 PRINCIPLE eg: TARGET - Rs 1,00,000 SALES FORCE - 10 (Sales Executives) Then… 2 Sales Executives contribute Rs 80,000 8 Sales executives contribute Rs 20,000

TERTIARY DESIGN SITUATIONAL PRESENTATION OUT OF 100 PROSPECTS… ØSTAIGHT ACCEPTANCE - 20 People ØSTARIGHT REJECTION - 20 People ØDILAMA - 60 People CONVERTING THE 60 PEOPLE INTO THOSE 20 PEOPLE(accepting) IS SITUATIONAL LEADERSHIP.

TRAINING SALES MODULES AS PER STANDARS OF PARTICIPANTS IN CASE OF SALES EXECUTIVES Ø BASICS OF INSURANCE Ø APPROACH

PLAN Ø OBJECTION HANDLING

eg : LIST BUILDING CONTACTING SHOWING THE eg : ACKNOWLEDGE CLARIFY RESOLVE

LEADING Ø THE PRECISE METHOD TO LEAD IS TO BELIEVE Ø SYNERGESTIC EFFECT 1 + 1 = 3 (> 2) THE MORE THAN TWO IS THE ATTITUDE/WORD OF EXPERTISE/ EXPERIENCE

Thank You