The Business Model Canvas
Channel Types
The personal selling process
Locating and prospecting for customers
The pre-approach
The approach
The sales presentation
Handling objectives
The close
After sales
Competencies in Sales
—> 10 Physical signs you are a sales leader
Sales Competences
Attitude
Strategy
Communication
Competencies (organization/ communication)
Case Study 1 Broadlab Part 1
Tasks & Responsibilities of a sales manager
Strategic Sales Tasks
evaluation of market potentials
definition of customer segments & target markets
planning yearly based & longterm (MTP - midterm plan - 3 years plan)
Portfolio development (in collaboration with Marketing)
Partner Evaluation & Management
Analysis and observation of competitor landscape
General Contract management (in collaboration with legal department)
Operational Sales Tasks
Sales Forecast (month / quarter)
Pipeline analysis & managemen
Management of sales events (f.i. Yearly Kickoff)
Campaign planning & management
Coordination and participation on fairs
Escalation management (f.i. customer complaints)
Price & margin controlling / Review of large bids & proposals
Personnel Management
Headcount planning
Description and definition of sales roles
Recruitment & Staffing
Sales Trainings
Commission & Incentive planning
Performance measurement of sales force
Personnel evaluation / Individual coaching & support
Particular Sales Tasks
Individual care of Strategic and / or Key Accounts
Covering of Buying Center members on top level (C-level = Chief level)
Surveillance of Customer satisfaction (in collaboration with Quality Management)
Proposal management of strategic bids & Proposal review
Involvement on the negotiation with customers on C-level
Competencies of a sales Manager
Aufgaben und Verantwortung eines Vertriebsleiters: (Übergeordnet)
Strategische Aufgaben
Operative Aufgaben
Personnelle Aufgaben
besondere Aufgaben
Beurteilung (Evaluierung) von Marktpotenzialen
Definierung/ Festlegung von Kundensegmenten und Absatzmärkten
Planung - kurz-, mittel-, langfrsitig (Jährlich/ 3 Jahre / 5 Jahre)
Portfolio/ Bestandsentwicklung
Partnerbeurteilung und -management (Geschäftspartner)
Analyse und Überwachung/ Beobachtung von Mit-/Wettbewerbern am Markt
Generelles Vertragsmanagement (in Zusammenarbeit mit der Rechtsabteilung)
(Anteil der stratefischen Aufgaben circa 10-20%)
Umsatz-/ Verkaufsprognose
Zuletzt geändertvor 2 Jahren
