Area
Sales
The simulation
The simulation is a base to operate on the planning of the sales activity in a high competitive market.
Several competitors face each other on the market planning their 3-monts strategy and developing actions related to
the type of customers, products to push, decisions concerning discounts and terms of payment.
It is often integrated by specific tests on sales capacity, knowledge and also tailored to company needs (market, product and competitors knowledge, etc)
Contents
- Decisions regarding time organization
Every period of the simulation the sales persons must define
which segments of customer they wish to visit, how often, how long their
visit will last. Customers are divided in existing customers (the ones who buy the products that the company sells)
and prospects (which can became customers after the sales persons contact them and start a new relationship).
- Commercial decisions.
Coomercial decisions such as discounts and terms of payment
are split per type of customer and line of product.
Discounts and terms of payment highly impact on the company net revenues (margins)
and financial turnover.
They have also an impact on the return that every salesperson will have every quarter:
The sales performance is based on the provision they get from sales, the rewards on objectives they reached
the canvass they won.
Target
New sales staff, key account manager.
Format
Medium
Individual use (max 2 persons per team); from da 4 to 10 teams
From 3 to 12 hours
Bespoke versions
Superseller can be adapted to every kind of product and parameters..
Versioni
Italiano;
Inglese
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