SALES MANAGEMENT

DIGITAL ASSIGNMENT: 3

Sales practices in Sun Direct TV Pvt Ltd

By: S.G.SAI SARATH

15BBA0036

Slot: G2

Name of the faculty: Prof Siva Kumar A

SALES EXPENSES
Sales budget
The sales budget is established based on the bottom line. It all depends on the sales manager to
increase or decrease the budget based on the marketing conditions.

Currently the company has increased its sales budget as market is opened up for new customer
acquisitions.

When there are low budgets it is the responsibility of manager to work effectively and optimize the
cost and to get more profits they do their best to cover all expenses within the budget.

Expenses covered by the company

The company usually covers all the expenses of the sales person which includes travelling expenses
food allowances petrol allowances and accommodation allowances.

TERRITORY ASSIGNMENTS
Territory divisions are majorly based upon population of the mandals, districts, and cities. The
distribution width, coverage width and depth are considered for dividing the territory.

There are 67 territory divisions in the organization.

Sales Territory: Vijayawada

No of Area Sales executives: 10

The sales territories are determined by the regional manager.

PERFORMANCE APPRAISALS
Performance appraisals are done on yearly basis and the HR team conducts the performance appraisal.
Once the appraisals are done there will be increments around 10% to 15%

Dealing with negative performance of sales force

On negative performance they first do training need analysis and then put the employee into a
performance improvement plan where they train them and give them 3 chances to perform better if
the still the person is not performing better he will be checked out from the organization.

Evaluation of the sales person

Usually the sales person is evaluated based on the value of sales he makes. The person getting new
accounts are majorly appreciated and rewarded.