Question

Designing Territories and Allocating Sales efforts; Objective and Quotas for sales Personnel;
Developing and Managing Sales Evaluation Programme; Sales Cost and Cost analysis.

NOTES FOR SALES AND DISTRIBUTION MANAGEMENT

Answer 1

Sales planning at Top organisation is integrated with Marketing and Advertising teams.

Here sales planning is done through effective demand forecasting technologies like Artificial intelligence and Machine learning and customer segmentation and distribution mix using Big data analytics.

Territories are deisgned based on past sales data, clusters are formed using divisional hierarchy and then sales gials are allocated to each territory and cluster manager who then reports to Area manager, Zonal manager and National manager.

Final sales are accounted using SAP FICO modules and Blockchain methodology to cut down redundancy and eliminate gaps and human errors and assure high auditing standards and corporate governance.

INTEGRATED SALES AND MARKETING STRATEGY

The Facebook page by Vodafone has been most amazing and happening which has leveraged various brand assets like celebrity endorsements, brand mascots, user stories, testimonials, etc. The brand has engaged audiences with various live contests , quizzes, surveys, webinars, engaging videos, participative games,etc.

The fans are called "Vodafone Fan Army" and audiences are engaged and highly resonate with brand image and its famous Pug which denotes Vodafone and symbolizes coverage everywhere. Various social media campaign on Twitter, LinkedIn, Instagram, Snapchat are run simultaneously to achieve top of mind recall and touchbase maximum audiences.

The marketing has seen series of TV commercials which depicts the product benefits and are in continuation to target compelling user story. The brand has consistently clocked millions of views on YouTube and has meticulously used Facebook for penetrating new markets and high profile customers as per demographic segmentation.

The brand has leveraged and optimised page to track Analytics and measure success using metrics like bounce rate, exit rate, unique page views, unique customers and have also optimised search engines through programmatic buying which helps customers land on Facebook page itself.

The benefits exceed the costs for this campaign as it has proliferated customer base and has achieved diversity and higher average reveneue per user and decreased lifetime customer acquisition cost.

The brand however can improve its profile by using cliud storage for customer analytics, Artificial intelligence and Machine Learning algorithm for drill down Analysis and using Tableau as data visualization tools for devising right strategy.

The brand also needs to integrate various social media profiles and repetitively generate new fresh campaigns over period of time so that buzz remains active for longer period and helps create brand equity and brand resonance.

Moreover, various testimonials can be used to create awareness and generate positive word of mouth marketing amongst customers. Usage of referral marketing on Facebook can bring down costs substantially and increase revenues through profit maximizing. All in all 360 degree marketing campaign with well planned time frame can help brand optimise cost and grab maximum market share .

The usage of Radio and out of home media and newspapers can also help create propaganda for all Facebook campaign and bring organic traffic from multiple sources such that outreach is maximum and impact is well optimized.

This creates well crafted and well timed turnaround strategy for any brand and successful campaign can be created with seamless execution and implementation.

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