Introduction

In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets.

Purpose of the Book

The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning.

For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the what, but also the how of the implementation.

What You Will Learn

The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team’s frontline and back office.

The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize the sales team’s contribution to the company’s key fundamental processes.

Conclusion

It concludes with an overview of the future challenges of sales management.