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Charles & Keith

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Charles & Keith
Charles &Keith Sales Plan

DSMM 203
Sales Management
14th Intake, Full-time,
Semester 1
Lecturer: Ms. Imelda Tan
Students: Huang Siqi, Liu Rui, Pham Thu Huong

Table of Contents

Cover page-------------------------------------------------------------------------------1
Table of contents-----------------------------------------------------------------------2
Introduction-----------------------------------------------------------------------------3
Definition of prospects---------------------------------------------------------------4
Existing customers
Potential customers
Customer Relationship Management (CRM) -----------------------------------5 Customer acquisition
Customer retention
Growth
Sales goals--------------------------------------------------------------------------------6
Training and development program----------------------------------------------9 Identify the firm’s training needs
Assessing the firm’s training efforts
Develop the training program
Selecting and recruiting salespeople--------------------------------------------15
Motivation and rewards program-----------------------------------------------16
Compensation systems-------------------------------------------------------------17
Direct salary
Indirect salary
The total compensation
Performance reviews----------------------------------------------------------------18
Purpose of the performance evaluation
Evaluation content
People do the evaluation
Assessment method
References------------------------------------------------------------------------------20

1. Introduction

Charles and Keith is one of the many popular brands in Singapore that made it worldwide. It is known for its women’s shoes, bags, sunglasses and accessories that make women feel confident and reduce the stress in the daily life within affordable prices. First Charles & Keith store opened as a small and simple shoe store at Amara Hotel


References: http://blog.talkdesk.com http://www.jobs.com.sg http://www.hr-guide.com http://hrcouncil.ca http://wiki.mbalib.com Charles, M. (2013). ABC’s of Relationship Selling through Service. 12th Edition. John F, Earl D, Robert C. (2009). Sales Management. First Edition.
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