Sales Manager Corse free of cost 6 month

Sales Corse Manager free of cost 6 month

Qualifications Pack Code	MES/Q0202
Job Role	Sales Manager This job role is applicable in both national and international scenarios
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/2014
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021
NSQC Clearance on	22/08/2019

Sales Manager Corse free of cost 6 month

Job Role	Sales Manager
Role Description	Lead sales activities within the designated area of responsibility
NSQF level	6
Minimum Educational Qualifications Maximum Educational Qualifications	Graduate Post-graduate in Sales & Marketing
Prerequisite License or Training	Customer Relationship Management, Selling techniques
Minimum Job Entry Age	18 years
Experience	4-6 years
Applicable National Occupational Standards (NOS)
Performance Criteria	As described in the relevant OS units

Keywords /Terms	Description
Ad views	Total number of times the advertisement has been seen by the audience
Barter	An offer in which advertisement space/time is exchanged for goods/ non- monetary consideration
Billing	The total invoiced value payable by the client for the advertisement time/space purchased
Budget	Budget is an estimate of the total cost of production that may include a break-up of cost components
Campaign	Advertisement effort across media platforms, planned during a specific time period
Day parts	Specific time-slots during the day
Effective rate	The final advertisement rate offered to the client after discounts
Frequency	The number of times the audience is exposed to an advertisement in a particular medium
Make-good	A repeat run of an advertisement to compensate for an error or omission by the broadcaster
Market share	The share of the company in the total market of a product/service
Media buyer	An individual handling purchases of advertising space/time across advertising mediums
Media planner	An individual skilled in selecting and determining the correct use of advertising space/media on behalf of an advertiser
Rate	The fee for a unit of advertisement space or time
Reach	The total size of the audience that the medium is able to communicate with
Sales Forecast	Predictions and estimates based on historical sales performance using trends and assumptions for the current period
Schedule	A list of advertisements planned to be a part of the campaign
Sponsorship	Paid advertising in the form of specifically generated programming/content advertising for the product/service of the client
Target Audience	Set of individuals with similar characteristics that are prospective customers of the advertisers’ product/service
Target Market	The geographic area over which the advertising campaign is focused
Sector	Sector is a conglomeration of different business operations having similar businesses and interests. It may also be defined as a distinct subset of the economy whose components share similar characteristics and interests.
Sub-sector	Sub-sector is derived from a further breakdown based on the characteristics and interests of its components.
Vertical	Vertical may exist within a sub-sector representing different domain areas or the client industries served by the industry.
Occupation	Occupation is a set of job roles, which perform similar/related set of functions in an industry
Function	Function is an activity necessary for achieving the key purpose of the sector, occupation, or area of work, which can be carried out by a person or a group of persons. Functions are identified through functional analysis and form the basis of OS.

Sub-functions	Sub-functions are sub-activities essential to fulfill the achieving the objectives of the function.
Job role	Job role defines a unique set of functions that together form a unique employment opportunity in an organization.
Occupational Standards (OS)	OS specify the standards of performance an individual must achieve when carrying out a function in the workplace, together with the knowledge and understanding they need to meet that standard consistently. Occupational Standards are applicable both in the Indian and global contexts.
Performance Criteria	Performance Criteria are statements that together specify the standard of performance required when carrying out a task
National Occupational Standards (NOS)	NOS are Occupational Standards which apply uniquely in the Indian context.
Qualifications Pack Code	Qualifications Pack Code is a unique reference code that identifies a qualifications pack.
Qualifications Pack(QP)	Qualifications Pack comprises the set of OS, together with the educational, training and other criteria required to perform a job role. A Qualifications Pack is assigned a unique qualification pack code.
Unit Code	Unit Code is a unique identifier for an Occupational Standard, which is denoted by an ‘N’.
Unit Title	Unit Title gives a clear overall statement about what the incumbent should be able to do.
Description	Description gives a short summary of the unit content. This would be helpful to anyone searching on a database to verify that this is the appropriate OS they are looking for.
Scope	Scope is the set of statements specifying the range of variables that an individual may have to deal with in carrying out the function which have a critical impact on the quality of performance required.
Knowledge and Understanding	Knowledge and Understanding are statements which together specify the technical, generic, professional and organizational specific knowledge that an individual needs in order to perform to the required standard.
Organizational Context	Organizational Context includes the way the organization is structured and how it operates, including the extent of operative knowledge managers have of their relevant areas of responsibility.
Technical Knowledge	Technical Knowledge is the specific knowledge needed to accomplish specific designated responsibilities.
Core Skills/Generic Skills	Core Skills or Generic Skills are a group of skills that are key to learning and working in today’s world. These skills are typically needed in any work environment. In the context of the OS, these include communication related skills that are applicable to most job roles.

Keywords /Terms	Description
NOS	National Occupational Standard(s)
QP	Qualifications Pack
NSQF	National Skill Qualifications Framework
NVEQF	National Vocational Education Qualifications Framework
NVQF	National Vocational Qualifications Framework

Unit Code	MES/N0201
Unit Title (Task)	Keep apprised with developments in the industry
Description	This OS unit is about knowing the organization, the competitors and the market well to be able to carry out the job effectively
Scope	This unit/task covers the following: Monitoring and understanding the market and the competitors and continuously seeking out new opportunitiesIdentifying information needed to carry out the job effectivelyIdentifying new innovations and future developments that might benefit the organization or the clients
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Monitoring and understanding the market and the competitors and continuously seeking out new opportunities	To be competent, the user/individual on the job must be able to: PC1. monitor any changes or updates in the market PC2. understand the market, its various elements and how they affect the organization PC3. identify new opportunities in the market PC4. analyze how these opportunities can be leveraged to benefit the organization PC5. identify who the competitors are, who their major clients are and how their activity is changing
Identifying information needed to carry out the job effectively	PC6. extract key facts from formal and informal sources and analyze how it can be used by the organization PC7. actively participate in forums and discussions to be able to keep updated with any new changes in the industry/ its practices PC8. keep up-to-date with the laws and any other regulations that can apply to the organization
Identifying new innovations and future developments that might benefit the organization or the clients	PC9. keep track of any changes in the industry and how they can be converted into useful opportunities PC10.analyze the market and forecast what the powerful trends would be that can affect the organization in any way PC11.keep up-to-date with any changes in policies that can affect the client’s business
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)	The user/individual on the job needs to know and understand: KA1. the brand and the market position of the organization KA2. organization’s capabilities, culture, ways of working and marketing mix KA3. different business functions in the organization and the various aspects related to the job role

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B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. fundamentals of advertising and marketing KB2. how to prepare a brief for sales or account teams KB3.   how to present the idea/concept to the client KB4. how to present the final work-products KB5. applicable legal and regulatory requirements
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. prepare a brief that effectively encapsulates the idea and its impact SA2. prepare a brief about the industry trends and how they can impact the client SA3. prepare client reports and presentations, as required SA4. prepare a presentation about industry trends for the internal teams
Reading Skills
The user/individual on the job needs to know and understand how to: SA5. read and interpret all relevant research information
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA6. liaise with the client and internal teams and ensure that the former’s needs are understood and well-executed by the latter SA7. discuss and finalize the changes in accordance with the industry trends and how they are to be implemented SA8. review and present final information to the respective teams
B. Professional Skills	Plan and Organize
The user/individual on the job needs to know and understand how to: SB1. organize discussions/ meetings with the clients or the internal teams as the need may be to analyze market trends SB2. store information so you can easily access it when you need it
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3. ensure that the information gathered is relevant  to the clients  and their business
Problem Solving
The user/individual on the job needs to know and understand how to: SB4. tackle issues that may arise due to industry changes and minimize the impact it may have on the organization’s functioning
Decision making
The user/individual on the job needs to know and understand how to: SB5. identify ways to keep up-to-date with changes in your organisation’s, your competitors’ and your clients’ products, services and processes
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6. extract key facts from formal and informal sources of information and analyse it for its usefulness to you
Critical Thinking
The user/individual on the job needs to know and understand how to:

SB7. identify new innovations and future developments in advertising that might benefit your clients SB8. keep up-to-date with the laws, regulations and guidelines that govern advertising and the sale of advertising

NOS Version Control

NOS Code	MES/N0201
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/14
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

This unit is about estimating the cost of sales activities, developing a formal budget and monitoring it against actual expenses

Unit Code	MES/N0203
Unit Title (Task)	Create and Monitor the Ad sales budget
Description	This OS unit is about estimating the cost of sales activities, developing a formal budget and monitoring it against actual expenses
Scope	This unit/task covers the following: Estimating the cost of sales activities and preparing an ad sales budgetMonitoring an ad sales budget
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Estimating the cost of sales activities and preparing an ad sales budget	To be competent, the user/individual on the job must be able to: PC1. determine the requirements to achieve the sales forecasts and corresponding costs, taking into account team salaries and variable bonuses, ad sales volume commissions, sales conferences and events, travel, hotel and local conveyance, communication expenses, annual license cost for inventory and billing software PC2. determine the sequence of activities in terms of their cost implications and expenses for each item PC3. prepare a sales budget (either using budgeting/ tabulation software or by hand) with details on required expenses for each activity PC4. track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner
Monitoring an ad sales budget	PC5. Track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)	The user/individual on the job needs to know and understand: KA1. the requirements to achieve the sales forecasts and corresponding costs KA2. the Sales expenses for previous years and reasons for variations between targets and actuals
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. how to estimate the sales efforts that would be required to achieve the targets and determine the associated costs KB2. the limitations on the total sales budget and/or the budget for specific cost centers, as well as the organization’s working capital needs KB3. how to break down each task/ activity into cost heads KB4. the expected, realistic outflow against each activity cost head (using a combination of prior experience, discussions with potential suppliers/ vendors and any specificities of the location where the expenses will be incurred) KB5. how to compile each activity cost head into a consolidated budget, with summary sheets by type of cost, type of activity and any other key summaries that are required

	KB6. the typical areas of overruns and how to build in adequate contingency into the budget KB7. applicable procurement methods and vendor/ supplier contracts that would need to be used for various cost heads KB8. how to document any variances to the budget that do occur (either on the expense incurred or the timing of the expense). This needs to be escalated to the financer and resolved
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. prepare and document a sales budget (on paper or using a computer)
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. read/research the organization’s prior budgets and requirements SA3. undertake background research and collect information on expense items
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA4. discuss and agree on the sales budget with the financier SA5. understand the brief from the financer and any constraints/ limitations on the budget SA6. communicate the final budget to key decision makers, financiers and members of the sales team
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.     make relevant decisions related to sales activities required to achieve sales forecasts for the year e.g. events, locations, conferences SB2.     take remedial action where there is significant variance between budgets and plans
Plan and Organize
The user/individual on the job needs to know and understand how to: SB3.    how to plan expenses and outflow of finances in a manner that is cost effective SB4.                how to track the sales budget, ensure activities stay within the agreed budget and minimize overruns SB5.             keep accurate records
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6.    how to assess the impact of selecting sales activities and its impact on the budget requirements
Critical Thinking
The user/individual on the job needs to know and understand how to: SB7.    act within the limits of your authority
Problem Solving
The user/individual on the job needs to know and understand how to: SB8.    use    the    lessons    learnt    from    previous    budget    planning          and implementation to formulate future budgets

Sales Manager Corse free of cost 6 month

	SB9.    identify internal and external factors that are likely to have a positive or negative effect on budgets
Customer Centricity
The user/individual on the job needs to know and understand how to: SB10. be vigilant and identify any irregular or potentially fraudulent activity

Unit Code	MES/N0204
Unit Title (Task)	Develop advertising sales proposals
Description	This OS unit is about developing sales proposals for advertising sales
Scope	This unit/task covers the following: Developing advertising sales proposals for media agencies and leading companies across industry sectorsAcross any of the following mediums: Television, Print, Radio, Digital, Out-of-home
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Developing advertising sales proposals for media agencies and leading companies across industry sectors	To be competent, the user/individual on the job must be able to: PC1. calculate ad-value for the proposed advertisement placements, taking into account key variables (e.g. reach/time-spent, readership, listenership/time-spent,              page                views,                                                                impressions, occupancy/availability, client credit limit) PC2. conduct audience analysis including consumption habits, lifestyles, ratings illustrations and comparison with peers PC3. perform costing procedures for key variables and calculate potential adjustments that could be factored in during the negotiation process PC4. articulate the sales process and provide recommendations to the client on the relevant legislation, standards and policies PC5. develop and submit proposals within the timeframe agreed and in the format requested by the client
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)	The user/individual on the job needs to know and understand: KA1. pricing policies at the organization KA2. advertisement rates for the spectrum of advertising possibilities available KA3. discount percentages and when they apply KA4. the products/services offered by your organization as opposed to those by your competitors KA5. organizational policies for constructing proposals and submitting recommendations, including a propsal’s format, readability, the imperatives it must incorporate and the terms and conditions for serving different clients. KA6. departments within the organization that may provide information and assistance in preparing the proposal e.g. marketing, production
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. ad-rates and how variables (like reach/time-spent, readership, listenership/time-spent, page views, impressions, occupancy/availability, client credit limit) influence them KB2. how to read and analyse audience and market information and derive trends that can aid development of proposals KB3. fundamentals of Microsoft Office tools, especially Microsoft PowerPoint

	KB4. advertisement value calculation methods KB5. how to develop and deliver advertising packages for single/multiple mediums i.e. channels/stations/publications/websites/assets; and platforms i.e. across television, radio, print and digital KB6. how advertisement innovations and variations affect advertisement rates KB7. how to calculate key metrics such as inventory fill-rate, overall effective rates and discount ratios KB8. relevant legislation, organizational practices, and ethical standards KB9. data banks and statistical tools that will enhance the proposal
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. construct proposals that showcase the advantages of advertising via your organization, and adequately sell the developed solution
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. develop an understanding of the client’s business, competitors, and customers, and relate them to the organisation’s service offering SA3. research competitors’ offerings so as to be able to communicate a competitive advantage over the competition SA4. read and gather reference information from proposals developed in the past
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA5. liaise with relevant departments within the organization for data-points and information to put the proposal together
B. Professional Skills	Plan and Organize
The user/individual on the job needs to know and understand how to: SB1. plan work to be able to prepare proposals within the time-frame SB2. maintain a database of proposals developed previously
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3. construct proposals and provide recommendations based on the client’s needs and within the budget available for advertising
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB4. conduct a comparative analysis between the services of the organization and those of the competitors
Critical Thinking
The user/individual on the job needs to know and understand how to: SB5. analyze feedback from internal stakeholders and clients to help improve future proposals
Problem Solving
The user/individual on the job needs to know and understand how to: SB6. identify customer/ market trends and opportunities and incorporate them into the sales plans and forecasts

	Decision Making
SB7. incorporate several factors and decide on the organization’s sales strategy, objectives and sales structure

NOS Code	MES/N0204
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/2014
Sub-sector	Television, Print, Radio, Digital, Out- of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Unit Code	MES/N0205
Unit Title (Task)	Acquire and maintain advertising sales clients
Description	This OS unit is about attracting and maintaining potential advertising sales clients.
Scope	This unit/task covers the following: Identifying and maintaining potential advertising sales clientsClients could include Media agencies, Brand Managers and Marketing Heads of leading companies across industry sectorsFor various mediums: Television, Print, Radio, Digital and Out-of-homeTo sell any of the following ad inventory: 10 second ad spots (Television/Radio), Sq.cm. ad space (Print), Banners (frames, pop-ups, floating/expanding ads), classifieds, text ads (Digital), Bill-boards, promotions, street furniture, transit assets, alternative media including digital displays, cinema, stadiums, airports, malls (OOH)
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Identifying and maintaining potential advertising sales clients	To be competent, the user/individual on the job must be able to: PC1. identify potential clients and build a client base through personal networks, and through primary and secondary research PC2. understand the client’s need to advertise in a particular market PC3.  analyze the types resources available in a particular market PC4. market the credibility and track record of your organization to potential clients, and sell them the benefits of advertising through it
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)	The user/individual on the job needs to know and understand: KA1. features and characteristics of the organization/services and its competitive advantages and weaknesses in comparison with peers KA2. the exposure (reach, readership, listenership, page-views) that the company provides in different markets in comparison with peers KA3. the company’s sales strategy, targets, and objectives KA4. the company’s sales processes and inventory management practices
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. the fundamentals of marketing and advertising KB2.   the market and industry that clients operate in KB3. how to read and analyze audience and market information and derive trends that can be used to pitch to potential clients KB4.   the audience for different markets, day parts/publications/online pages KB5. how to make use of probing/questioning techniques to identify clients’ needs KB6. how to position the brand value of the organization in relation to peers KB7. how to position the company’s offering effectively to a potential client KB8. how to identify sales opportunities while managing existing client relationships KB9. life-time client value measurement methods KB10. applicable legal and regulatory guidelines
Skills (S) (Optional)
	Writing Skills

A. Core Skills/ Generic Skills	The user/individual on the job needs to know and understand how to: SA1.   organize      and     store     documentation     detailing     correspondence                       and conversations with clients, and any agreements that may have been reached SA2. archive information about clients that may be beneficial  in strengthening relationships with them in the future SA3.   create and maintain client databases
Reading Skills
The user/individual on the job needs to know and understand how to: SA4. research the clients’ business, industry, product/service, target market and past marketing efforts SA5. gather information on the consumption habits of the target audience SA6. research the services offered by competitors and their business model
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA7. identify and network with potential clients through personal networks, recommendations from existing clients, cold calls, industry events SA8. make contact and build rapport with identified potential clients SA9. network with content production teams to identify opportunities for media integrations
B. Professional Skills	Analytical Thinking
The user/individual on the job needs to know and understand how to: SB1. assess the costs, risks, benefits and long-term prospects of establishing a professional relationship with a potential client, and decide whether to initiate contact SB2. use life-time value/profitability measurement techniques (to establish customer value) SB3. research background information about potential clients’ business, product or service, target market and normal marketing activity
Decision Making
The user/individual on the job needs to know and understand how to: SB4.     identify decision makers within potential client organisations and find ways to reach them
Plan and Organize
The user/individual on the job needs to know and understand how to: SB5.     keep record information about clients that may help create rapport in the future
Customer Centricity
The user/individual on the job needs to know and understand how to: SB6.  be open, honest and clear about what you can deliver SB7.    be responsive to clients’ queries and handle objectives positively SB8.    build rapport and empathy and use gentle questioning to identify clients’ needs and budget
Problem Solving
The user/individual on the job needs to know and understand how to: SB9.     identify what your competitors are doing in potential clients’ target markets and the benefits of advertising through your organisation or brand
Critical Thinking
SB10. identify potential clients whose target market you can realistically reach

NOS Version Control

NOS Code	MES/N0205
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/2014
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

 

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Unit Code	MES/N0206
Unit Title (Task)	Manage sales teams
Description	This OS unit is about planning and monitoring efforts of the sales teams within the designated area of responsibility
Scope	This unit/task covers the following: Manage sales teams and monitor achievement of targets, as appropriateFor various mediums: Television, Print, Radio, Digital, Out-of-homeTo sell any of the following ad inventory: 10 second ad spots (Television/Radio), Sq.cm. ad space (Print), Banners (frames, pop-ups, floating/expanding ads), classifieds, text ads (Digital), Bill-boards, promotions, street furniture, transit assets, alternative media including digital displays, cinema, stadiums, airports, malls (OOH)
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Manage sales teams	To be competent, the user/individual on the job must be able to: PC1. develop a sales plan to achieve targets within the designated area of responsibility PC2. lead, monitor and motivate the sales force to achieve sales targets PC3. supervise meetings with sales executives to monitor sales activities and suggest ways/methods to improve performance PC4. prepare a monthly sales performance report PC5. resolve conflicts and escalate issues (where required) to the Sales Director
and monitor
achievement of
targets
Knowledge and Understanding (K)
A. Organizational Context	The user/individual on the job needs to know and understand: KA1. the overall sales strategy, plan and budget KA2. the sales forecast and targets for each segment KA3. features and characteristics of the organization/services and its competitive advantages and weaknesses in comparison with peers KA4. the manpower resources available, their capabilities, roles and responsibilities KA5. the customers in each segment and their estimated spends KA6. the competitors’ corresponding sales performance
(Knowledge of the
company /
organization and
its processes)
B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. how to develop an area-wise sales vision and plan KB2. how to apply different methods to motivate people and empower them with the skills and knowledge to achieve sales targets KB3. the methods of receiving feedback from customers KB4. how to foster an environment of creativity and innovation KB5. tools/techniques to analyze data, understand trends and improve sales performance KB6. training methodologies such as case-studies, role plays, simulations KB7. applicable legal and regulatory requirements
Skills (S) (Optional)
	Writing Skills

A. Core Skills/ Generic Skills	The user/individual on the job needs to know and understand how to: SA1. prepare the sales vision and plan for the given area of responsibility using the manpower and financial resources available SA2. document sales targets at an individual level SA3. prepare sales reports on a monthly/quarterly basis that track actual performance by and estimate yearly revenues on the basis of actual sales by segment. Highlight deviations/ problem areas (if any)
Reading Skills
The user/individual on the job needs to know and understand how to: SA4. read and understand the overall sales strategy, plan, forecasts and targets SA5. read and understand the historical sales targets and actual sales reports
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA6. communicate sales targets and plans to the sales force, as appropriate, and ensure they understand the importance of achieving them in the context of meeting the overall objectives of the organization SA7. motivate the sales force to achieve targets and empower them with the tools and techniques to improve sales performance SA8. attend key sales meetings and help the team bring in new clients, handle tough negotiations and close deals SA9. escalate issues (if required) to the Sales Director (Media Organization)
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.     take relevant decisions within the given area of responsibility to achieve sales objectives, forecasts and targets
Plan and Organize
The user/individual on the job needs to know and understand how to: SB2.    develop area-wise sales plan with realistic timelines to achieve sales targets
Problem Solving
The user/individual on the job needs to know and understand how to: SB3.     identify issues that may arise during the sales process and find solutions to address them SB4.    escalate key issues to the Sales Director (Media Organization) (if required)
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB5.     analyze actual and historical sales performance and determine key trends that could aid in decision-making/ course correction to achieve sales targets
Critical Thinking
The user/individual on the job needs to know and understand how to: SB6.     monitor sales team during actual sales meetings and determine/ suggest new and innovative ways to improve sales performance
Customer Centricity
The user/individual on the job needs to know and understand: SB7.    the team meets the client and organizational requirements.

NOS Version Control

NOS Code	MES/N0206
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/2014
Sub-sector	Television, Print, Radio, Digital, Out- of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

Sales Manager Corse free of cost 6 month

Unit Code	MES/N0211
Unit Title (Task)	Close an advertising sales order
Description	This OS unit is about negotiating and closing the advertising sales transaction and finalizing the relevant documentation and sales contracts
Scope	This unit/task covers the following: Negotiating and closing an advertising sale dealInventory may be sold across: Television, Print, Radio, Digital, OOHCoordinating with internal teamsCommunicating clearly with the clientsTimely collection of dues owed by clients
Performance Criteria (PC) w.r.t. the Scope
Element	Performance Criteria
Negotiating and closing an advertising sale deal	To be competent, the user/individual on the job must be able to: PC1. provide a convincing proposition to the client and negotiate to derive the maximum revenue from the available inventory PC2. ensure that the advertisement rates are higher or equal to the benchmark rates set by the organization PC3. negotiate volume discounts with agencies to sell inventory in advance at rates that are in line with benchmark discount rates set by the organisation PC4. identify opportunities to cross-sell other sources of revenue such as media integrations, events and activations etc.
Coordinating with internal teams	PC5. draft sales agreements/contracts and liaise with the legal team to vet them PC6. make arrangements with the relevant teams within the organization to ensure execution of the contract PC7. troubleshoot and manage client crises through effective communication and team support
Communicating clearly with the clients	PC8. negotiate barter deals with clients after carrying out a detailed cost-benefit analysis to ensure that the deal would be beneficial for the organization PC9. clearly communicate the scope of the agreement with the client and set out realistic expectations regarding effectiveness of the advertising
Timely collection of dues owed by clients	PC10. monitor billing details and outstanding dues, ensuring that dues are collected on time through the respective sales manager
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)	The user/individual on the job needs to know and understand: KA1. features and characteristics of the organization/services and its competitive advantages and weaknesses in comparison with peers KA2. the organisation’s total and available advertising inventory KA3. the organization’s benchmark advertisement rates and discount rates KA4. the procedures in place for negotiating sales contracts KA5. acceptable modes of payment and credit periods, as per the organisation’s accounting and finance policies

B. Technical Knowledge	The user/individual on the job needs to know and understand: KB1. fundamentals of sales, marketing and advertising KB2. extensive knowledge of the industry in which the organization operates KB3. record and manage daily sales mis KB4. how to carry out a cost-benefit analysis to build a case for barter contracts KB5. persuasive selling techniques KB6. multiple-media selling, up-selling, and add-on sale techniques KB7. how to identify buying signals (given by client) and act upon them in an appropriate manner KB8. how to draft a sales agreement and other standard contracts KB9. country-specific regulations and terms KB10. applicable legal and ethical standards
Skills (S) (Optional)
A. Core Skills/ Generic Skills	Writing Skills
The user/individual on the job needs to know and understand how to: SA1. draft sales agreements listing out terms of sale as negotiated with the client
Reading Skills
The user/individual on the job needs to know and understand how to: SA2. undertake background research on the client SA3. analyze details of preliminary proposals submitted to the client SA4. read and draw references from sales agreements and proposals drawn up in the past
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to: SA5. effectively negotiate business and financial terms with the client SA6. deploy smart-selling and persuasive techniques to convince clients and respond to queries effectively SA7. uiaise with the legal department to vet and finalise sales agreements SA8. communicate client requirements to the relevant teams (e.g. creative/production/back-end sales/traffic etc.) to ensure that the commitments made are met
B. Professional Skills	Decision Making
The user/individual on the job needs to know and understand how to: SB1.    decide on the appropriate advertisement rate and discount for each client, ensuring that the maximum value is obtained from the available inventory
Plan and Organize
The user/individual on the job needs to know and understand how to: SB2.    develop and employ a contingency plan should negotiations fall through
Customer Centricity
The user/individual on the job needs to know and understand how to: SB3.    ensure that the client’s needs and objectives are met, and the terms of the deal are mutually beneficial
Problem Solving
The user/individual on the job needs to know and understand how to:

	SB4.     identify issues that may arise during the sales process and find solutions to address them SB5.    capably manage and deal with client objections regarding the proposal
Analytical Thinking
The user/individual on the job needs to know and understand how to: SB6.     determine the need and benefits of barter deals and volume discounts prior to entering into them
Critical Thinking
The user/individual on the job needs to know and understand how to: SB7.    analyse the negotiation process and determine new and innovative ways to close deals

NOS Version Control

NOS Code	MES/N0211
Credits(NSQF)	TBD	Version number	1.0
Sector	Media and Entertainment	Drafted on	09/11/2014
Sub-sector	Television, Print, Radio, Digital, Out-of-home	Last reviewed on	26/11/2018
Occupation	Ad Sales / Account Management/ Scheduling/ Traffic	Next review date	20/06/2021

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Sub-sector	Range of Occupation numbers
Film	01-20
Television	21-30
Print	31-35
Animation	36-45
Gaming	46-55
Radio	56-60
Digital	61-70
OOH / Advertising	71-80
Creative & Performing Art	81-85
Sound & Music	86-90
Theme & Amusement Park	91-95
Event Management	96-99

Sequence	Description	Example
Three letters	Media and Entertainment	MES
Slash	/	/
Next letter	Whether QP or NOS	Q
Next two numbers	Ad Sales / Account Management/ Scheduling/ Traffic	02
Next two numbers	Sales Manager (Media Organization)	02

CRITERIA FOR ASSESSMENT OF TRAINEES

Job Role: Sales Manager

Guidelines for Assessment:

1. Criteria for assessment for each Qualification Pack will be created by the Sector Skill Council. Each Performance Criteria (PC) will be assigned marks proportional to its importance in NOS. SSC will also lay down proportion of marks for Theory and Skills Practical for each PC.

2. The assessment for the theory & Practical part will be based on knowledge bank of questions created by the AA and approved by SSC.

3. Individual assessment agencies will create unique question papers for theory part for each candidate at each examination/training center (as per assessment criteria below)

4. Individual assessment agencies will create unique evaluations for skill practical for every student at each examination/training center based on this criteria.

5. To pass the Qualification Pack , every trainee should score a minimum of 70% cumulatively (Theory and Practical).

6. In case of unsuccessful completion, the trainee may seek reassessment on the Qualification Pack

Assessment Outcomes	Assessment Criteria for outcomes		Marks Allocation
Total Mark	Out Of	Theory	Skills Practical
	PC1.Monitor any changes or updates in the market		5	5
	PC2.Understand the market, its various elements and how
	they affect the organization		5	0
	PC3.Identify new opportunities in the market		10	5
	PC4.Analyze how these opportunities can be leveraged to
	benefit the organization		10	5
	PC5.Identify who the competitors are, who their major clients
MES/N0201 (Keeping apprised with developments in the industry)	are and how their activity is changing	100	10	5	50
PC6.Extract key facts from formal and informal sources and analyze how it can be used by the organization	10	5
PC7.Actively participate in forums and discussions to be able to keep updated with any new changes in the industry/ its practices	10	5
	PC8.Keep up-to-date with the laws and any other regulations
	that can apply to the organization		10	5
	PC9.Keep track of any changes in the industry and how they
	can be converted into useful opportunities		10	5
	PC 10.Analyze the market and forecast what the powerful
	trends would be that can affect the organization in any way		10	5
	PC11.Keep up-to-date with any changes in policies that can
	affect the client’s business		10	5

		Total	100	50	50
MES/N0203 (Create and Monitor the Ad sales budget)	PC1.Determine the requirements to achieve the sales forecasts and corresponding costs, taking into account team salaries and variable bonuses, ad sales volume commissions, sales conferences and events, travel, hotel and local conveyance, communication expenses, annual license cost for inventory and billing software	100	20	10	50
PC2.Determine the sequence of activities in terms of their cost implications and expenses for each item	20	10
PC3.Prepare a sales budget (either using budgeting/ tabulation software  or by hand) with details on required expenses for each activity	20	10
PC4.Track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner	20	10
PC5.Track the outflow of funds against the budget, highlight variances and escalate issues to key departments (especially the financer) in a coordinated and timely manner	20	10
		Total	100	50	50

MES/N0204 (Develop advertising sales proposals)	PC1.Calculate ad-value for the proposed advertisement placements, taking into account key variables (e.g. reach/time-spent, readership, listenership/time-spent, page views, impressions, occupancy/availability, client credit limit)	100	20	10	50
PC2.Conduct audience analysis including consumption habits, lifestyles, ratings illustrations and comparison with peers	20	10
PC3.Perform costing procedures for key variables and calculate potential adjustments that could be factored in during the negotiation process	20	10
PC4.Articulate      the     sales      process     and                                  provide recommendations to the client on the relevant legislation, standards and policies	20	10
PC5.Develop and submit proposals within the timeframe agreed and in the format requested by the client	20	10
		Total	100	50	50
MES/N0205 (Acquire and maintain advertising sales clients)	PC1.Identify potential clients and build a client base through personal networks, and through primary and secondary research	100	25	15	50
PC2.Understand the client’s need to advertise in a particular market	25	10
PC3.Analyze the types resources available in a particular market	25	10
PC4.Market the credibility and track record of your organization to potential clients, and sell them the benefits of advertising through it	25	15
		Total	100	50	50
MES/N0206 (Manage sales teams)	PC1.Develop a sales plan to achieve targets within the designated area of responsibility	100	20	10	50
PC2.Lead, monitor and motivate the sales force to achieve sales targets	20	10

	PC3.Supervise meetings with sales executives to monitor sales activities and suggest ways/methods to improve performance		20	10
PC4.Prepare a monthly sales performance report	20	10
PC5.Resolve conflicts and escalate issues (where required) to the Sales Director	20	10
		Total	100	50	50
MES/N0211 (Close an advertising sales order)	PC1.Provide a convincing proposition to the client and negotiate to derive the maximum revenue from the available inventory	100	10	5	50
PC2.Ensure that the advertisement rates are higher or equal to the benchmark rates set by the organization	10	5
PC3.Negotiate volume discounts with agencies to sell inventory in advance at rates that are in line with benchmark discount rates set by the organization	10	5
PC4.Identify opportunities to cross-sell other sources of revenue such as media integrations, events and activations etc.	10	5
PC5.Draft sales agreements/contracts and liaise with the legal team to vet them	10	5
PC6.Make arrangements with the relevant teams within the organization to ensure execution of the contract	10	5
PC7.Troubleshoot and manage client crises through effective communication and team support	10	5
PC8.Negotiate barter deals with clients after carrying out a detailed cost-benefit analysis to ensure that the deal would be beneficial for the organization	10	5
PC9.Clearly communicate the scope of the agreement with the client and set out realistic expectations regarding effectiveness of the advertising	10	5
PC10.Monitor billing details and outstanding dues, ensuring that dues are collected on time through the respective sales manager	10	5
		Total	100	50	50
MES/N0104 (Maintain workplace health and safety)	PC1. Understand and comply with the organisation’s current health, safety and security policies and procedures	100	10	5	50
PC2. Understand the safe working practices pertaining to own occupation	10	5
PC3. Understand the government norms and policies relating to health and safety including emergency procedures for illness, accidents, fires or others which may involve evacuation of the premises	5	3
PC4. Participate in organization health and safety knowledge sessions and drills	5	2
PC5. Identify the people responsible for health and safety in the workplace, including those to contact in case of an emergency	10	5
PC6. Identify security signals e.g. fire alarms and places such as staircases, fire warden stations, first aid and medical rooms	10	5
PC7. Identify aspects of your workplace that could cause potential risk to own and others health and safety	10	5
PC8. Ensure own personal health and safety, and that of others in the workplace though precautionary measures	10	5

	PC9. Identify and recommend opportunities for improving health, safety, and security to the designated person		5	3
PC10. Report any hazards outside the individual’s authority to the relevant person in line with organizational procedures and warn other people who may be affected	10	5
PC11. Follow   organization’s   emergency   procedures   for accidents, fires or any other natural calamity in case of a hazard	10	5
PC12. Identify and correct risks like illness, accidents, fires or any other natural calamity safely and within the limits of individual’s authority	5	2
		Total	100	50	50

Terms & Conditions of Offline Class

Offline Class —(Totally Free Of Cost)

Offline class Its mean you Direct Go to Our Institute and Take admission there, after the admission you have to join direct class

there is a totally free of cost no charge ,, even you will get Rs 50 every day from Government

every day , There Is a three Time Of classes

a) 8:00am to 12:00pm

b)12:00pm to 4:00pm

c)4:00 pm to 8:00 pm

you can take any time for class regarding your needs , you have to select any one time for regular attending the class

But one thing Must be Remember you have to attain at least 80% of total class, As example if class is 180 days then you have to attain minimum 150 days , other wise your registration will be cancel, and you cant sit on exam and you will also not get certificate

Terms & Conditions of Online Class

Online Class Time – 12:00 pm to 01:00pm ( Two Days In a Week ) , If You have No Time at 12: 00 pm then You can see the class before 8:00 pm after that your attendance will be close,

Online Class And Mark sheet Details

Online Class And Mark sheet Details,

 All over India GPRS Studio Provide you Free Online Class And Free Certificate..

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Online Classes are Totally Free for All Indian, You can Attend Our Online Classes in Youtube Channel GPRS Studio at home by your Phone /Laptop/ Mobile/Computer etc .

Its total 6 Months Class .. Two days In a Week ,

If you Need Certificate the you should have to attended all Classes Regularly Time to Time  and  And Share A Registration Number For your Attendance, Which we will provide you after complete admission. When Your 80% Attendance will be Complete then You should attend Assessment or Exam For Certificate And Mark sheet.

There Are Some Terms And conditions to eligible for Certificate And Mark sheet

1. Need 80% Online Class Attendance By Registration Number
2. attend Online Exam and Interview
3. You Have To Pay Certificate Currier Charge Rs 2000 (Two thousand Rupees Only)

Charges

Only You have to pay Rs 2000/-(two thousand Rupees Only ) For The Certificate Courier Charge,

When you selected For Free Certificate And Mark sheet Or pay based Certificate And Mark sheet then your government registration process will be start , We give you a Registration Certificate , When you Will Start Your Online Class Every Day you will Put The Registration number With Us for attendance.

As Example Registration Certificate will be like the

This Certificate is valid for All India Government and private both sector and this certificate is also valid 129 Countries of The World, And by this certificate you can Attend All ou  interviews  And job Section ..