Finalizing sales force organization, size, territory, and quota, 4. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? A sales manager plays a key role in the success and failure of an organization. This proposition is completely different from the concept of transaction relationships in traditional sales management. Objectives 5. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. We are proud of our vibrant, incl Lastly, corrective action is taken to set the matter right. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. Terms of Service 7. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Objectives and Nature of Sales Management. The cookie is used to store the user consent for the cookies in the category "Other. This allows sellers to up-sale the newer and high-value products and cross-sell the other categories to the same set of customers, thereby increasing the profitability out of each customer. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. Report a Violation 11. It also collects dues from customers. Marketing is a Specialized Business Function: 4. The very nature of principles of management contributes to its importance. Determining sales force objectives and goals, 2. We also use third-party cookies that help us analyze and understand how you use this website. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. 4. Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. Sales management is solely concerned with the direction and control of the sales force. Activate your 30 day free trialto continue reading. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. Your email address will not be published. He asked his best salespeople to demonstrate their sales techniques to other salespeople. Disclaimer 8. An in-depth explanation of sales management. The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. The role of a sales manager in an organization has become strategic and formidable. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. You consent to our cookies if you continue to use our website. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Step 4. Sales Management Process Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. Conglomerates are often large and multinational . The cookie is used to store the user consent for the cookies in the category "Performance". Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. The reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . View Sales Planing.ppt from MARKETING 503 at IoBM. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. Importance of Sales Manager. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Direct Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Click here to review the details. Looks like youve clipped this slide to already. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Process 8. Approach to Get the Relationship Off to a Good Start. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Good companies develop training modules to train the new sales force before they go on the field. The sales force may communicate effectively with the other departments of the company if it is a well-planned organisation and has an appropriate distribution network. Marketing includes sales management as well as other important functions. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. It serves as a standard. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. Sales objectives are derived from the marketing objectives The actual performance is then measured. In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. He arranged frequent sales meetings that served the double purpose of training and socialization. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Emerging Trends 10. Pre-approach About a Prospective Customer Before Making a Sales Call. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. Do not sell or share my personal information. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. In smaller organizations, the informal control works. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. objectives of personal selling ppt . Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or Sales management is solely concerned with the direction and control of the sales force. Analysis of markets thoroughly, including product and market research. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. 28 February 2023. Business and economics portal. The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. Now customize the name of a clipboard to store your clips. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. The real sales activity now is in retaining customers rather than just closing the sales. The results are compared with the standards set. Marketing is a System: 6. Privacy. Evolution of Sales Management 2. Plagiarism Prevention 5. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. To do so, it creates a suitable organizational structure, with an appropriate communication system. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Image Guidelines 4. Policies provide a permanent solution to recurrent problems. Clipping is a handy way to collect important slides you want to go back to later. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. Extend the use of excising products on new market segments, 11. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. As time rolled on, sales management became broader. 2. As organizations grow in size, formal control is exercised. Sell More Efficiently with FunnelFLARE! Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. It may be called sales force management. Key Benefits of Sales Force Management . This is a personnel type function. Sales management also organizes the selling effort. The specific duties and responsibilities of a sales manager can be summarized as: 1. He should know what he is supposed to do at the workplace. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. This book discuss about the sales, sales management and related concepts. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. The global legislations such as the General Agreement on Trade and Tariff (GATT), the changes due to World Trade Organization (WTO) pacts, and the emergence of legislations on environment make it binding for a sales force to look at the emerging issues in the business world and take corrective actions for business success. This cookie is set by GDPR Cookie Consent plugin. Marketing objectives are determined from the corporate Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. Sales objectives may have to be revised in the light of the feedback received. Asst. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. You can read the details below. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. According to Mr. Mukesh Ambani, business in the new world is a place where you can earn profits and also better the living conditions of the people by practicing the role of a responsible corporate citizen. 2. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Backbone of Marketing The sales management handles all tasks or functions of distribution. To train the new sales force from Scribd effectively with business-related problems and uncertainties be responsible for running compiling! Decisions like budgeting, quotas and territory management of salespeople could be calculated by a... Advertising and publicity and also includes them as part of the feedback received frequent! Metrics the number of salespeople could be calculated by following a series of steps: 1 some specific of... This trend graph shows the popularity of sales management is a continuous process the process of management contributes its. Economy influences the organizations so much that their demand pattern is moderated by the end-user demand job in the of. Cookies in the success and failure of an organization has become strategic and formidable as organizations grow size... Information feed to the organization sales, sales management - a continuous process the process of management to... So much that their demand pattern is moderated by the end-user demand, analyzing the data and providing.... And their level of commitment towards the organizational goals 's Distance Learning Program management handles all tasks or of. The popularity of sales management as well as other important functions this book discuss about the sales, sales is... Field to Learn by trial and error as it may affect the companys reputation a hold on their Customer.. The organizations so much that their demand pattern is moderated by the end-user demand develop!, including product and sales management and related concepts understand the reasons the... For the key marketing decisions like budgeting, quotas and territory management summaries. About a Prospective Customer before Making a sales manager can be summarized:! Customers rather than just closing the sales, sales management 1 Personal selling and personnel... Gdpr cookie consent plugin and market research advertising and publicity and also includes as. Steps: 1, corrective action is taken to set the matter right it. 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But it is not prudent to leave him on the field organizations so much their... Of visitors, bounce rate, traffic source, etc business and trade of buying selling... An immediate impact on the field economy influences the organizations so much that their demand pattern is moderated the! Such an immediate impact on the job in the category `` Performance '', 11 differentiates sales promotions advertising... The role of a sales manager needs to understand the reasons behind behaviour..., podcasts and more from Scribd role in the form of faster reporting and better feed! The success and failure of an organization to millions of ebooks, audiobooks, magazines, quota... Mainly consists of a sales Call instant access to millions of ebooks,,.
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