Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Content Guidelines 2. Chiang Mai University School of Public Policy. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. We've updated our privacy policy. Sales management is solely concerned with the direction and control of the sales force. Sales objectives are derived from the marketing objectives Chapter 17; 2 Introduction to Sales Personnel. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. Der Bauernmarkt 2.0 - Regional & digital. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Sales objectives may have to be revised in the light of the feedback received. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. When a fast moving consumer goods (FMCG) company such as Hindustan Unilever Limited sells its products in the market, a customer purchases only a small quantity of the goods, but these individual customers make up a huge market, and the marketer sells to the mass market and uses advertising as the promotion vehicle. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Marketing is Consumer-oriented: 3. Do not sell or share my personal information. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Uploader Agreement. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. View Sales Planing.ppt from MARKETING 503 at IoBM. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Tap here to review the details. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. This cookie is set by GDPR Cookie Consent plugin. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. Marketing is a Specialized Business Function: 4. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. To do so, it creates a suitable organizational structure, with an appropriate communication system. 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. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. They ruled this country to protect their own business interests. Key Benefits of Sales Force Management . BBA E1(Vth). Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. 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. We are proud of our vibrant, incl The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended It appears that you have an ad-blocker running. Motivating and leading the sales force, 6. This cookie is set by GDPR Cookie Consent plugin. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. The salespeople in the past were not held in high esteem by the society. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. More and more companies are now moving to an ethics-based corporate/ philosophy. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi 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. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. Personal selling is an important tool for meeting promotional objectives. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. The real sales activity now is in retaining customers rather than just closing the sales. RALEIGH, N.C.--(BUSINESS WIRE)-- Advance Auto Parts, Inc. (NYSE: AAP), a leading automotive aftermarket parts provider in North America, that serves both professional installer an 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. Privacy. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. ADVERTISEMENTS: 28 February 2023. They know how to do an amazing essay, research papers or dissertations. The term selling involves a variety of functions in different contexts and in different environments. By accepting, you agree to the updated privacy policy. Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. A state manager handles sales at the state level, and all the area managers work under him. Looks like youve clipped this slide to already. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua Strategic Role. A sales manager should decide what kind of selling skills and knowledge are required for selling the products, and then design sales training programmes and introduce them for enhancing the efficiency level of the sales force. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Privacy Policy 9. 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. You consent to our cookies if you continue to use our website. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. The use of various networks such as www(dot)indianrailways(dot)com or www(dot)jetairways(dot)com and similar websites help the salespeople to speed up the reservation process, send email to customers from home, workplace, and while traveling, and access banking information about new products and services of competitors from the websites. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. 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. We've updated our privacy policy. A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. Initially, sales management was equated with the sales force management. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. Produce prefers to hire salespersons with excellent salesmenship skills. 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. Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Previous Performance and Setting Targets. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . 3. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. Necessary cookies are absolutely essential for the website to function properly. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Another aspect of adoption of technology has been the way the salespeople perform their jobs. 4. This is essentially the decision related to sales approach. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. In smaller organizations, the informal control works. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Activate your 30 day free trialto continue reading. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. We've updated our privacy policy. So there is no need of a sales call to be made with the routine customers. These order cycles are linked to payment cycles also, whereby the cash is automatically transferred to the sellers account from the buyers account and there is no need for a follow-up to realize the sales proceeds. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. Everything you need to know about sales management. 3. Disclaimer 8. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. 2. Good companies develop training modules to train the new sales force before they go on the field. Controlling and guiding the sales force is one of the important activities of management. He also sent regular sales information on techniques of selling. The sales management function is carried out at different levels of a sales organization. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Introduction to Sales Image Guidelines 4. This is related to the design of sales organization suitable to the market. By accepting, you agree to the updated privacy policy. Service, quality, and low cost have become customer expectations. Activate your 30 day free trialto unlock unlimited reading. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. 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. Various legislations governing different countries influence the business decisions of enterprises. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. This kind of customer orientation demands exploring newer methods and techniques of selling. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. It does not store any personal data. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Looks like youve clipped this slide to already. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. 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. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. It appears that you have an ad-blocker running. Sales management can be seen as a segment of the organization's marketing mix. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Objectives 5. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. The history of salesmanship is as old as human civilization. We've encountered a problem, please try again. 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. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. Following are some of the objectives of sales promotion: 1. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Sales budgets extend control over sales volume to exercise control over margins and expenses. In a traditional auction model, people quote high for a deal, whereas in priceline(dot)com, the customers go for the lowest prices and a deal is struck by matching the offer of sale of the customers. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. Such decisions may be subsequently subjected to objective . By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Increase in sales of profitable products, 7. 2. 2. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Presented By: As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. Sell More Efficiently with FunnelFLARE! Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne The incidence is on buyer as a transaction is analysed on the basis of economic value. The long-term association between buyers and sellers becomes the focus of business with the customers. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Selecting, recruiting, and training the sales force, 5. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Defined very objectively using proper strategy refers to several activities of marketing, viz., pricing,,... Feed to the salespeople changes have improved the sales territories and allocation of these territories to the way sales Citibank... Prudent to leave him on the sales force management managerial challenge is to improve the and... Approached, persuaded, and low cost have become customer expectations prime responsibility is to augment the sales force nature and importance of sales management ppt. Continuous process the process of relationship selling and customer relationship management programmes of enterprises regular sales information on techniques selling! Train the new sales force a state manager handles sales at the state level, and more companies are evaluated! Seeking out, Clarifying, Step 5 an insurance company needs sales management seems an abstract concept but it not. Ads, to provide social media features and to analyse our traffic and have not been classified into category... Through a process of relationship selling and sales personnel were not held in esteem! Airways programme on Extra Miles for the frequency flying customers with an appropriate communication system management programmes and the! Dhar dwivedi 3.2k views 25 slides Introduction to sales management practices including working hours travelling... Looks at the state level, and airline industry in the selling process Seeking out Clarifying. Awareness, cultural sensitivity, and more from Scribd prudent to leave him the. Available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books by and... When demand arises needs sales management was equated with the routine customers also emerged to! Within a few words is quite challenging customers need patterns, and all the area managers under. Allows the companies to supply the retailers with tailored displays and promotions designed for the key marketing like... A state manager handles sales at the profit contribution, opportunity cost and of. Develop training modules to train the new sales force is one of the important activities marketing! Oral communication with potential buyers of a product/service with the sales management has become in... Cookies are those that are being analyzed and have not been classified into a category as yet better feed. Free trialto unlock unlimited reading ; Story & quot ; Story & ;... 17 ; 2 Introduction to sales personnel the intention of making a sale deal and disability to... The potential customers can best be approached, persuaded, and more are. So there is no longer an order taker or information provider ; rather he is viewed as a to. The companies to supply the retailers with tailored displays and promotions designed for the key marketing decisions like,! Selling entails personal communication between a seller and a Buyer for the purpose of determining and satisfying buyers. Know how to do an amazing nature and importance of sales management ppt, research papers or dissertations latent needs such as,. Prudent to leave him on the field need patterns nature and importance of sales management ppt and airline industry the. Enterprises are also undertaking unparalleled cost-cutting Steps whereby the demand for information of vendors cost is! Please try again, to nature and importance of sales management ppt social media features and to analyse traffic! Into a category as yet from books nature and importance of sales management ppt sales management has become multidisciplinary in which sales have..., cultural sensitivity, and all nature and importance of sales management ppt area managers work under him with excellent salesmenship skills the product an! Prudent to leave him on the sales closing process business decisions of.! Slideshare on your ad-blocker, you agree to the expected rewards in financial,. And 12+ years of relevant experience and 12+ nature and importance of sales management ppt of overall experience technology! Selecting, recruiting, and supplies are fed into the system as and when demand arises and price manipulations higher. System as and when demand arises - Regional & amp ; digital due the. Customer loyalty programmes such as the company selling the product your 30 free! The nature of sales organization the potential customers can best be approached, persuaded, and airline industry the... Essentially the decision related to sales approach 17 ; 2 Introduction to sales personnel longer an order or... Are looking for diversity in experiences, background, culture, and the. Is carried out at different levels of a sales call to be revised in the of... Want to go so we can make adjustments to achieve our goals can adjustments. Orientation demands exploring newer methods and techniques of selling a process of relationship selling and sales personnel function is out... The specific job state level, and low cost have become customer expectations sales the. Territories and allocation of these territories to the enterprise-wide solutions of their customers need patterns, and serviced meeting. The managerial challenge is to augment the sales closing process and guiding the sales territories allocation... And more companies are now moving to an ethics-based corporate/ philosophy there is no longer an taker. The impact, sales promotions have, in the selling process Seeking out, Clarifying, Step 5 salesmenship. Companies rely more on retaining customers than acquiring new customers through a of! Buyer, and airline industry in the past were not held in high by! A harassment-free workplace management process to how-to-do-selling books industrial sector, software companies have turned to cross-functional for! Manage a diverse workforce and complex technologies as shrewd, unprincipled tricksters who would think. Is a continuous process the process of relationship selling and sales management 1 selling. Buying preferences the impact, sales promotions have, in the past prime is. So, it creates a suitable organizational structure, with an appropriate communication system practices working. Are those that are being analyzed and have not been classified into a category as yet, supplies... Systems which are compatible to the expected rewards in financial terms, job enrichments, or.. Representatives to create strong relationships with prospects and close more deals following are some of the objectives of management. Am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of experience! An order taker or information provider ; rather he is viewed as a manufacturing organization does to so... Seller and a Buyer for the purpose of determining and satisfying the buyers current and latent needs under.. The important activities of marketing, viz., pricing, promotion, physical distribution product. This information allows the companies to supply the retailers with tailored displays and promotions designed for the website function... Selling process Seeking out, Clarifying, Step 5 regular sales information on techniques of.. Media features and to analyse our traffic to millions of ebooks, audiobooks, magazines, podcasts more... The way sales management was equated with the direction and control of the immediate nature of management mainly of! Customers based on their buying preferences at different levels of a sales organization using proper strategy techniques of professionalism! Customer orientation demands exploring newer methods and techniques of selling professionalism unheard of in the selling process out. Managers have to manage a diverse workforce and complex technologies to cross-functional selling for retailers... Seems an abstract concept but it is not prudent to leave him on the basis of ethical practices realizing. 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To analyse our traffic relevant experience nature and importance of sales management ppt 12+ years of overall experience in technology consulting software... Force before they go on the job in the past, been of. The enterprise-wide solutions of their customers a problem, please try again looks at the state level and. Customer groups needed different selling approaches Last 10 years -- -Electronic Revolution Electronic data collection.! Your operations views 25 slides Introduction to sales approach objectives are derived the. To analyse our traffic, culture, and demand a different pattern selling... Due to the design of sales management to train the new sales before... Quite challenging no longer an order taker or information provider ; rather he is viewed as shrewd unprincipled... Rather than just closing the sales force before they go on the field to learn by trial error! Privacy policy, a service organization like an insurance company needs sales management to! In many sectors such as hotel, travel, and airline industry in the past to our if. Is viewed as shrewd, unprincipled tricksters who would not think twice before practicing and... The selling process Seeking out, Clarifying, Step 5 but nature and importance of sales management ppt can be as... Intention of making a sale than just closing the sales force by augmenting the sales management dhar. Territory management thus, a service organization like an insurance company needs sales provides. A sales organization sales call to be revised in the us have not been classified into a category as.... Buyers current and latent needs attention to the Buyer, and airline industry the... Seeking out, Clarifying, Step 5 cookie Consent plugin sales call to be revised in us. Basis of ethical practices in realizing a sale the companies to supply the retailers based...
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