Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. 3. 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 This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. The area manager handles a few sales managers. Variations are deeply examined. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. This is how the canned sales approach began. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. Lastly, corrective action is taken to set the matter right. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. A salesperson plays the role of a connecting link between a seller and a buyer. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Implementation or sales plan for the territory, 12. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. Due to non-personal form of business and increasing distances between the manufacturers and customers, sales organizations are now emphasizing more on quality consulting skills to solve the customers problems. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. Business world is under a flux due to the emergence of new enterprises including virtual organizations. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Click here to review the details. By accepting, you agree to the updated privacy policy. This involves decisions related to forecasts, quota, and budget-setting. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. It appears that you have an ad-blocker running. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. Policies provide a permanent solution to recurrent problems. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. It takes the individual territories as units for this exercise. Sales policies are subject to review in the light of the situation. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance 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. But opting out of some of these cookies may affect your browsing experience. The SlideShare family just got bigger. Higher executives are concerned with the overall policy or control just by exception. 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. 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. Marketing as a Discipline: 5. BBA E1(Vth). A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. Sales management interfaces with the distribution channels and the external public. Asst. We've encountered a problem, please try again. Addition of new distributors and dealers in unrepresented market. We are proud of our vibrant, incl Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. You can read the details below. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Maintaining a certain level of ethical norm is a part of responsible commercial success. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Terms of Service 7. Verffentlicht am 25. Sales control can be centralized or decentralized in an organization. We've encountered a problem, please try again. The control process starts by setting up performance standards. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. Also explains the structure and objectives of a sales organisation. Sales Management and Control. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Tap here to review the details. 2. He should know what he is supposed to do at the workplace. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. 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. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. This is termed as role perception in the organization. Content Filtration 6. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. Looks like youve clipped this slide to already. It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. The incidence is on buyer as a transaction is analysed on the basis of economic value. 1. She has Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. 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. 4. Increase in sales from existing customers like dealers and direct consumers, 4. Sales management 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. Objectives and Nature of Sales Management. View Sales Planing.ppt from MARKETING 503 at IoBM. Sales managers can attain sales target by proper knowledge of marketing and selling. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. The very nature of principles of management contributes to its importance. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. The cookie is used to store the user consent for the cookies in the category "Other. You can read the details below. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. Learn about:- 1. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. In many instances they face conflicting situations and need guidance in executing their duties. An in-depth explanation of sales management. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. 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. The marketing problems are several and have been carefully analysed, described and interpreted so that producers and consumers alike may be benefited to the maximum extent. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Sales management came to be defined by AMA (American Marketing Association) as: The planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.. 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. It helps to achieve organizational goals and objectives by focusing on the aim and planning a strategy regarding achievement of the goal within a timeframe. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. 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. 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. 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. Professor at GHIMR, Nagpur University. A sales manager evaluates the performance of team members and attempts to increase sales performance. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Your email address will not be published. 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