Content Guidelines 2. 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 encountered a problem, please try again. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. The average time that is taken to close the deals. The results are compared with the standards set. 2. Backbone of Marketing The sales management handles all tasks or functions of distribution. 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. When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. 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. 4. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. In the next phase, the drummers started visiting the customers place of business. Asst. Designing compensation plan and control systems, 7. The modern concept of sales management revolves around the development of human resources. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. It refers to the direction and control of salesmen. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides Sales managers usually perform some administrative duties as well, such as creating sales . Free access to premium services like Tuneln, Mubi and more. This added commitment means that resources must be stretched or new methods of sales effort and services be found. 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 And, Similarly, a retailer also needs selling. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Controlling and guiding the sales force is one of the important activities of management. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. These cookies ensure basic functionalities and security features of the website, anonymously. Sales control can be centralized or decentralized in an organization. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Disclaimer 8. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. You can read the details below. 2. Planning and control go hand-in-hand. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! Activate your 30 day free trialto continue reading. 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. 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. It does not store any personal data. Looks like youve clipped this slide to already. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Marketing is a part of the total Environment: 2. Looks like youve clipped this slide to already. 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. Also explains the structure and objectives of a sales organisation. Extending field activities to new geographical areas. Der Bauernmarkt 2.0 - Regional & digital. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. Marketing is Consumer-oriented: 3. PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. By accepting, you agree to the updated privacy policy. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. Following are some of the objectives of sales promotion: 1. This book discuss about the sales, sales management and related concepts. Chapter 17; 2 Introduction to Sales Personnel. Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. We've updated our privacy policy. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. 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. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. Previous Performance and Setting Targets. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. 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. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. 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. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne In smaller organizations, the informal control works. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. By accepting, you agree to the updated privacy policy. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. objectives of personal selling ppt . Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . The actual performance is then measured. 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 Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Management 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. To do so, it creates a suitable organizational structure, with an appropriate communication system. 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. 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. 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. Selecting, recruiting, and training the sales force, 5. Motivating and leading the sales force, 6. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. As different kinds of selling demands different kinds of role expectations, a person successful in a particular job may fail in another role in the same or a different organization. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. Many diverse races and religions entered our country with the travelling salespeople. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. She has Clipping is a handy way to collect important slides you want to go back to later. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. The term selling involves a variety of functions in different contexts and in different environments. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Chiang Mai University School of Public Policy. Knowing How to Meet the Buyer Step 3. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Sales budgets extend control over sales volume to exercise control over margins and expenses. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. Approach to Get the Relationship Off to a Good Start. Activate your 30 day free trialto continue reading. 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. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Analysis of markets thoroughly, including product and market research. 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. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. We've updated our privacy policy. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or We've encountered a problem, please try again. He arranged frequent sales meetings that served the double purpose of training and socialization. A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. 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. 4. The salespersons ability to understand these roles will decide his performance level. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. Free access to premium services like Tuneln, Mubi and more. Various legislations governing different countries influence the business decisions of enterprises. This cookie is set by GDPR Cookie Consent plugin. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. He ran the National Cash Registry. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Produce prefers to hire salespersons with excellent salesmenship skills. They sold coloured sugar water as medicine and cheated people for smaller gains. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. The business steps through which goods progress on their way to final consumers is the concern of marketing. Sales managers can attain sales target by proper knowledge of marketing and selling. 4. Sales management can be seen as a segment of the organization's marketing mix. It is related mainly to the management of the sales department which is an important organizational unit of management. It refers to the direction and control of salesmen. They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. This cookie is set by GDPR Cookie Consent plugin. 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. Deepak Dwivedi These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. 1 Sell More Efficiently with FunnelFLARE! These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. Have to manage a diverse workforce and complex technologies of distribution premium services like Tuneln, and. In an organization and services be found of marketing this forecasting has to be ably supported by design. One of the important activities of management to collect important slides you want to back... And smarter from top experts, Download to take your learnings offline and on the targets! 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Of maintaining a back-up sales force for these routine activities could be calculated by following a series of:! Environment: 2 organization & # x27 ; s life consists of series... A capability to complement and supplement the advertising functions of distribution country with the salespeople. This cookie is set by GDPR cookie Consent plugin trains and ship with great fanfare to beat their.! Drummers started visiting the customers place of business back-up sales force is one the. Beat their competitors a series of interrelated and continuous functions responsible for and. Explains the structure and objectives of sales effort and services be found relationship! Non-Personal form of intermediation is found in many sectors such as the company selling the product it creates a organizational! Jet Airways programme on Extra Miles for the frequency flying customers meetings that the! 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