However, both of them handle selling in different contexts. 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 The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. 3. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. 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. Clipping is a handy way to collect important slides you want to go back to later. Produce prefers to hire salespersons with excellent salesmenship skills. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . 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. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. The SlideShare family just got bigger. 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. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. 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. It is related mainly to the management of the sales department which is an important organizational unit of management. Newer technology has made it possible to automate the sales force. Study Resources. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. Sales control can be centralized or decentralized in an organization. Controlling and guiding the sales force is one of the important activities of management. At a time when hardware was the name of the game, Explain the . 3. The sales planner must take into account the influences and constraints imposed by the external environment. 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. Your email address will not be published. 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. 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 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. The role of a sales manager in an organization has become strategic and formidable. The sales manager is a subordinate of the marketing manager. Approach to Get the Relationship Off to a Good Start. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. It is a part and parcel of marketing management. 8. Business world is under a flux due to the emergence of new enterprises including virtual organizations. To do so, it creates a suitable organizational structure, with an appropriate communication system. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Free access to premium services like Tuneln, Mubi and more. Presented By: Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Designing career growth plans and building relationship strategies with key customers. The specific duties and responsibilities of a sales manager can be summarized as: 1. 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. Now customize the name of a clipboard to store your clips. Extending field activities to new geographical areas. The sales management is the foundation of the whole structure of a sales organization. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. 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. ADVERTISEMENTS: 2. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. Module 1 - Nature and extent of personal selling This kind of customer orientation demands exploring newer methods and techniques of selling. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Initially, sales management was equated with the sales force management. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. This cookie is set by GDPR Cookie Consent plugin. There are five key decisions that a sales manager needs to take at this stage: 1. Expert Help. 2. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. He asked his best salespeople to demonstrate their sales techniques to other salespeople. All rights reserved. Sales Management An Overview. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. The SlideShare family just got bigger. Sales management is solely concerned with the direction and control of the sales force. Business and economics portal. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Sales management can be seen as a segment of the organization's marketing mix. 2. Learn about:- 1. Sales force organization structure (image), Regional sales representative performance appraisal. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. 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. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Sales managers can attain sales target by proper knowledge of marketing and selling. However, the comprehensive broad function later got labeled as marketing management. (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. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Sales Management Process 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 The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Nature of Marketing 1. 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. You can read the details below. Activate your 30 day free trialto unlock unlimited reading. Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Distribution channels marketing management ppt, Chapter 1 introduction to sales and distribution management. 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