As time rolled on, sales management became broader. The SlideShare family just got bigger. Do not sell or share my personal information, 1. 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. Sales objectives may have to be revised in the light of the feedback received. 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. Activate your 30 day free trialto unlock unlimited reading. Introduction to Sales This added commitment means that resources must be stretched or new methods of sales effort and services be found. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Before uploading and sharing your knowledge on this site, please read the following pages: 1. 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. Role 6. Sales management is solely concerned with the direction and control of the sales force. The very nature of principles of management contributes to its importance. 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. 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. The American Marketing Association has defined "sales management" 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." ADVERTISEMENTS: It may be called sales force management. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. 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. In many instances they face conflicting situations and need guidance in executing their duties. The importance of sales management can be drawn from the following facts: 1. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. It appears that you have an ad-blocker running. Improve sales forecasting accuracy and effective management of finished goods, 8. Controlling and guiding the sales force is one of the important activities of management. Click here to review the details. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Now customize the name of a clipboard to store your clips. Designing compensation plan and control systems, 7. Ultimate sales objective of an organisation is to have a decent growth in sales. Privacy Policy 9. Normally the top management finalises the qualitative objectives for the organization. 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. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. This kind of customer orientation demands exploring newer methods and techniques of selling. The cookie is used to store the user consent for the cookies in the category "Analytics". A sales manager evaluates the performance of team members and attempts to increase sales performance. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. This book discuss about the sales, sales management and related concepts. Marketing Starts and Ends with the Consumer: 8. Nature of Marketing 1. However, we have discussed the nature and scope of management separately to help you understand them easily. You also have the option to opt-out of these cookies. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. 5. Marketing is a Social Function: 7. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. 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. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. 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. objectives. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. In India they are called pheriwallahs. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. Mass media can be involved with these pranks, which may be revealed as such the following day. Content Filtration 6. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. You can read the details below. All rights reserved. In a decentralized organization, control is exercised by an executive down the line. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. Importance of Principles of Management. 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. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). These emerging trends are affecting the business practices and orientations in the organizations. This has changed the selling process from transactional selling to relationship selling. It also collects dues from customers. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. A state manager handles sales at the state level, and all the area managers work under him. Sales management is solely concerned with the direction and control of the sales force. Plagiarism Prevention 5. He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. Tap here to review the details. The SlideShare family just got bigger. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Previous Performance and Setting Targets. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. 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. Chiang Mai University School of Public Policy. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. These people move from the manufacturing bases of the country to different consumption centres in India. Their numbers increased as the pace and reach of industrial .revolution spread across continents. Looks like youve clipped this slide to already. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. If a salesperson is well prepared, organized in his selling approach, knowledgeable about not only his own products but also the competitors products, and has the ability to be a problem- solver for the custom, he will be able to build positive impressions in the customers minds about the firm and create an overall positive image of the firm. To do so, it creates a suitable organizational structure, with an appropriate communication system. They sold coloured sugar water as medicine and cheated people for smaller gains. 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. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. 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 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. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! 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. Sales Management Process 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. Sales management interfaces with other marketing functions while policies of these functions are being formulated. This is termed as role perception in the organization. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. 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 policies are subject to review in the light of the situation. Asst. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. 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. 2. Marketing is Consumer-oriented: 3. Adoption of a selfishly sound but defensible sales policy. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. Content Guidelines 2. 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 sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. 3. If youre struggling with your assignments like me, check out www.HelpWriting.net . Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. It does not store any personal data. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Learn about:- 1. 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. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. Measuring and monitoring their performance. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended We've updated our privacy policy. Activate your 30 day free trialto unlock unlimited reading. Sales budgets extend control over sales volume to exercise control over margins and expenses. As organizations grow in size, formal control is exercised. The specific duties and responsibilities of a sales manager can be summarized as: 1. order to ensure regular sales. Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. This decision is set to explain the firms personal selling strategy. This is related to the design of sales organization suitable to the market. 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. Sales management is solely concerned with the direction and control of the sales force. He ran the National Cash Registry. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. A sales manager must be very clear about his role in the organization. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Business and economics portal. You consent to our cookies if you continue to use our website. BBA E1(Vth). In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. By accepting, you agree to the updated privacy policy. We've encountered a problem, please try again. Sales Management An Overview. 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. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Implementation 9. Terms of Service 7. ADVERTISEMENTS: Objectives 5. 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. 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. This is a personnel type function. Think of it like a . In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. 2. 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. The global and ethical issues strongly influence the sales management practices across the world. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The presentation tells you about the various aspects and characteristics of Sales management. Objectives and Nature of Sales Management. By accepting, you agree to the updated privacy policy. 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. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. objectives of personal selling ppt . 2. The SlideShare family just got bigger. Free access to premium services like Tuneln, Mubi and more. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. 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. 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 is a System: 6. Click here to review the details. Determining sales force objectives and goals, 2. 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. Activate your 30 day free trialto continue reading. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. His ability to handle situations like this will decide his success level. 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 He has to face conflicting situations in the organization while executing his job. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Sales volume is controlled by specifying how much we can sell in future. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. 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. Implementation or sales plan for the territory, 12. 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. These cookies ensure basic functionalities and security features of the website, anonymously. It appears that you have an ad-blocker running. The sales manager should decide what kind of sales promotion strategy the firm should pursue in view of the firms product offerings, competition in the market, the available distribution strategy, and the prevailing pricing policy. However, both of them handle selling in different contexts. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Maintaining a certain level of ethical norm is a part of responsible commercial success. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. 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. 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. Marketing creates mutual relationships: Service, quality, and low cost have become customer expectations. It is a part and parcel of marketing management. 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 Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. 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. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. It is a part and parcel of marketing management. This cookie is set by GDPR Cookie Consent plugin. 3. Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . Effective management of sales territory. 3. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales 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. After the training programmes are over, the sales staff needs to go and work in the field. He arranged frequent sales meetings that served the double purpose of training and socialization. It appears that you have an ad-blocker running. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also.