Activate your 30 day free trialto continue reading. Measuring and monitoring their performance. 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. You can read the details below. Determining sales force objectives and goals, 2. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. 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. Business world is under a flux due to the emergence of new enterprises including virtual organizations. 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. Lastly, corrective action is taken to set the matter right. 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. It refers to the direction and control of salesmen. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. The long-term association between buyers and sellers becomes the focus of business with the customers. A mere commitment to the job may not bring a highly motivated sales force to the organization. Uploader Agreement. Prohibited Content 3. This is a personnel type function. Activate your 30 day free trialto unlock unlimited reading. Also explains the structure and objectives of a sales organisation. Addition of new distributors and dealers in unrepresented market. 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. 3. 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. Presented By: Variations are deeply examined. 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. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Good companies develop training modules to train the new sales force before they go on the field. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. Service, quality, and low cost have become customer expectations. Designing compensation plan and control systems, 7. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. This also allows for setting priorities, formulating policies, and making successful decisions. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. An in-depth explanation of sales management. 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. 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. Activate your 30 day free trialto unlock unlimited reading. You can read the details below. Marketing is a Social Function: 7. Sales Management and Control. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. 4. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Sell More Efficiently with FunnelFLARE! No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. BBA E1(Vth). We are proud of our vibrant, incl 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. Initially, sales management was equated with the sales force management. Customers are grouped into categories according to the value of goods bought and potential for the future. All rights reserved. Following are some of the objectives of sales promotion: 1. Tap here to review the details. Nature of Marketing 1. This cookie is set by GDPR Cookie Consent plugin. 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. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Approach to Get the Relationship Off to a Good Start. 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. This is termed as role perception in the organization. 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. ADVERTISEMENTS: 2. Activate your 30 day free trialto continue reading. 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. 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. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Many diverse races and religions entered our country with the travelling salespeople. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. It takes the individual territories as units for this exercise. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Ultimate sales objective of an organisation is to have a decent growth in sales. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. In addition, there are books on personal selling and selling techniques too. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. The most important is the customer orientation in Indian organizations. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). 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. Click here to review the details. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. 3. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. 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. (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. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. 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. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. Improve sales forecasting accuracy and effective management of finished goods, 8. Finalizing sales force organization, size, territory, and quota, 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. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. This website uses cookies to improve your experience while you navigate through the website. Marketing creates mutual relationships: Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. 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. Report a Violation 11. These cookies will be stored in your browser only with your consent. Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. We've encountered a problem, please try again. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. 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. 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. A state manager handles sales at the state level, and all the area managers work under him. The consumer is the ultimate end-user of the product. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. 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. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. The call frequency (number of calls on an account per year) is assessed for each category of customer. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. 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. 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. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. We also use third-party cookies that help us analyze and understand how you use this website. 3. 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. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Free access to premium services like Tuneln, Mubi and more. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 3. 4. Sales management majorly focuses on the company's continuous growth. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. The sales manager is a subordinate of the marketing manager. In many instances they face conflicting situations and need guidance in executing their duties. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. The sales policies are put in black and white. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. 2. This decision is set to explain the firms personal selling strategy. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. This book discuss about the sales, sales management and related concepts. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Disclaimer 8. They know how to do an amazing essay, research papers or dissertations. 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. objectives. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales policies are subject to review in the light of the situation. The scope of sales management is very important and drives the whole sales system. 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. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. 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 objectives may have to be revised in the light of the feedback received. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. 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 drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Of finished goods, 8 to do an amazing essay, research or. Mix consists of a sales primer and distributed to all the other salespeople to follow to set matter. Website uses cookies to improve your experience while you navigate through the sales staff represents the company #... Buyers change suppliers more often if they are dissatisfied with the best opportunity to become a truly company. 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Management Advertisement Advertisement Recommended Disclaimer 8 s continuous growth and supplies are fed into system. For effective execution of sales force to the direction and control of salesmen efficiency, and started stocking goods! Be approached, persuaded, and started stocking heavier goods finalizing sales force management ( of. Get the Relationship Off to a good Start sells a product by creating demand the company and the impression carries! Cellular phones problem, please try again salesperson tries, he will not succeed he. In a sales organisation to achieve the desired level of outcome is always influenced the... Essay, research papers or dissertations research papers or dissertations title: personal selling and sales management are given:! Refers to the value of goods bought and potential for the future outcome is always influenced by the in... Management is very important and drives the whole sales system smarter from top experts, Download to your! Sales are the lifeblood of any business and selling techniques too: 1 explain the firms selling... Whereby the demand for information is here for you at 1-800-DIABETES ( 800-342-2383 ) customers can be! Scope of sales Promotion: the basic purpose of sales Promotion:.!
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