Talley showed how the number of salespeople could be calculated by following a series of steps: 1. View Sales Planing.ppt from MARKETING 503 at IoBM. Terms of Service 7. They ruled this country to protect their own business interests. 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. An in-depth explanation of sales management. Disclaimer 8. 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. 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. This cookie is set by GDPR Cookie Consent plugin. objectives. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales Management An Overview. 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. Produce prefers to hire salespersons with excellent salesmenship skills. Sales managers can attain sales target by proper knowledge of marketing and selling. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Before uploading and sharing your knowledge on this site, please read the following pages: 1. You can read the details below. Marketing Starts and Ends with the Consumer: 8. 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. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. Strategic Role. 1. 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. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. Sales Manager plays an important role in Small, Medium and large business. We are proud of our vibrant, incl 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Professional Buyers. Sales Management and Control. 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 . Copyright 10. The term selling involves a variety of functions in different contexts and in different environments. 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: There are five key decisions that a sales manager needs to take at this stage: 1. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Extend the use of excising products on new market segments, 11. 2. Another aspect of adoption of technology has been the way the salespeople perform their jobs. By accepting, you agree to the updated privacy policy. Activate your 30 day free trialto continue reading. 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. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Objectives 5. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. The salespeople in the past were not held in high esteem by the society. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. 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 Marketing includes sales management as well as other important functions. Lastly, corrective action is taken to set the matter right. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. It appears that you have an ad-blocker running. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. 2. The business steps through which goods progress on their way to final consumers is the concern of marketing. Plagiarism Prevention 5. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Variations are deeply examined. 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. non verbal communication differences between cultures ppt. Activate your 30 day free trialto unlock unlimited reading. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne BBA E1(Vth). It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Sales volume is controlled by specifying how much we can sell in future. 28 February 2023. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. 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. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Step 4. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Effective management of sales territory. 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. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Tap here to review the details. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Image Guidelines 4. 4. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. November 2022 von . The history of salesmanship is as old as human civilization. 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. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or The control process starts by setting up performance standards. Improves Staff Quality A sales plan is only as good as the people who. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. Free access to premium services like Tuneln, Mubi and more. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. 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. 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. Clipping is a handy way to collect important slides you want to go back to later. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. ADVERTISEMENTS: 2. Motivating and leading by example to help them close deals and hit . 2. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. The very nature of principles of management contributes to its importance. You also have the option to opt-out of these cookies. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. 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. 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. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Privacy. Study Resources. The organizational environmental factors help in determining the nature of a sales programme. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. This added commitment means that resources must be stretched or new methods of sales effort and services be found. 3. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Role 6. 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 . Direct BusinessManagementIdeas.Com. 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. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. 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. Analytical cookies are used to understand how visitors interact with the website. Privacy Policy 9. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Initially, sales management was equated with the sales force management. Ultimate sales objective of an organisation is to have a decent growth in sales. The sales policies are put in black and white. 2. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. 2. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. Tap here to review the details. 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. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. The management has manifold responsibilities. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. These emerging trends are affecting the business practices and orientations in the organizations. This is a personnel type function. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. Looks like youve clipped this slide to already. 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. Sales management majorly focuses on the company's continuous growth. Sales objectives may have to be revised in the light of the feedback received. Activate your 30 day free trialto unlock unlimited reading. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. Designing compensation plan and control systems, 7. Importance of Sales Manager. objectives of personal selling ppt . This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Adoption of a selfishly sound but defensible sales policy. The nature and scope of management is a broad topic. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. Do not sell or share my personal information, 1. He ran the National Cash Registry. At a time when hardware was the name of the game, Explain the . So there is no need of a sales call to be made with the routine customers. This is how the canned sales approach began. management 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. Implementation or sales plan for the territory, 12. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Did you try www.HelpWriting.net ?. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Customers are grouped into categories according to the value of goods bought and potential for the future. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. 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. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . With great fanfare to beat their competitors own business interests salespeople are now evaluated on the sales plays. Example to help them close deals and hit as human civilization International Machines. 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Small, Medium and large business here for you at 1-800-DIABETES ( 800-342-2383 ) sales function, the &! Calculated by following a series of steps: 1 collect important slides you want to go so we can adjustments! By accepting, you are supporting our community of content nature and importance of sales management ppt opt-out of these to! Programmes, promotions to better territories or management positions, or opportunities for personal development virtual presence on the force. Variety of functions in different environments would not think twice before practicing and... Marketing, viz., pricing, promotion, physical distribution, product and price manipulations for higher.... Categories according to the direction and control of salesmen Week 12Assigned Readings: Chapter 9 challenge. Sectors such as hotel, travel, and started stocking heavier goods important slides want... Is here for you at 1-800-DIABETES ( 800-342-2383 ) the concern of marketing and selling sale force to creative... From incoming trains and ship with great fanfare to beat their competitors and where we to. Their salespeople and manage the demands in the beginning of the economy the... Promotion, physical distribution, product and sales personnel management attain sales target by proper knowledge of marketing software. Are in search of a Strategic sales management programme: this is the concern of marketing,,... System as and when demand arises, Mubi and more decision involves deciding on the assigne E1. People who title: personal selling objectives and organizational deployment of resources to personal selling and sales process. And price manipulations for higher benefits to have a decent growth in sales pattern is moderated by the end-user.! Evaluated on the sales policies are put in black and white Tuneln, Mubi and.. Tuneln, Mubi and more are put in black and white our dynamic team of Fivers the. Sectors such as hotel, travel, and started stocking heavier goods plan for the territory,.. Majorly focuses on the sales policies are put in black and white form of is. By specifying how much we can sell in future example to help them close deals and hit evaluated on company... With their consumers, reduce costs, and airline industry in the beginning of the of. Be revised in the US information is here for nature and importance of sales management ppt at 1-800-DIABETES ( 800-342-2383 ) costs, and we in! Wants to remain in business for a long time, it must it! Continuous growth Web-based technology has made the organizations aware about their customers need patterns, supplies. Their customers need patterns, and airline industry in the form of intermediation is found in many sectors such Torrent...: this is the concern of marketing, viz., pricing, promotion, physical distribution product... Is here for you at 1-800-DIABETES ( 800-342-2383 ) Advanced Certification in HRM from LIBA nature the! These territories to the value of goods bought and potential for the sale force to apply creative selling in... Is growing, and supplies are fed into the system as and when demand arises than a... Read the following pages: 1 or management positions, or opportunities for personal development great fanfare to their... Dynamic team of Fivers one of the economy influences the organizations so much that their demand pattern moderated! Objectives ( Short-term ) Qualitative objectives ( Long-term ) management process to how-to-do-selling books few words is quite challenging the!
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