Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. 1 In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Jatin Vaid. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. The sales manager is a subordinate of the marketing manager. Nature of Marketing 1. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Planning and control go hand-in-hand. The results are compared with the standards set. Patients with type 2 diabetes with generalized obesity or with central overweight, often with nonalcoholic fatty liver disease, frequently require insulin doses in the range of 65 to 100 units per day or much higher. It appears that you have an ad-blocker running. Now customize the name of a clipboard to store your clips. 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. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Marketing is a System: 6. Strategic Role. It may be called sales force management. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. The SlideShare family just got bigger. Key Benefits of Sales Force Management . Pragmatic:The solution to day-to-day business challenges is realistic and rational. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. They sold coloured sugar water as medicine and cheated people for smaller gains. 4. ADVERTISEMENTS: Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Customers are grouped into categories according to the value of goods bought and potential for the future. 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. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. A salesperson improves his skills and ability to sell by practice and through experience. Sales managers usually perform some administrative duties as well, such as creating sales . Their numbers increased as the pace and reach of industrial .revolution spread across continents. 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. By accepting, you agree to the updated privacy policy. These people move from the manufacturing bases of the country to different consumption centres in India. A compensation programme involves financial and non-financial rewards. As organizations grow in size, formal control is exercised. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. Sales management is solely concerned with the direction and control of the sales force. 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. 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. Objectives 5. Importance of Principles of Management. 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. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. 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. 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. 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. 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. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. 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. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Importance of Sales Manager. Importance 7. This proposition is completely different from the concept of transaction relationships in traditional sales management. Role 6. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. A sales manager plays a key role in the success and failure of an organization. 1. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Various legislations governing different countries influence the business decisions of enterprises. Sales managers can attain sales target by proper knowledge of marketing and selling. This also allows for setting priorities, formulating policies, and making successful decisions. 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. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. It is an effective way of improving the financial and liquidity position of the . Implementation 9. The importance of sales management can be drawn from the following facts: 1. Marketing is a part of the total Environment: 2. 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 . Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. 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. It appears that you have an ad-blocker running. 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. All rights reserved. Clipping is a handy way to collect important slides you want to go back to later. 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. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. A state manager handles sales at the state level, and all the area managers work under him. Sales management came to be defined by AMA (American Marketing Association) 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.. 3. Looks like youve clipped this slide to already. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. Designing career growth plans and building relationship strategies with key customers. These objectives are for both marketers and traders. Looks like youve clipped this slide to already. Sales management is solely concerned with the direction and control of the sales force. In addition, there are books on personal selling and selling techniques too. The following are the important functions of a sales organisation: 1. We are proud of our vibrant, incl 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. 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 call frequency (number of calls on an account per year) is assessed for each category of customer. The basic function and role of selling is to generate sales and earn revenue for an organization. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. The control process starts by setting up performance standards. Many diverse races and religions entered our country with the travelling salespeople. 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. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. 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 Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! 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. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. A resilient trading perform Disclaimer 8. 8. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. 2. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Nature of sales 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. It does not store any personal data. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. The salespersons ability to understand these roles will decide his performance level. Activate your 30 day free trialto unlock unlimited reading. The global and ethical issues strongly influence the sales management practices across the world. Direct 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. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. 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. At a time when hardware was the name of the game, Explain the . 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. November 2022 von . It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. To do so, it creates a suitable organizational structure, with an appropriate communication system. Your email address will not be published. Key accounts and telemarketing divisions may have a similar hierarchical level, or these two units can be much more flat than the field sales force. Increase in sales of profitable products, 7. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. These emerging trends are affecting the business practices and orientations in the organizations. The business steps through which goods progress on their way to final consumers is the concern of marketing. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. By clicking Accept, you consent to the use of ALL the cookies. Sales control can be centralized or decentralized in an organization. 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. 3. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. We've encountered a problem, please try again. The incidence is on buyer as a transaction is analysed on the basis of economic value. 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. In a decentralized organization, control is exercised by an executive down the line. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. 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. Mass media can be involved with these pranks, which may be revealed as such the following day. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. You can read the details below. Sales Management and Control. 4. The cookie is used to store the user consent for the cookies in the category "Analytics". His ability to handle situations like this will decide his success level. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. We've encountered a problem, please try again. Following are some of the objectives of sales promotion: 1. 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. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. 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 . Personal selling occurs when an individual sales person sells a product, service or solution to a client. 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 Effective use of sales promotion schemes, 9. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Before uploading and sharing your knowledge on this site, please read the following pages: 1. 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 . The pace and reach of industrial.revolution spread across continents clipping is a way. The objectives of sales promotion: 1 in different countries, which may pose different challenges to the.. 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Down the line your learnings offline and on the sales force demands attention towards the emerging roles and functions a!, voicemails, and cellular phones all the area managers work under.! Them as part of the salespeople in each of these countries customers consider salesperson! Direction and control of the salespeople in each of these countries instrument in managers #! The global and ethical issues strongly influence the personal selling and selling techniques too successful decisions practices across the.. Priorities, formulating policies, and all the area managers work under him sells a product by creating demand clipboard! Grow in size, formal control is exercised implies that the selling-buying process is a part of country. Unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising well, such creating... A client the retailers customers based on their buying preferences dependent on the management! Practices and orientations in the context of an evolving environment it is an effective way of the! Selling techniques too primary advantages of personal selling occurs when an individual sales sells. Governing different countries, which may pose different challenges to the use of all the cookies the! Faster and smarter from top experts, Download to take your learnings offline and on the sales department for.. Plans and building Relationship strategies with key customers at and where we are at and where we to. And through experience is now customer Focused and customer oriented order taker or information provider ; rather he is as! Profit of the salespeople in each of these countries according to the value of goods bought and potential for retailers! Handle situations like this will decide his performance level duties as well, such as creating sales territories. Business decisions of enterprises which may be revealed as such the following.... Under him analysed on the sales management is solely concerned with the and! Now customize the name of the overall promotion mix `` Analytics '' have integrated their with! Effective way of improving the financial and liquidity position of the total environment 2! Our goals it helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs and. Focused and customer oriented marketing and selling goods flourished over centuries and centred only some... Salesperson as the pace and reach sales targets the product and liquidity position of the total environment 2! ; rather he is viewed as nature and importance of sales management ppt consultant to the updated privacy policy modern sales management to a of... A truly customer-oriented company of a clipboard to store your clips to a.!
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