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. 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. 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 But opting out of some of these cookies may affect your browsing experience. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Do not sell or share my personal information, 1. An in-depth explanation of sales management. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. management Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne Effective management of sales territory. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. 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. Privacy Policy 9. 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. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. In smaller organizations, the informal control works. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. 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. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Sales management is solely concerned with the direction and control of the sales force. Role 6. It appears that you have an ad-blocker running. As organizations grow in size, formal control is exercised. Sales management also organizes the selling effort. Conglomerates are often large and multinational . Sales management today is the most important function in a commercial and business enterprise. Sales management is solely concerned with the direction and control of the sales force. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. 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. This proposition is completely different from the concept of transaction relationships in traditional sales management. The performance of a salesperson is also influenced by his ability to perform the job. 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. Analysis of markets thoroughly, including product and market research. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Did you try www.HelpWriting.net ?. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Content Filtration 6. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . The average time that is taken to close the deals. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. Do not sell or share my personal information, 1. objectives of personal selling ppt . 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. Business Environment- Economics Perspective. 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. These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. 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. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. All these are part of relationship selling where the existing customer is taken care of in a better way and profits are generated by retaining the customers. Activate your 30 day free trialto unlock unlimited reading. order to ensure regular sales. Organization Products Selling Profits Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? The sales planner must take into account the influences and constraints imposed by the external environment. Many diverse races and religions entered our country with the travelling salespeople. The cookies is used to store the user consent for the cookies in the category "Necessary". Their numbers increased as the pace and reach of industrial .revolution spread across continents. The nature and scope of management is a broad topic. It refers to the direction and control of salesmen. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. We've encountered a problem, please try again. Step 4. 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. The SlideShare family just got bigger. 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. However, both of them handle selling in different contexts. It's not a simple phone call, as it often involves a meeting and a demo. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. Higher executives are concerned with the overall policy or control just by exception. 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. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Learn about:- 1. Variations are deeply examined. 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. 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. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. 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. 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. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. 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. It may be called sales force management. Sales volume is controlled by specifying how much we can sell in future. This also allows for setting priorities, formulating policies, and making successful decisions. 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. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. 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. A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. It does not store any personal data. The history of salesmanship is as old as human civilization. Planning and control go hand-in-hand. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. 5. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. You can read the details below. Motivating and leading by example to help them close deals and hit . 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. Account Disable 12. BBA E1(Vth). These cookies ensure basic functionalities and security features of the website, anonymously. Clipping is a handy way to collect important slides you want to go back to later. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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. 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. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Todays selling approach, of course, also highlights maintaining good customer relationship, managing the profitability of a firm, managing customer complaints, and building brand value in the eyes of the customers. This has reduced the role of the salesperson as an order taker. Marketing as a Discipline: 5. Increase in sales from existing customers like dealers and direct consumers, 4. Influences and constraints imposed by the external environment only solving the problems the... Different selling approaches Last 10 Years -- -Electronic Revolution Electronic data collection system Evaluation and GovernanceInitial:... Trend graph shows the popularity of sales territory him on the assigne Effective management of sales is! And smarter from top experts, Download to take your learnings offline and the. Management principles equips managers to take objective decisions with more realistic considerations that are.... Activate your 30 day free trialto unlock unlimited reading travelling salespeople of ebooks audiobooks. Achieve the desired level of outcome is always influenced by the environment in they. 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