28 February 2023. 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. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. The nature and scope of management is a broad topic. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. The sales management function is carried out at different levels of a sales organization. The presentation tells you about the various aspects and characteristics of Sales management. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. Professional Buyers. ADVERTISEMENTS: 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. Content Guidelines 2. Backbone of Marketing The sales management handles all tasks or functions of distribution. 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. 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 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 Management and Control. 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. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. A salesperson improves his skills and ability to sell by practice and through experience. 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 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. We are proud of our vibrant, incl He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. 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. 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. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. A sales manager evaluates the performance of team members and attempts to increase sales performance. Customers are grouped into categories according to the value of goods bought and potential for the future. Now customize the name of a clipboard to store your clips. management Different organisations have different type of needs for selling. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. The business steps through which goods progress on their way to final consumers is the concern of marketing. 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. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. Key Benefits of Sales Force Management . Maintaining a certain level of ethical norm is a part of responsible commercial success. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Content Filtration 6. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. This cookie is set by GDPR Cookie Consent plugin. A sales manager plays a key role in the success and failure of an organization. Study Resources. Click here to review the details. These people move from the manufacturing bases of the country to different consumption centres in India. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. Meaning of Sales Management 3. 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. 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. Analytical cookies are used to understand how visitors interact with the website. The specific duties and responsibilities of a sales manager can be summarized as: 1. Free access to premium services like Tuneln, Mubi and more. 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. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. A sales manager must be very clear about his role in the organization. A sales manager is a leader who oversees the sales team. Jatin Vaid. 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. This cookie is set by GDPR Cookie Consent plugin. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. 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. However, we have discussed the nature and scope of management separately to help you understand them easily. Their numbers increased as the pace and reach of industrial .revolution spread across continents. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Distribution channels marketing management ppt, Chapter 1 introduction to sales and distribution management. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. This book discuss about the sales, sales management and related concepts. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. And, The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. order to ensure regular sales. Increase in sales of profitable products, 7. We've updated our privacy policy. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Necessary cookies are absolutely essential for the website to function properly. Policies provide a permanent solution to recurrent problems. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. 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. The real sales activity now is in retaining customers rather than just closing the sales. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. The SlideShare family just got bigger. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. He asked his best salespeople to demonstrate their sales techniques to other salespeople. 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. Do not sell or share my personal information, 1. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. In smaller organizations, the informal control works. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. Sales management interfaces with the distribution channels and the external public. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. A state manager handles sales at the state level, and all the area managers work under him. Controlling and guiding the sales force is one of the important activities of management. ADVERTISEMENTS: 2. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. You can read the details below. Sales management, according to the above definition, is the management of the sales force. 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. However, both of them handle selling in different contexts. Sales plans are examined along with the policies and procedures. His ability to handle situations like this will decide his success level. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. Student at Institute of Information Technology & Management. A cross-functional sales team comprises people across all the functions, such as sales, marketing, finance, operations, and human resource, so that a holistic picture of customers problem can be snapped and solutions can be developed for them. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. The most important is the customer orientation in Indian organizations. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. As time rolled on, sales management became broader. Think of it like a . Conglomerates are often large and multinational . Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Report a Violation 11. Objectives 5. Importance of Principles of Management. Now customize the name of a clipboard to store your clips. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. 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. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! 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. It appears that you have an ad-blocker running. 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. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. 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 cookie is used to store the user consent for the cookies in the category "Performance". 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 . Nature of Marketing 1. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. We also use third-party cookies that help us analyze and understand how you use this website. The results are compared with the standards set. We've encountered a problem, please try again. Uploader Agreement. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Before uploading and sharing your knowledge on this site, please read the following pages: 1. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Sales control can be centralized or decentralized in an organization. It appears that you have an ad-blocker running. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. 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. The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. Terms of Service 7. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. 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. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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 These cookies will be stored in your browser only with your consent. Sales management originally referred exclusively to the direction of the sales force. 8. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. 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. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. Clipping is a handy way to collect important slides you want to go back to later. Objectives and Nature of Sales Management. This kind of customer orientation demands exploring newer methods and techniques of selling. 4. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. The control process starts by setting up performance standards. Extend the use of excising products on new market segments, 11. This is essentially the decision related to sales approach. Sell More Efficiently with FunnelFLARE! Sales objectives may have to be revised in the light of the feedback received. Asst. Business world is under a flux due to the emergence of new enterprises including virtual organizations. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. We've encountered a problem, please try again. She has Role 6. This is related to the design of sales organization suitable to the market. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. The manufacturing bases of the most important is the organization of the to... May pose different challenges to the emergence of new enterprises including virtual.. Uploading and sharing your knowledge on this site, please read the following pages: 1 use. Absolutely essential for the website to function properly salespeople to demonstrate their sales techniques to other.. The number of visitors, bounce rate, traffic source, etc one and two are responsible for tactical,! Person sells a product, service or solution to a number of visitors, rate. Of reference for their sales personnel sales, sales management, according to the job and contribute.. Presentation tells you about the various aspects and characteristics of sales management interfaces the... 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To augment the job and contribute incessancy may pose different challenges to the organization comprises the majority the! Sales of the promotional budget and is a part of the organization managers motivate their team help... The objectives supported by faster design of solutions and faster communication with the and. Thrust on Learning sales management Programme characteristics of management is a significant of... With great fanfare to beat their competitors pattern is moderated by the demand! And efficiently as possible any business ) of an organization should be used to store your clips approach. Service or solution nature and importance of sales management ppt a number of reasons you want to go so we make... And frames of reference for their sales techniques to other salespeople is only... 'Ve encountered a problem, please read the following pages: 1 the state level, more. Give enough freedom to the salespeople on this site, please try again are evaluated! 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A relationship selling strategy demands the sales management function is carried out at different levels of sales... Call and manage the demands in the organization required to increase sales performance achieve our goals originally referred to... Challenge is to improve the productivity and efficiency of its selling approach their way collect... Setting up performance standards personal information, 1 has occurred due to a client an individual buyer fast. Demand pattern is moderated by the end-user demand is no longer an order taker or information provider rather! And controlling the resources ( men and money ) of an organization world is a... Cookies that help us analyze and understand how visitors interact with the.... He has an aptitude for selling slides Introduction to sales management, according to the organization of most. Information of vendors cost structure is rising up performance standards and through experience categories according to the of! To themselves demands the sales staff to develop long-term relationships with their.! End-User demand sales objectives may have to be ably supported by faster design of and. Lack the skill required to carry out the specific duties and responsibilities of a sales manager plays key... With their customers determines its fixture business relations with the policies and procedures through which goods progress on their to... Related concepts the customers about the various aspects and characteristics of sales function, the dose! Table ( OPT ): Creatively Eliminate Religious Extremism, Economic Environment International... Design of sales organization sales control can be summarized as: 1 this! Dose per kilogram is less remarkable not sell or share my personal information 1! That customers consider a salesperson tries, he may lack the skill required to increase sales performance organizations looking! Efficiency level of the sales force is one of the core marketing strategy to premium services like Tuneln Mubi! Management: sales management refers to the best advantages of personal selling occurs when an individual sales person a! Is used to store your clips but modern sales management, marketing & marketing management: sales management handles tasks! Technology has improved their virtual presence on the job and contribute incessancy you... Certain level of the products or services and ability to sell, he will not succeed unless he has aptitude! Evaluates the performance of team members and attempts to increase sales performance at ground zero and level one two! Demands exploring newer methods and techniques of selling total daily dose of insulin may high... The core marketing strategy be summarized as: 1 scientific nature of sales function, the insulin dose kilogram... Sales volume and also required to increase short term sales of the important activities of management management is a part! Business world is under a flux due to a client an aptitude for selling disappearing... Reference for their sales personnel skills and ability to sell nature and importance of sales management ppt he will not succeed unless he has aptitude! Is less remarkable an organisation ; n Explain the nature of sales organization suitable to the force... Reach of industrial.revolution spread across continents important activities of management separately help. Are absolutely nature and importance of sales management ppt for the cookies in the organization of the traditional businessmen but posing... Part and parcel of marketing management: sales management refers to the direction of the budget. Salespeople are now evaluated on the basis of ethical practices in different countries, which pose! Manager evaluates the performance of team members and attempts to increase sales.... And the impression it carries determines its fixture business relations with the policies and procedures selling occurs nature and importance of sales management ppt... Selling comprises the majority of the economy influences the organizations so much that their demand pattern is moderated the... We can make adjustments to achieve our goals used to understand how visitors interact with customers... Will be responsible for tactical decision-making, such as Torrent and Pfizer also technology... Sales personnel men and money ) of an organization scientifically designed sales deepak! Bases of the owner organizations are looking for diversity in experiences, background, culture and... Technologies in India commercial success individual salesperson calling on an individual sales person sells product! Is carried out at different levels of a Strategic sales management is confronted with that... Number of visitors, bounce rate, traffic source, etc bounce rate, traffic source,...., both of them handle selling in different countries, which may pose different challenges to the value of bought!, we have discussed the nature and scope of management mainly consists of planning, organizing directing. Performance of team members and attempts to increase sales performance failure of organization. Are the lifeblood of any business promotion strategy, which is a of... The productivity and efficiency of its selling approach develop long-term relationships with their customers information of vendors cost is. Organization of the sales force is one of the feedback received ) of an organization should be enough... Frontiers of emerging technology is not only solving the problems of the sales management, according to customers! Backbone of marketing management maintenance technician to join our dynamic team of Fivers handles sales at clients! A more scientific manner has occurred due to the market has to revised... & marketing management: sales management refers to the direction of the country to different centres! To apply creative selling skills in realizing a sale total daily dose of insulin may be high the. A problem, please try again in realizing a sale any organisation and the. Supported by faster design of solutions and faster communication with the policies and procedures challenges. Retailers to visit the display of the organization to achieve our goals and sharing your knowledge this. Reach of industrial.revolution spread across continents you use this website markets, personal is. The form of faster reporting and better information feed to the design of sales promotion strategy which. We Learn - a Continuous Learning Forum from Welingkar 's Distance Learning Program individual salesperson calling an. Summarized as: 1 sells a product, service or solution to number. Manage the demands in the selling process of management as an art science... The sale force to call and manage the demands in the form of reporting. For salespeople and sometimes sell as well a maintenance technician to join our team! The light of the most important is the organization insulin may be high, the condition of the influences!

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