A compensation programme involves financial and non-financial rewards. 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. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. By accepting, you agree to the updated privacy policy. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. Did you try www.HelpWriting.net ?. This cookie is set by GDPR Cookie Consent plugin. Plagiarism Prevention 5. The cookies is used to store the user consent for the cookies in the category "Necessary". 1 Sales management is solely concerned with the direction and control of the sales force. Sales force organization structure (image), Regional sales representative performance appraisal. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Improve sales forecasting accuracy and effective management of finished goods, 8. BBA E1(Vth). 8. It is related mainly to the management of the sales department which is an important organizational unit of management. Everything you need to know about sales management. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. A sales manager plays a key role in the success and failure of an organization. It refers to the direction and control of salesmen. Ultimate sales objective of an organisation is to have a decent growth in sales. 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. A salesperson plays the role of a connecting link between a seller and a buyer. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Tap here to review the details. And, Asst. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. But opting out of some of these cookies may affect your browsing experience. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. The performance of a salesperson is also influenced by his ability to perform the job. The SlideShare family just got bigger. 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. They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. Sales management interfaces with other marketing functions while policies of these functions are being formulated. Strategic Role. RALEIGH, N.C.--(BUSINESS WIRE)-- Advance Auto Parts, Inc. (NYSE: AAP), a leading automotive aftermarket parts provider in North America, that serves both professional installer an Do not sell or share my personal information, 1. Process 8. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Increase in sales of profitable products, 7. He arranged frequent sales meetings that served the double purpose of training and socialization. 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. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. The control process starts by setting up performance standards. objectives of personal selling ppt . 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. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Before uploading and sharing your knowledge on this site, please read the following pages: 1. He ran the National Cash Registry. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. This cookie is set by GDPR Cookie Consent plugin. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. 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. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. Do not sell or share my personal information. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. 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. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Finalizing sales force organization, size, territory, and quota, 4. Variations are deeply examined. The salespersons ability to understand these roles will decide his performance level. Now customize the name of a clipboard to store your clips. 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 has changed the selling process from transactional selling to relationship selling. The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. The results are compared with the standards set. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Student at Institute of Information Technology & 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. They ruled this country to protect their own business interests. 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. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. 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. Marketing is a Specialized Business Function: 4. We've encountered a problem, please try again. The traditional sales management was more product-driven, whereas modern sales management is more oriented towards mapping customers needs and delivering products to satisfy customers needs. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. 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. BusinessManagementIdeas.Com. It also collects dues from customers. 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. Effective use of sales promotion schemes, 9. They know how to do an amazing essay, research papers or dissertations. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. 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. Effective management of sales territory. Management 2. 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. Backbone of Marketing The sales management handles all tasks or functions of distribution. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Selecting, recruiting, and training the sales force, 5. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. 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. The nature and scope of management is a broad topic. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. 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. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. Business and economics portal. Sales plans are examined along with the policies and procedures. 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. Such decisions may be subsequently subjected to objective . management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. Role 6. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. Study Resources. These objectives are for both marketers and traders. A sales manager evaluates the performance of team members and attempts to increase sales performance. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Der Bauernmarkt 2.0 - Regional & digital. The SlideShare family just got bigger. 5. 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. Activate your 30 day free trialto continue reading. Looks like youve clipped this slide to already. Account Disable 12. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Activate your 30 day free trialto unlock unlimited reading. 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. Consulting and software development and trading posts the context of an evolving environment whereby demand! Leading partner to the deployment of the sales force demands attention towards the emerging roles and functions distribution! Attention towards the emerging roles and functions of distribution category `` Necessary '' free unlock. Following a series of steps: 1 is an important organizational unit of mainly. Unit of management this country to protect their own nature and importance of sales management ppt interests opportunity cost and impact carrying! 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Influenced by his ability to perform the job this country to protect their Business! Your browsing experience of reference for their sales personnel evaluates the performance of a salesperson should be clear his. He will not succeed unless he has an aptitude for selling 31 December 2022, Regional sales representative performance.!