It is an effective way of improving the financial and liquidity position of the . 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. 2. 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. Sales management is solely concerned with the direction and control of the sales force. The SlideShare family just got bigger. Sales policies are subject to review in the light of the situation. After the training programmes are over, the sales staff needs to go and work in the field. Sales Management An Overview. Activate your 30 day free trialto unlock unlimited reading. The sales policies are put in black and white. Initially, sales management was equated with the sales force management. Sales volume is controlled by specifying how much we can sell in future. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Tap here to review the details. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Sales management majorly focuses on the company's continuous growth. 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. Sales Management These cookies will be stored in your browser only with your consent. The term selling involves a variety of functions in different contexts and in different environments. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Activate your 30 day free trialto continue reading. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Free access to premium services like Tuneln, Mubi and more. Sales management also organizes the selling effort. Paul Hermann described Bronze Ages travelling salespersons sample case. Their numbers increased as the pace and reach of industrial .revolution spread across continents. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Extending field activities to new geographical areas. Emerging Trends 10. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Presented By: It is useful in stabilising sales volume and also required to increase short term sales of the products or services. Marketing is Consumer-oriented: 3. The American Marketing Association has defined sales management 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.. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Necessary cookies are absolutely essential for the website to function properly. Controlling and guiding the sales force is one of the important activities of management. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. 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. non verbal communication differences between cultures ppt. Introduction to Sales Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The SlideShare family just got bigger. A resilient trading perform Sales Management Process A mere commitment to the job may not bring a highly motivated sales force to the organization. The call frequency (number of calls on an account per year) is assessed for each category of customer. The consumer is the ultimate end-user of the product. 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 It appears that you have an ad-blocker running. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Professional Buyers. 2. 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 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. 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. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. His ability to handle situations like this will decide his success level. The salespersons ability to understand these roles will decide his performance level. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. 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. Tap here to review the details. Marketing objectives are determined from the corporate It is a part and parcel of marketing management. Click here to review the details. This decision is set to explain the firms personal selling strategy. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. 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. 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. A sales manager plays a key role in the success and failure of an organization. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. 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. Policies provide a permanent solution to recurrent problems. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Extend the use of excising products on new market segments, 11. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Copyright 10. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . He ran the National Cash Registry. Chapter 17; 2 Introduction to Sales Personnel. objectives. Objectives of Sales Promotion. 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. 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. Nature of Marketing 1. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. 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. The following are the important functions of a sales organisation: 1. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. Click here to review the details. Variations are deeply examined. Different organisations have different type of needs for selling. Increase in sales from existing customers like dealers and direct consumers, 4. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. 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. Image Guidelines 4. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. This is essentially the decision related to sales approach. Activate your 30 day free trialto continue reading. It appears that you have an ad-blocker running. 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. Sales management is related mainly to the management of the sales department which is an important organisational unit of management. 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 sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Before uploading and sharing your knowledge on this site, please read the following pages: 1. The cookie is used to store the user consent for the cookies in the category "Performance". 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. The basic objective of reorienting the selling strategies is to build relationship with customers. This cookie is set by GDPR Cookie Consent plugin. Content Filtration 6. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. A state manager handles sales at the state level, and all the area managers work under him. Management As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Chiang Mai University School of Public Policy. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. ADVERTISEMENTS: Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. Marketing includes sales management as well as other important functions. Think of it like a . Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. 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. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. 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. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. 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 . 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. The specific duties and responsibilities of a sales manager can be summarized as: 1. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Various legislations governing different countries influence the business decisions of enterprises. 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. Demand forecasts different organisations have different type nature and importance of sales management ppt needs for selling consent plugin and the methods he should to... Efforts of an organization of reorienting the selling strategies is to augment the sales of a sales organisation:.... 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