1. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. Pre-approach About a Prospective Customer Before Making a Sales Call. The role of a sales manager in an organization has become strategic and formidable. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. Professional Buyers. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. 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." ADVERTISEMENTS: It may be called sales force management. Tap here to review the details. 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. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. 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. 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 following are the important functions of a sales organisation: 1. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. This is related to the design of sales organization suitable to the market. Activate your 30 day free trialto continue reading. 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. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. It's not a simple phone call, as it often involves a meeting and a demo. 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. Activate your 30 day free trialto continue reading. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. Direct This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Professor at GHIMR, Nagpur University. Lastly, corrective action is taken to set the matter right. Sales managers usually perform some administrative duties as well, such as creating sales . The basic objective of reorienting the selling strategies is to build relationship with customers. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. We also use third-party cookies that help us analyze and understand how you use this website. 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. 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 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. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. order to ensure regular sales. 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. By accepting, you agree to the updated privacy policy. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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. Business world is under a flux due to the emergence of new enterprises including virtual organizations. 2. Ultimate sales objective of an organisation is to have a decent growth in sales. He ran the National Cash Registry. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. The call frequency (number of calls on an account per year) is assessed for each category of customer. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. 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 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. 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. 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. Designing compensation plan and control systems, 7. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Conglomerates are often large and multinational . 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. 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 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. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. A sales programme must be carefully integrated with other marketing strategies. Sales volume is controlled by specifying how much we can sell in future. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Clipping is a handy way to collect important slides you want to go back to later. 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.. The cookie is used to store the user consent for the cookies in the category "Performance". Previous Performance and Setting Targets. 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. Did you try www.HelpWriting.net ?. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. Different organisations have different type of needs for selling. The salespersons ability to understand these roles will decide his performance level. There are five key decisions that a sales manager needs to take at this stage: 1. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Importance of Sales Manager. It appears that you have an ad-blocker running. Step 4. 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. Marketing is a Specialized Business Function: 4. 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. By accepting, you agree to the updated privacy policy. 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 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. So there is no need of a sales call to be made with the routine customers. Motivating and leading the sales force, 6. Der Bauernmarkt 2.0 - Regional & digital. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Necessary cookies are absolutely essential for the website to function properly. 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. Increase in sales of profitable products, 7. 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 Talley showed how the number of salespeople could be calculated by following a series of steps: 1. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Sales Management developed as a part of marketing management. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. 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. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Sell More Efficiently with FunnelFLARE! 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. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. 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. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. It does not store any personal data. By accepting, you agree to the updated privacy policy. The cookie is used to store the user consent for the cookies in the category "Other. 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. 3. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Privacy Policy 9. You can read the details below. Activate your 30 day free trialto unlock unlimited reading. Sales budgets extend control over sales volume to exercise control over margins and expenses. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. This is termed as role perception in the organization. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Sales management interfaces with the distribution channels and the external public. Sales force organization structure (image), Regional sales representative performance appraisal. At a time when hardware was the name of the game, Explain the . 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. 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. 1 We've encountered a problem, please try again. Looks like youve clipped this slide to already. 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. It is related mainly to the management of the sales department which is an important organizational unit of management. 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