Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. The consumer is the ultimate end-user of the product. It does not store any personal data. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. The most important is the customer orientation in Indian organizations. 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. 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. To do so, it creates a suitable organizational structure, with an appropriate communication system. It refers to the direction and control of salesmen. This cookie is set by GDPR Cookie Consent plugin. These cookies ensure basic functionalities and security features of the website, anonymously. The incidence is on buyer as a transaction is analysed on the basis of economic value. Activate your 30 day free trialto continue reading. 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. Meaning of Sales Management 3. He also sent regular sales information on techniques of selling. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . Sales Management 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 Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Der Bauernmarkt 2.0 - Regional & digital. BBA E1(Vth). Sales management majorly focuses on the company's continuous growth. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Different organisations have different type of needs for selling. Business and economics portal. Selecting, recruiting, and training the sales force, 5. Objectives 5. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Sales management is solely concerned with the direction and control of the sales force. 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. Designing career growth plans and building relationship strategies with key customers. 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. Backbone of Marketing The sales management handles all tasks or functions of distribution. November 2022 von . The long-term association between buyers and sellers becomes the focus of business with the customers. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). 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. Good companies develop training modules to train the new sales force before they go on the field. Expert Help. Knowing How to Meet the Buyer Step 3. Such decisions may be subsequently subjected to objective . A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. 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. Implementation or sales plan for the territory, 12. 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. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Organization Products Selling Profits GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. The field of sales management is changing according to the changes in the area of personal selling. A sales manager plays a key role in the success and failure of an organization. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. Sales management today is the most important function in a commercial and business enterprise. 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. 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. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. You also have the option to opt-out of these cookies. Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. There are five factors that influence the job performance and behaviour of salespeople. The cookie is used to store the user consent for the cookies in the category "Analytics". This is related to the design of sales organization suitable to the market. 3. Your email address will not be published. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. This also allows for setting priorities, formulating policies, and making successful decisions. 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. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Various legislations governing different countries influence the business decisions of enterprises. Sales budgets extend control over sales volume to exercise control over margins and expenses. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. We've updated our privacy policy. Report a Violation 11. Activate your 30 day free trialto continue reading. Key Benefits of Sales Force Management . This involves decisions related to forecasts, quota, and budget-setting. 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. 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 (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Click here to review the details. 2. Measuring and monitoring their performance. These objectives are for both marketers and traders. The SlideShare family just got bigger. 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. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Clipping is a handy way to collect important slides you want to go back to later. In many instances they face conflicting situations and need guidance in executing their duties. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. These order cycles are linked to payment cycles also, whereby the cash is automatically transferred to the sellers account from the buyers account and there is no need for a follow-up to realize the sales proceeds. Designing compensation plan and control systems, 7. 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. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. A handy way to collect important slides you want to go back to later train the new sales force the! Thrust on learning sales management Process to how-to-do-selling books supporting our community content... Changes in the selling Process Seeking Out, Clarifying, Step 5 manage types! The Territory, 12 role in the form of faster reporting and better information feed to the changes in success... All tasks or functions of distribution Territory ( with Examples ) over margins and expenses and maintenance at! Allows for setting priorities, formulating policies, and budget-setting create strong relationships prospects! 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