As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. The organizational environmental factors help in determining the nature of a sales programme. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Presented By: The consumer is the ultimate end-user of the product. Their numbers increased as the pace and reach of industrial .revolution spread across continents. 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. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. This book discuss about the sales, sales management and related concepts. 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. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. If youre struggling with your assignments like me, check out www.HelpWriting.net . Increase in sales from existing customers like dealers and direct consumers, 4. 3. Effective management of sales territory. 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. Privacy Policy 9. Newer technology has made it possible to automate the sales force. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. By accepting, you agree to the updated privacy policy. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. 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. Such decisions may be subsequently subjected to objective . His ability to handle situations like this will decide his success level. Clipping is a handy way to collect important slides you want to go back to later. In a decentralized organization, control is exercised by an executive down the line. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. We've encountered a problem, please try again. 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. 2. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. Improve sales forecasting accuracy and effective management of finished goods, 8. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. The most important is the customer orientation in Indian organizations. This cookie is set by GDPR Cookie Consent plugin. The growth in consumption in the emerging markets, such as China, India, and Malaysia, demands special attention to be given to the structure, approach, and nature of sales force and selling techniques. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. 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. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. The control process starts by setting up performance standards. Many diverse races and religions entered our country with the travelling salespeople. This proposition is completely different from the concept of transaction relationships in traditional sales management. Clipping is a handy way to collect important slides you want to go back to later. Free access to premium services like Tuneln, Mubi and more. Do not sell or share my personal information. We've encountered a problem, please try again. 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. This cookie is set by GDPR Cookie Consent plugin. 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. Determining sales force objectives and goals, 2. Activate your 30 day free trialto unlock unlimited reading. Sales management came to be defined by AMA (American Marketing Association) 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 sales management function is carried out at different levels of a sales organization. This cookie is set by GDPR Cookie Consent plugin. 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. Objectives of sales management are derived from the organizations marketing objectives. 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. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. The SlideShare family just got bigger. 2. Designing compensation plan and control systems, 7. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. This means deciding the kind of account management policies the firm should adopt. Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. The cookies is used to store the user consent for the cookies in the category "Necessary". More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). Copyright 10. These cookies track visitors across websites and collect information to provide customized ads. The area manager handles a few sales managers. November 2022 von . The specific duties and responsibilities of a sales manager can be summarized as: 1. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Importance of Principles of Management. Did you try www.HelpWriting.net ?. Knowing How to Meet the Buyer Step 3. 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. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Also explains the structure and objectives of a sales organisation. A sales manager must be very clear about his role in the organization. Policies provide a permanent solution to recurrent problems. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Looks like youve clipped this slide to already. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. 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. Pragmatic:The solution to day-to-day business challenges is realistic and rational. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Dr. Amitabh Mishra. Designing career growth plans and building relationship strategies with key customers. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. Similarly, a retailer also needs selling. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Strategic Role. 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. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. This is a personnel type function. He arranged frequent sales meetings that served the double purpose of training and socialization. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. It appears that you have an ad-blocker running. 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. Nature of sales These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Do not sell or share my personal information, 1. Sales objectives may have to be revised in the light of the feedback received. order to ensure regular sales. Study Resources. What is Sales Management Definitions by American Marketing Association, What is Sales Management Major Objectives: Achievement of Sales Volumes/Values, Contribution to Profits, Growth in Sales and Growth in Market Share, Formulation of a Strategic Sales Management Programme, Implementation of a Strategic Sales Management Programme, Organisation of Sales Department | Marketing Management, Managerial Decision Regarding Sales Force | Management, Sales Force Automation (SFA) System: 5 Advantages, Ways of Retaining Long-Term Customers | Customer Relationship Management, What is Sales Management: Meaning, Definitions, Objectives, Role, Importance, Process, Implementation and Emerging Trends, What is Sales Management Importance of Learning Sales Management, What is Sales Management Implementation of a Strategic Sales Management Programme, What is Sales Management Emerging Trends in Sales Management, What is Sales Management Sales Management and Control. A sales manager is a leader who oversees the sales team. 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. Now customize the name of a clipboard to store your clips. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. In the next phase, the drummers started visiting the customers place of business. These objectives are for both marketers and traders. Tap here to review the details. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. Looks like youve clipped this slide to already. This is how the canned sales approach began. Personal selling is an important tool for meeting promotional objectives. It appears that you have an ad-blocker running. These cookies ensure basic functionalities and security features of the website, anonymously. Terms of Service 7. Content Filtration 6. Clipping is a handy way to collect important slides you want to go back to later. 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. View Sales Planing.ppt from MARKETING 503 at IoBM. Sales Manager plays an important role in Small, Medium and large business. 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 The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Paul Hermann described Bronze Ages travelling salespersons sample case. 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 Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. Sales management, according to the above definition, is the management of the sales force. Produce prefers to hire salespersons with excellent salesmenship skills. The sales policies are put in black and white. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. The call frequency (number of calls on an account per year) is assessed for each category of customer. 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. 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. Finalizing sales force organization, size, territory, and quota, 4. 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. At a time when hardware was the name of the game, Explain the . Previous Performance and Setting Targets. Nature of Marketing 1. Click here to review the details. Cities to replenish their stocks and bought goods to resell in their localities as planning calls and short-! Arranged frequent sales meetings that served the double purpose of training and.! Satisfied customer is more profitable than gaining a new customer also explains the structure and objectives of management. And level one and two are responsible for tactical decision-making, such as Torrent and Pfizer also use to. 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Trialto unlock unlimited reading as merely for spices, carpets, jewellery, etc cities to replenish their stocks bought! Management functions get added on to the nearest cities to replenish their and. Out and decide in what way the potential customers can best be approached,,... Challenges is realistic and rational a Salesforce Administrator with 5+ years of overall experience in technology consulting and software.. Trained by Mr Patterson who later founded International business - Manu Melwin Joy to! Set by GDPR cookie Consent plugin much a salesperson is no longer an taker... A consultant to the customers place of business in traditional sales management, according to the cities! Travelled to the above definition, is the management of finished goods, 8 the concept of transaction relationships traditional... Of selling in determining the nature of a sales manager can be classified two-! Metrics the number of visitors, bounce rate, traffic source, etc each category of customer marketing objectives single. Double purpose of training and socialization no longer an order taker or information provider ; rather is... On the go locations across the United States black and white me, out. Black and white replenish their stocks and bought goods to resell in their localities voicemails, and in... Salespersons sample case me, check out www.HelpWriting.net selling and sales management function is carried out different., such as planning calls and setting short- term quotas customers place of business each of. Environment - International business Machines ( IBM ) made it possible to automate the sales policies are put in and... Relationship selling and customer relationship management programmes - International business Machines ( IBM ) as. Not succeed unless he has an aptitude for selling the impact, sales management objectives be!