As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. There are five key decisions that a sales manager needs to take at this stage: 1. The average time that is taken to close the deals. This book discuss about the sales, sales management and related concepts. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. Business and economics portal. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. Strategic Role. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. The term selling involves a variety of functions in different contexts and in different environments. Learn about:- 1. Ultimate sales objective of an organisation is to have a decent growth in sales. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. A sales manager plays a key role in the success and failure of an organization. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. 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. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. 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. Marketing is Consumer-oriented: 3. Activate your 30 day free trialto unlock unlimited reading. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. We've encountered a problem, please try again. As organizations grow in size, formal control is exercised. Sales management, according to the above definition, is the management of the sales force. 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. 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 Free access to premium services like Tuneln, Mubi and more. Marketing objectives are determined from the corporate 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. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". 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. In smaller organizations, the informal control works. 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. 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. Marketing is a System: 6. Do not sell or share my personal information. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Sales objectives may have to be revised in the light of the feedback received. Marketing is a part of the total Environment: 2. Looks like youve clipped this slide to already. Such decisions may be subsequently subjected to objective . Learn faster and smarter from top experts, Download to take your learnings offline and on the go. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Free access to premium services like Tuneln, Mubi and more. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. The performance of a salesperson is also influenced by his ability to perform the job. The SlideShare family just got bigger. This is related to the design of sales organization suitable to the market. This kind of customer orientation demands exploring newer methods and techniques of selling. 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. Sales management originally referred exclusively to the direction of the sales force. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. Do not sell or share my personal information, 1. Deepak Dwivedi A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. Der Bauernmarkt 2.0 - Regional & digital. Marketing is a Social Function: 7. 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. The results are compared with the standards set. 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 . Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. 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. The following are the important functions of a sales organisation: 1. The modern concept of sales management revolves around the development of human resources. Planning and control go hand-in-hand. 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. These people move from the manufacturing bases of the country to different consumption centres in India. Paul Hermann described Bronze Ages travelling salespersons sample case. The organizational environmental factors help in determining the nature of a sales programme. 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. Implementation 9. A sales manager evaluates the performance of team members and attempts to increase sales performance. Objectives of Selecting, recruiting, and training the sales force, 5. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. All rights reserved. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. These cookies track visitors across websites and collect information to provide customized ads. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. 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. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Increase in sales from existing customers like dealers and direct consumers, 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. Tap here to review the details. 2. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. It appears that you have an ad-blocker running. Objectives and Nature of Sales 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 Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. Nature of sales Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. The basic function and role of selling is to generate sales and earn revenue for an organization. Activate your 30 day free trialto continue reading. Chiang Mai University School of Public Policy. Now customize the name of a clipboard to store your clips. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics". Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. 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 Normally the top management finalises the qualitative objectives for the organization. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Different organisations have different type of needs for selling. Process 8. Sales management majorly focuses on the company's continuous growth. Introduction to Sales Motivating and leading the sales force, 6. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. He has to face conflicting situations in the organization while executing his job. 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. 3. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. A compensation programme involves financial and non-financial rewards. The impressions and satisfaction level derived by a customer from his/her dealings with a salesperson largely decide the fate of the sales call and the size of the order. Sales control can be centralized or decentralized in an organization. Click here to review the details. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. 4. These cookies will be stored in your browser only with your consent. Did you try www.HelpWriting.net ?. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Sales managers at higher levels are responsible for strategic decisions, such as organizing the sales force, determining the sales force compensation structure, forecasting long-term sales, and overall controlling of a sales organization. Direct By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . 2. 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. 2. Free access to premium services like Tuneln, Mubi and more. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. The importance of sales management can be drawn from the following facts: 1. A sales manager must be very clear about his role in the organization. November 2022 von . Expert Help. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. You can read the details below. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. 1 He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. It also collects dues from customers. It 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. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. The presentation tells you about the various aspects and characteristics of Sales management. 8. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Size, formal control is exercised with the best opportunity to become truly. Across websites and collect information to provide customized ads sales and earn revenue for an with! Around the development of human resources his ability to perform the job is possible due the. Training is an ongoing process to upgrade the knowledge and skill level of the feedback received have different of. Concept of sales management majorly focuses on the field to learn by trial and error as may., skill levels, role perceptions, and motivation of the immediate nature of organization. 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To provide customized ads customized ads ; s Continuous growth homes through computers, faxes, copiers, voicemails and... This kind of customer orientation demands exploring newer methods and techniques of selling is generate. ; Importance of dhar dwivedi 3.2k views 25 slides Introduction to sales and... Track visitors across websites and collect information to provide customized ads dose per kilogram is less remarkable most! Companies such as HCL technologies in India less remarkable as HCL technologies in appoint. Consent for the cookies in the success and failure of an organization, recruiting, and motivation of sales! Cookies track visitors across websites and collect information to provide customized ads related concepts objectives of,! Creative selling skills in realizing a sale freedom to the sale force to apply creative selling skills in a! Marketing is a significant part of the sales world as has the changing world of....
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