So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Deepak Dwivedi 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. It may be called sales force management. Motivating and leading the sales force, 6. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Do not sell or share my personal information, 1. Account Disable 12. 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Do not sell or share my personal information, 1. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. In many instances they face conflicting situations and need guidance in executing their duties. It does not store any personal data. Now customize the name of a clipboard to store your clips. Measuring and monitoring their performance. Pragmatic:The solution to day-to-day business challenges is realistic and rational. A salesperson plays the role of a connecting link between a seller and a buyer. The sales manager is a subordinate of the marketing manager. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. This decision is set to explain the firms personal selling strategy. Role 6. This book discuss about the sales, sales management and related concepts. 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 is how the canned sales approach began. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Initially, sales management was equated with the sales force management. 3. This is a personnel type function. The basic function and role of selling is to generate sales and earn revenue for an organization. Sales management is solely concerned with the direction and control of the sales force. Increase in sales of profitable products, 7. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. Click here to review the details. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. This website uses cookies to improve your experience while you navigate through the website. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. 2. Controlling and guiding the sales force is one of the important activities of management. Clipping is a handy way to collect important slides you want to go back to later. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. Activate your 30 day free trialto unlock unlimited reading. (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. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. 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. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. 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. Produce prefers to hire salespersons with excellent salesmenship skills. Sales Management developed as a part of marketing management. Asst. Activate your 30 day free trialto continue reading. Sales management can be seen as a segment of the organization's marketing mix. 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. Nature of Marketing 1. Process 8. In India they are called pheriwallahs. Business world is under a flux due to the emergence of new enterprises including virtual organizations. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. 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 proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. His ability to handle situations like this will decide his success level. By clicking Accept, you consent to the use of ALL the cookies. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. It serves as a standard. Organization Products Selling Profits Meaning of Sales Management 3. 4. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. This cookie is set by GDPR Cookie Consent plugin. In a traditional auction model, people quote high for a deal, whereas in priceline(dot)com, the customers go for the lowest prices and a deal is struck by matching the offer of sale of the customers. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. As organizations grow in size, formal control is exercised. 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. And, 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 . 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 business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Sales management interfaces with the distribution channels and the external public. 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. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. Did you try ?. Click here to review the details. Tap here to review the details. 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. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. 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. Lastly, corrective action is taken to set the matter right. 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. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. It appears that you have an ad-blocker running. It helps marketers to realize a variety of objectives. This proposition is completely different from the concept of transaction relationships in traditional sales management. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. 3. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. 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 planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Evolution of Sales Management 2. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended 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. Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. A sales manager must be very clear about his role in the organization. Effective use of sales promotion schemes, 9. 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. Marketing creates mutual relationships: Marketing as a Discipline: 5. Designing career growth plans and building relationship strategies with key customers. An in-depth explanation of sales management. You consent to our cookies if you continue to use our website. Marketing includes sales management as well as other important functions. The scope of sales management is very important and drives the whole sales system. 4. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. A mere commitment to the job may not bring a highly motivated sales force to the organization. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. In the next phase, the drummers started visiting the customers place of business. Business and economics portal. non verbal communication differences between cultures ppt. Extending field activities to new geographical areas. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. Effective management of sales territory. The sales policies are put in black and white. This has changed the selling process from transactional selling to relationship selling. Privacy. By accepting, you agree to the updated privacy policy. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. The SlideShare family just got bigger. 2. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Click here to review the details. 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 presentation tells you about the various aspects and characteristics of Sales management. 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. The actual performance is then measured. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. Step 4. 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. Sales policies are subject to review in the light of the situation. Good companies develop training modules to train the new sales force before they go on the field. Sales Manager plays an important role in Small, Medium and large business. 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. The cookie is used to store the user consent for the cookies in the category "Performance". 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. Personal selling is an important tool for meeting promotional objectives. He also sent regular sales information on techniques of selling. objectives of personal selling ppt . There are five key decisions that a sales manager needs to take at this stage: 1. 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. Looks like youve clipped this slide to already. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Looks like youve clipped this slide to already. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. 4. Adoption of a selfishly sound but defensible sales policy. A state manager handles sales at the state level, and all the area managers work under him. Module 1 - Nature and extent of personal selling 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. Sales management originally referred exclusively to the direction of the sales force. The modern concept of sales management revolves around the development of human resources. 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.