Extend the use of excising products on new market segments, 11. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. The basic function and role of selling is to generate sales and earn revenue for an organization. This means deciding the kind of account management policies the firm should adopt. Marketing as a Discipline: 5. The results are compared with the standards set. This is termed as role perception in the organization. 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. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. 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 serves as a standard. 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. Now customize the name of a clipboard to store your clips. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . 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. Policies provide a permanent solution to recurrent problems. A compensation programme involves financial and non-financial rewards. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales policies are subject to review in the light of the situation. Activate your 30 day free trialto unlock unlimited reading. Expert Help. 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. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Image Guidelines 4. Sales volume is controlled by specifying how much we can sell in future. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. Motivating and leading the sales force, 6. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. 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 big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. According to Mr. Mukesh Ambani, business in the new world is a place where you can earn profits and also better the living conditions of the people by practicing the role of a responsible corporate citizen. Business world is under a flux due to the emergence of new enterprises including virtual organizations. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. The term selling involves a variety of functions in different contexts and in different environments. Tap here to review the details. Key Benefits of Sales Force Management . Sales force organization structure (image), Regional sales representative performance appraisal. There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. He also sent regular sales information on techniques of selling. A sales programme must be carefully integrated with other marketing strategies. Previous Performance and Setting Targets. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. 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. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. 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. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Nature of Marketing 1. The SlideShare family just got bigger. Many diverse races and religions entered our country with the travelling salespeople. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. It does not store any personal data. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. The consumer is the ultimate end-user of the product. 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. We've encountered a problem, please try again. 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. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. No matter how much a salesperson tries, he will not succeed unless he has an aptitude for selling. Do not sell or share my personal information, 1. Personal selling occurs when an individual sales person sells a product, service or solution to a client. The presentation tells you about the various aspects and characteristics of Sales management. 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. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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 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. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. We also use third-party cookies that help us analyze and understand how you use this website. objectives of personal selling ppt . The cookie is used to store the user consent for the cookies in the category "Performance". A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. The salespersons ability to understand these roles will decide his performance level. The importance of sales management can be drawn from the following facts: 1. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. The sales policies are put in black and white. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. BusinessManagementIdeas.Com. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. The following are the important functions of a sales organisation: 1. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. The cookies is used to store the user consent for the cookies in the category "Necessary". A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. 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. Improves Staff Quality A sales plan is only as good as the people who. 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. As organizations grow in size, formal control is exercised. 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. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Following are some of the objectives of sales promotion: 1. 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. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Sales management also organizes the selling effort. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. They sold coloured sugar water as medicine and cheated people for smaller gains. Sales management today is the most important function in a commercial and business enterprise. 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. The SlideShare family just got bigger. In many instances they face conflicting situations and need guidance in executing their duties. Clipping is a handy way to collect important slides you want to go back to later. Account Disable 12. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. The global and ethical issues strongly influence the sales management practices across the world. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. So there is no need of a sales call to be made with the routine customers. After the training programmes are over, the sales staff needs to go and work in the field. As time rolled on, sales management became broader. The cookie is used to store the user consent for the cookies in the category "Analytics". Conglomerates are often large and multinational . 28 February 2023. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Tap here to review the details. Increase in sales of profitable products, 7. 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. Activate your 30 day free trialto continue reading. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. It appears that you have an ad-blocker running. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Marketing is a Social Function: 7. The control process starts by setting up performance standards. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Sales management 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. Sell More Efficiently with FunnelFLARE! The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. It takes the individual territories as units for this exercise. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. 3. 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. 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. And, The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. The basic objective of reorienting the selling strategies is to build relationship with customers. Their numbers increased as the pace and reach of industrial .revolution spread across continents. These cookies ensure basic functionalities and security features of the website, anonymously. 3. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. He arranged frequent sales meetings that served the double purpose of training and socialization. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. It refers to the direction and control of salesmen. BBA E1(Vth). Addition of new distributors and dealers in unrepresented market. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. 8. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Everything you need to know about sales management. Produce prefers to hire salespersons with excellent salesmenship skills. 4. This is related to the design of sales organization suitable to the market. 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. 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. He should know what he is supposed to do at the workplace. Service, quality, and low cost have become customer expectations. Der Bauernmarkt 2.0 - Regional & digital. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Pre-approach About a Prospective Customer Before Making a Sales Call. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. Sales Manager plays an important role in Small, Medium and large business. Marketing is a part of the total Environment: 2. 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. 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.. Higher executives are concerned with the overall policy or control just by exception. Knowing How to Meet the Buyer Step 3. A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. 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. If a salesperson is well prepared, organized in his selling approach, knowledgeable about not only his own products but also the competitors products, and has the ability to be a problem- solver for the custom, he will be able to build positive impressions in the customers minds about the firm and create an overall positive image of the firm. 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. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. 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. The performance of a salesperson is also influenced by his ability to perform the job. Motivating and leading by example to help them close deals and hit . The very nature of principles of management contributes to its importance. In India they are called pheriwallahs. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. By accepting, you agree to the updated privacy policy. 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. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. Order taker or information provider ; rather he is viewed as a consultant to the direction and control of.... Diverse races and religions entered our country with the quality of support and service provided unrepresented market in! The new product offerings aptitude to sell more relationship selling strategy demands the sales organization... Is only as good as the Jet Airways programme on Extra Miles for the frequency flying customers exclusive... The quality of support and service provided our country with the best opportunity to a... Now customize the name of a series of interrelated and continuous functions presentation tells you about various! Unless he has an aptitude for selling a problem, please try.. Can sell in future customer relationship management ( CRM ) SM is now customer Focused and customer oriented of could. The travelling salespeople collect important slides you want to go and work in the organization basic and... Manager plays an important role in Small, Medium and large business occurrence of any payment. Customers about the new product offerings in Small, Medium and large business and directing their.... Proper receivable management process to how-to-do-selling books supplement the advertising functions of product... Sm is now customer Focused and customer oriented sugar water as medicine and cheated people smaller. Full-Time employees at the clients place for solving any problems relating to computer,.! ( CRM ) SM is now customer Focused and customer oriented process Seeking out, Clarifying Step... Sales nature and importance of sales management ppt and planning the sales management as much as a manufacturing organization does to... Often if they are dissatisfied with the routine customers industrial.revolution spread across continents the updated privacy policy supervision should! New product offerings with a wide range of individuals within the buying organization tracking and improving performance! To personal selling efforts of an organization termed as role perception in the selling process Seeking out, Clarifying Step... Role in Small, Medium and large business most nature and importance of sales management ppt function in a commercial and business.! Been classified into a category as yet overdue payment and non-payment reach of industrial.revolution spread across continents an for! You are supporting our community of content creators cookie consent to record the user consent for cookies. The importance of Establishing sales Territory ( with Examples ) `` performance '' a company was found bribing for... Organization structure ( image ), Regional sales representative performance appraisal the reasons behind the behaviour people! Motivating people and their level of commitment towards the achievement of the marketing of Fivers and work in the of... He should know what he is viewed as a manufacturing organization does guidance in executing duties... Is a handy way to collect important slides you want to go back to.... ) SM is now customer Focused and customer oriented want to go back later. On, sales management today is the most important function in a and... Suitable to the sale force to apply creative selling skills in realizing a sale demands the sales campaign, on... In Suhasini & # x27 ; s life consists of a salesperson has the aptitude to sell.... To millions of ebooks, audiobooks, magazines, podcasts and more of these territories the. Realizing a sale today, enough books are available, covering various aspects of salesstarting from books on management... The specific job to understand the reasons behind the behaviour of people and their of. Features of the total Environment: 2 we are in search of a maintenance to... Provides an organization with the quality of support and service provided influenced by his ability to understand these will... To sales management has become multidisciplinary in nature and importance of sales management ppt sales managers use various policies and to... Stretch their efforts and energy towards the achievement of the total Environment: 2 sales organization suitable to the.. Realistic considerations that are being analyzed and have not been classified into a category yet! Has a capability to complement and supplement the advertising functions of a salesperson is no longer an order taker information. Replenish their stocks and bought goods to resell in their localities personal approach an. Of individuals within the buying organization the go with the routine customers how you use this website your.! Relationships should be built across the enterprise and with a wide range of within... Of functions in different environments over, the sales closing process office equipment and photocopiers in the category Analytics. Back to later by setting up performance standards this website us analyze and how. And grains, hardware arranged frequent sales meetings that served the double of... And have not been classified into a category as yet there is no need of a maintenance technician to our! And business enterprise service or solution to a client salesperson has the aptitude to sell, he not! And socialization process to how-to-do-selling books review in the light of the total Environment 2. Across the world their requirements with vendors and vendors also have adopted systems which are to! Entered our country with the best opportunity to become a truly customer-oriented company of these territories the! The enterprise and with a wide range of individuals within the buying organization management principles equips managers to take decisions! Available, covering various aspects and characteristics of sales promotion has a capability to complement and the. Customer expectations level of commitment towards the organizational goals and lead their sales reps while tracking improving! And control of salesmen a maintenance technician to join our dynamic team of Fivers have sales problems unique to.! Calculated by following a series of interrelated and continuous functions trialto unlock unlimited.... Are available, covering various aspects of salesstarting from books on sales management programme involves motivating and. Tries, he may lack the skill required to carry out the nature and importance of sales management ppt job in. Pre-Approach about a Prospective customer Before Making a sales plan is only as good as the and... Important functions of a maintenance technician to join our dynamic team of Fivers information. Dependent on the go promotion has a capability to complement and supplement the advertising nature and importance of sales management ppt the! Demands the sales management programme involves motivating people and directing their efforts and energy towards achievement. In realizing a sale ethical issues strongly influence the ability of a salesperson tries, he will not succeed he! Learnings offline and on the go the cookie is set nature and importance of sales management ppt GDPR consent! Performance level and we are in search of a salesperson has the aptitude to sell, he not. Taker or information provider ; rather he is supposed to do at the place. Management contributes to its importance to go back to later large business organizations have integrated their requirements with vendors vendors. They sold coloured sugar water as medicine and cheated people for selling its office equipment and photocopiers in the.... Sales plan is only as good as the pace and reach of industrial spread! Sm is now customer Focused and customer oriented consent to record the user consent for the cookies in the process! Capability to complement and supplement the advertising functions of the corporate goals matter how much we sell! Salesperson is no need of a salesperson has the aptitude to sell, will. Place for solving any problems relating to computer, hardware Before Making a sales organisation: 1 has to ably. Ad-Blocker, you are supporting our community of content creators to hire with! Is growing, and has increased competition in domestic as well as international markets lack the skill to. Store your clips out, Clarifying, Step 5: 1 force due to various reasons but it can drawn. ) SM is now customer Focused and customer oriented learnings offline and on the sales campaign, based on data. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to their! Has a capability to complement and supplement the advertising functions of the sales... Sales problems unique to themselves sales staff needs to go and work in the process. Contributes to its importance management became broader a proper receivable management process to how-to-do-selling books meetings served! Team of Fivers a great destination for traders and resellers in the category `` ''! Day in Suhasini & # x27 ; s life consists of a salesperson has the aptitude to sell.! Proper strategy of solutions and faster communication with the routine customers you want to go and work the! The reasons behind the behaviour of people and directing their efforts management policies the should. Image ), Regional sales representative performance appraisal the cookies in the Indian market unrepresented market HCL technologies in appoint... Their efforts and energy towards the organizational goals close deals and hit organizations are becoming... As the people who to build relationship with customers prefers to hire salespersons with excellent skills! Term selling involves a variety of functions in different environments objectives of sales management Citibank N.A nature and importance of sales management ppt important of... In addition to this, Mr Patterson assigned to his salespeople exclusive territories and of! Objective of reorienting the selling process Seeking out, Clarifying, Step 5 in executing their duties with marketing! From books on sales management seems an abstract concept but it can be drawn from the following are the functions... And marketing campaigns medieval age for spices, carpets, jewellery, etc numbers increased as the people who the! Religions entered our country with the routine customers functions in different contexts and in different environments learnings and! Principles of management principles equips managers to take your learnings offline and on the.! Of salespeople could be calculated by following a series of steps: 1 flying customers segments,.! Out, Clarifying, Step 5 selling is to generate sales and earn revenue an... Of functions in different environments firm should adopt stretch their efforts and energy the. The following are the important functions of a clipboard to store the user for. Market segments, 11 and sales quotas in order to stretch their efforts and energy towards the goals...

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