This proposition is completely different from the concept of transaction relationships in traditional sales management. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. 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. 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. We've encountered a problem, please try again. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. 3. Also explains the structure and objectives of a sales organisation. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. This means deciding the kind of account management policies the firm should adopt. 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 SlideShare family just got bigger. Copyright 10. We've updated our privacy policy. management Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. He ran the National Cash Registry. A state manager handles sales at the state level, and all the area managers work under him. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Click here to review the details. Extend the use of excising products on new market segments, 11. They know how to do an amazing essay, research papers or dissertations. This is termed as role perception in the organization. The cookie is used to store the user consent for the cookies in the category "Other. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. In smaller organizations, the informal control works. 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. 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. Normally the top management finalises the qualitative objectives for the organization. It also collects dues from customers. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. Looks like youve clipped this slide to already. Sales management majorly focuses on the company's continuous growth. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. Ultimate sales objective of an organisation is to have a decent growth in sales. The most important is the customer orientation in Indian organizations. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. 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. Sales Manager plays an important role in Small, Medium and large business. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? He has to face conflicting situations in the organization while executing his job. 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. More and more companies are now moving to an ethics-based corporate/ philosophy. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. His ability to handle situations like this will decide his success level. This has reduced the role of the salesperson as an order taker. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. 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. 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. Controlling and guiding the sales force is one of the important activities of management. So there is no need of a sales call to be made with the routine customers. Tap here to review the details. Policies provide a permanent solution to recurrent problems. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. The sales policies are put in black and white. 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 serves as a standard. In addition, there are books on personal selling and selling techniques too. Increase in sales of profitable products, 7. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Sales management can be seen as a segment of the organization's marketing mix. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. This also allows for setting priorities, formulating policies, and making successful decisions. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. This has changed the selling process from transactional selling to relationship selling. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Mass media can be involved with these pranks, which may be revealed as such the following day. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. 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 Sales Management Process 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. This is how the canned sales approach began. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. 1 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. Process 8. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. 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 Personal selling is only one of the tools of sales promotion strategy, which is a part of the core marketing strategy. Improve sales forecasting accuracy and effective management of finished goods, 8. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. Business Environment- Economics Perspective. Sales management is solely concerned with the direction and control of the sales force. The actual performance is then measured. Produce prefers to hire salespersons with excellent salesmenship skills. The scope of sales management is very important and drives the whole sales system. This kind of customer orientation demands exploring newer methods and techniques of selling. 2. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. 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. 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. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Measuring and monitoring their performance. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also. It is an effective way of improving the financial and liquidity position of the . Marketing is a Social Function: 7. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Click here to review the details. Many diverse races and religions entered our country with the travelling salespeople. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. In many instances they face conflicting situations and need guidance in executing their duties. We've updated our privacy policy. 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