Overview of Sales Management and

the Selling Environment

Building long-term relationships with
customers
Creating more nimble and adaptable sales
organizational structures
Removing functional barriers within the
organization to create greater job
ownership and commitment from
salespeople
Sales Management in the 21st
Century
Sales Management in the 21st
Century

Shifting sales management style from
commanding to coaching
Leveraging available technology for sales
success
Integrating salesperson performance
evaluation to incorporate all activities and
outcomes
Key Themes
Innovation thinking outside the box
Technology broad spectrum of tools
available to salespersons
Leadership capability to make things
happen
Globalization
Ethics

Sales Management Process
The formulation of a sales program
The implementation of the sales
program
The evaluation and control of the
sales program

Goals/Objectives/Culture
Mission and objectives drive
customer management approaches
A well-defined mission + successful
corporate history + top management
values = strong corporate culture
Personnel
Modern sales organizations are highly
complex and dynamic
Often difficult to expand to take
advantage of growing markets
Utilizing outside specialists can help firms
meet need to expand
Financial Resources
Lack of financial resources can:
constrain ability to develop new
products
limit promotional budget
limit size of sales force
Production and Supply Chain
Capabilities
Production capacity
Location of production facilities
Transportation costs
Ability to ensure seamless
distribution and service after the sale
Service Capabilities
Opportunity for strong competitive
advantage
Difficult for other firms to compete
for same customers
Customers reluctant to switch
regardless of price
R&D and Technological
Capabilities
Excellence in design and engineering
provide major promotional appeal
Ability to communicate technological
sophistication as value-add helps
prevent over-reliance on price to get
sales