Sales Management

Module 1
Changing World of Sales Management
Neville Perera
MBA | CPM (Asia Pacific) | PGDipM(SL) | DipM(SL)
MSLIM | MCPM | Practicing Marketer (SL)
Sales Management Function of an Organization
as a marketing function
What is Sales Management


Definition by, Charles M Futrell Fundamentals of
Selling

The attainment of sales force goals in an effective &
efficient manner through,
Planning, Staffing , Training, Directing & Evaluating
organizational goals
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Sales Management Function of an Organization
selling vs sales management
Push the product
through the channel
Selling
Management of
organizations
personnel selling
function
Sales
Management
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Sales Management Function of an Organization
selling vs sales management
Product Price
Place Promotion
Marketing Mix
Advertising
Sales
Promotions
Personnel
Selling /
Personal
communication
Public Relation
Sales Management
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Sales Management Function of an Organization
selling vs sales management
Sales
Management
Planning
Implementation
Evaluating
Controlling
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Activities
Planning
Management & control
Recruiting
Selecting
Training
Developing
Compensating
Motivating
Apprising
Sales Management Function of an Organization
selling vs sales management
Sales Manager

Coach
Mentor
Achieve
Goals /
Stretched
targets
Sales Person

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Organization
Sales
Person
Customer
Lets define
Coaching: Advice and help to allow individuals to explore and
develop strategies to handle personal and or work based situations
effectively.

Mentoring: It is a process where an individual provides
professional guidance and advice, and acts as a role model.

Counseling: It is a participative process whereby the coach
encourages the individual to assess and develop their own capabilities.
7 Module 1 - Sales Mgt- Neville Perera
Sales Management Function of an Organization
selling vs sales management
Define the
personal selling
function
Mod 2
Define the
strategic role of
the sales
function
Mod 3
Develop the
sales force
Mod 5 6
Org structure
Mod-4
Leading /
directing the
sales force
Mod 7 - 8
Sales force
effectiveness &
performance
appraisal
Mod 9 - 10
Sales Management Process Fig 1.1

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8
The goal is to Set
the Stage for our
journey in to the
dynamic &
challenging world of
sales management
Focus
four major
stages
Sales Management Function of an Organization
managerial, administrative, and planning functions
Functions of sales


Sales Management Activities
Targets volume / value
Distribution goals
Prod display / Merchandising
Outlet coverage
Recruiting the sales force
Training / Feedback
Trade terms
Performance appraisal


Sales Administrative Activities
Credit control
Debt collection
Customer service / care
Order processing
Sales force records
maintenance
Activity & customer response

Sales Planning Activities
Sales forecasting
Pricing policies
Profit planning
Sales promotions
Competition
Reward & incentives
Management training

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Sales Management Trends
CRM
Automated system Planning to controlling
Brands
Cinnomon / Chaya / JKH / Srilankan - drives service
Cross functional sales team
Sales / manufacturing / marketing
Customer retention

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Sales Management Trends
Transactions to. Relationships - Module 2, 3
Individuals to Teams - one company one team
Sales volumes to Productivity - sales for the sake of sales??
Management to.. Leadership - Module 7
Administrative to Entrepreneurial - more time with customer
Local to. Global - technology helps to build credibility


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Discuss examples !
Have you read the book?
Come out with ideas..
Effective sales managers
Strategic perspective Focused on customer
Attract / Keep / Develop sales talent
sales is essentially a talent-driven occupation

Leverage technology
ERP Oracle / SaP
More time with customer

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Sales Management Function of an Organization -
job functions in sales organization



Main interface between the
customer & company
Delivers individual customer &
territory objectives
Breaks down larger targets in to
product and customer
Persuade the customer to buy
Communicates prices, after sale
service, guarantees & warranties
Serve the loyal customers and new
customers
Salesman




Maintain customer call records
Avoids the out of stock situations
Maintains the product display
norms
Educates the trade on product FAB
Continuous feed back on
competitor activity






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Recap

THANK YOU

Q & A

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