Sales Management- An Intro

Selling
Selling is more than a profession. It is a way of life. We are all in the field of selling

Selling is a necessity.
Competition makes selling a necessity. Society has determined that sales people must be offering something of value.

In fact the nature of selling has changed over the years.

Evolution Emerged with the industrial revolution -1760

Separate departments began to emerge. Sales department solved market expansion.

Selling and Marketing

SELLING
Needs of the Seller Focuses on product sales for revenue Company manufactures and then sells it

MARKETING
Needs of the buyer Focuses on customer needs Determines customer needs and then delivers the product.

Views business as goods producing and

selling process Planning is short term oriented

Views business as consumer

satisfying process Planning is long term oriented.

Selling customer is the last link

Marketing views customer as the

very beginning link
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Sales Management- AMA definition

The planning, directing and controlling of personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the sales force

Sales Management
Its is the process of attaining sales goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources

Role of Sales management

The determination of sales force objectives and goals; forecasting and budgeting; sales force organization, sales force size, territory design and planning; sales force selection, recruitment and training; motivating the sales force; sales force evaluation and control

Sales force - Key Objectives

1. Obtaining sales volume 2. Providing profit contributions 3. Continuing business growth

Sales managers Role

1. Organizing the sales effort inside and outside the companies . 2. Source for Market information.

3. Administrator of personal selling activity.

Functions Sales department

Sales planning and forecasting

Sales force deployment, territory design and route planning

Account management policy

Organizing sales promotions

Responding to customer enquiries

Selling the product or service to customers,

Continued..
Preparing quotations or estimates for customers Negotiating discounts or nancial terms for business customers Providing technical advice Keeping customer records up to date

Emerging trends in sales management

Customer Orientation

Technology

Relationship selling

New sales strategies

Diversity

Global and ethical issues