Beruflich Dokumente
Kultur Dokumente
1.SETTING OBJECTIVES
2.FORMULATING STRATEGIES
3.ORGANISING BY
GEOGRAPHYC TERRITORY
2.
3.
Assigning
Establishing
Responsibility
a Budget 4.
1. Determining
Setting Types of Sales
Objectives Positions
5.
7. Selecting
6. a Sales
Applying the
Outlining Sales Technique
Plan
Feedback Tasks
DUTIES OF THE SALES MANAGER
1. SETTING OF SALES OBJECTIVES
2. PLANNING
3. ORGANISING
4. MOTIVATION
5. EVALUATION OF THE WORK
6. DEVELOPMENT OF PEOPLE
7. PRACTICAL KNOW-HOW
8. GENERAL KNOWLEDGE
9. GUIDE
10. DECISION MAKING
11. SALES PROGRAMME
12. INTERNAL AND EXTERNAL RELATIONS
13. SALESFORCE MANAGEMENT
14. CONTROL
15. MARKETING RESEARCH
16. SALES BUDGET
17. DISTRIBUTION CHANNEL
QUALITIES REAQUIRED IN A SALES MANAGER
1. Promotion Mix.
2. Personal & non-
personal elements.
3. What is personal
selling?
4. Why personal selling?
5. Promotion Strategies.
Part (I):
1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
Part (I):
1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
Part (I):
1. Promotion Mix.
Advertising
2. Personal & non-
personal elements.
Personal
3. What is personal Selling Promotion
Sales
selling? Mix Promotion
4. Why personal selling?
5. Promotion Strategies.
Publicity
PUSH STRATEGY
promotion efforts
Distribution
Producer Customer
Channels
demand
Promotion Strategies.
PULL STRATEGY
promotion efforts
Distribution
Producer Customer
Channels
demand demand
Promotion Strategies.
CONCEPTUAL MODEL OF “SALESPERSON-
BUYER” DYADIC RELATIONSHIPS
START
SALESPERSON-CUSTOMER RELATIONSHIP
SALESPERSON CUSTOMER
PERSONAL
ROLE REQUIREMENT
CHARACTERISTICS PERSONAL ROLE REQUIREMENT
& CHARACTERISTICS CHARACTERISTICS & CHARACTERISTICS
PERSONAL
AFFILIATION
NEEDS AND NEEDS AND
EXPECTATIONS ADJUSMENT EXPECTATIONS
CHOICE OF STRATEGY CHOICE OF STRATEGY
NEGOTIATION
STOP
A SALES PERSONNEL
President
CAREER PATH
Vice President of Marketing
Salesperson
Sales Trainee
TYPES OF SELLING INSIDE ORDER
TAKER
ORDER
TAKERS DELIVERY
SALESPEOPLE
OUTSIDE ORDER
TAKER
ORDER MISSIONARY
CREATORS SALESPEOPLE
NEW BUSINESS
SELLING SALESPEOPLE
FUNCTION
FRONT LINE ORGANISATIONAL
SALESPEOPLE
SALESPERSON
CONSUMER
SALESPEOPLE
ORDER
GETTERS
TECHNICAL SUPPORT
SALES SUPPORT SALESPEOPLE
SALESPERSON
MERCHANDISERS
CONTRASTING
Relationship selling:
regular contacts over
an extended period to
Relationship Selling establish a sustained
seller-buyer
relationship
The success of
tomorrow’s marketers
depends on the
relationships that they
build today
RECENT TRENDS IN
PERSONAL SELLING
Consultative selling:
meeting customer
needs by listing to
them, understanding --
Consultative Selling and caring about --
their problems, paying
attention to details,
and following through
after the sale
RECENT TRENDS IN
PERSONAL SELLING
Team selling:
combination of
salespeople with
specialists from other
functional areas to
promote a product
Useful in sales
situations that call for
Team Selling detailed knowledge of
new, complex, and
ever-changing
technologies
RECENT TRENDS IN
PERSONAL SELLING
Sales force automation
(SFA): applications of
computer and other
technologies to make
the sales function more
efficient and
competitive
Benefits include
improved effectiveness
due to improved access
to information, lower
costs, improved
product launches, and
Sales Force Automation
attentive customer
service
SALES MANAGEMENT MODEL
Sales
Efficiency Individual Effectiveness
Force
Is the sales force (and
Deploy- Sales Selling
channels) organized for Is support adequate to
optimal coverage of selected ment Support Skills maximize the selling
markets? effort?
Does the incentive
Does the sales force have
Coaching Infor- Motivation compensation plan
adequate coaching & & Super- Recruiting mation & Compen- meet management’s
supervision? vision & Training Resources sation objectives and pay the
sales force fairly?