Sales and Distribution

Management, 2e

Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai

Dr Sunil Sahadev, University of Sheffield, UK

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Chapter 1
Introduction to Sales Management

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Sales Management
• The American Marketing Association has
defined sales management as,

– “the planning, direction, and control of the

personal selling activities of a business unit,
including recruiting, selecting, training,
equipping, assigning, rating, supervising,
paying and motivating as these tasks apply to
the personal sales force.”

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Functions of Sales Management
• Sales planning and policies
• Pricing policies and price fixing
• Advertising and promotions
• Control of sales force
• Marketing research
• Planning and control of sales
• Management of distribution channels
• Branding, packing and labelling
• After sale service
• Integration and co-ordination of all functions

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Evolution of personal selling

Partnership
Business Strategies
Consultative Management
Negotiation Selling
Persuasion

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Qualities of a Sales Manager
• Passion
• Integrity
• Positive attitude
• Coaching
• Leadership by example
• Loyalty
• Availability
• Motivation
• Continuous learning
• Listening and communication

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Responsibilities of sales Manager

 The determination of sales force objective and goals

 Sales force organization, size, territory, and quota
finalization
 Sales forecasting and budgeting
 Sales force selection, recruitment, and training
 Motivating and leading the sales force
 Designing compensation plan and control systems
 Designing career growth plans and building relationship
strategies with key customers

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Importance
• Importance in B2B
• Efficiency and effectiveness of sales force
• Diversified sales force

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Types of personal selling

• Industrial selling
• Retail selling
• Services selling

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Types of selling

• Order taker sales people

• Order creators
• Order getters

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Types of Selling
Inside Order Taker

Order
Takers Delivery Sales
People

Outside Order
Takers
Selling Order Missionary Sales
Function Creators People
New Business
Sales People

Front Line Organizational

Sales People Sales People

Order Getters Consumer

Sales People

Sales Technical Support

Support sales People
Sales
people Merchandisers

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management

 Emerging trends in sales management

Technology

Emerging trends
Customer orientation in sales
Relationship selling
management
Technology

Global and ethical Diversity

Issues

New selling methods

Copyright © 2011 Oxford University Press Chapter 1: Introduction to Sales Management