SEMINAR PRESENTATION

ON
SALES MANAGEMENT

PRESENTED BY : SAYED MUNIRUDDIN

ROLL NO- 31
 SALES MANAGEMENT

• SALES MANAGEMENT is the process of developing a sales force,

coordinating sales operations, and implementing sales techniques that allow a
business to consistently hit, and even surpass, its sales targets.
• Sales management is the coordination of people and resources to effectively
produce the desired goal.
• SALES MANAGEMENT:- Sales management is a business discipline which
is management of a firm's sales operations and focused on practical applications of
techniques used in sales. This is a crucial aspect of the business as net sales of
products and services draw profit of the business.
 SALES MANAGEMENT

• According to American Marketing Association :

• Sales management refers “The planning, direction and
control of personnel selling, including recruiting, selecting,
equipping, assigning, routing, supervising, paying and
motivating as these tasks apply to the personal sales force”.
 OBJECTIVES

• Following are the three general objectives of sales

• management:
• 1. Generate sufficient sales volume.
• 2. Contribute towards current profit.
• 3. Ensure continuous growth of the organization.
• Top management has ultimate responsibility for the above
objectives.
• However, this task by authority delegation, is entrusted to sales
department who are the ultimate operational level managers.
 SALES MANAGEMENT PROCESS

• 1. Presales Preparations:
• Presale (before sales) is the step of getting ready to serve customers. A wise sales person
must be well-prepared or well-equipped to treat the customers effectively. He must be
aware of prospects to be served in terms of their buying motives and buying behaviour.
• 2. Prospecting:
• Prospecting means finding or locating the potential customers. A prospect is a probable
buyer with unmet needs, ability to pay, and willingness to buy.
• Sources:
• There are a number of sources to locate prospects, such as:
• i. Present customers
• ii. Other salesmen
• iii. Company’s present employees
• iv. Use of telephone directories
• 3. Pre-approach:
• Once the prospect is located, now, salesman has to collect necessary
detail about him. Such detail helps him prepare his plan for sales
presentation. Salesman collects adequate information about customer’s
nature, needs, problems, personal habits, preferences, and other
aspects of behavior.
• 4. Approach:
• Now, a sales representative has to seek advance
appointment/permission for personal meet. Sometimes, he can use
phone or send business (visiting) card to take advance appointment. In
many cases, salesman can directly meet prospect without advance
permission. Approaching method depends on type of prospects
• 5. Sales Presentation:
• This steps calls for a formal presentation of product. It includes sales
talk and demonstration. Salesman should describe the offer in a
suitable language, show the product, and, if needed, demonstrate it. In
case of edible product, he may offer sample to taste. Sales presentation
is closely related to buying process.

• 6. Handling Objections and Complaints:

• Once a salesman completes his sales presentation, normally, customer
raises objections and place complaints. Salesman may confront
objections during his presentation, too. Objections and complaints
show that customer is interested in the products, and is more likely to
place an order
7. Closing Sales:
• Closing of sales refers to completing sales procedure. It concerns with
purchase decision. The close can be defined as: An act of actually getting the
prospect’s assent. It is the climax, or the desired outcome of the entire sales
process. Sales process ends with getting orders.

8. Post-sales Actions:
• It is known as follow-up actions. Virtually, sales process ends with getting the
order from buyers. But, getting order is not the ultimate goal of salesmanship,
the transaction must take place. The step involves two actions – one is,
completing of selling formalities and, the second is, taking other post-sales
actions.
 FUNCTIONS OF SALES
MANAGEMENT
Managerial Functions:
1. Planning:
This involves, forecasting demand, sales territory planning, personal selling
and promotional efforts.
2. Organizing:
This involves structure, resource allocation, responsibility assignment and
delegation of authority etc.
3. Direction:
This involves leadership motivation, communication and promotional steps
including personal selling.
CONT..

4.Control:
This involves delegation, quota fixing, performance evaluation,
incentives and
budgets.
5.Co-ordination:
This involves liaison, integration of various elements, internally,
P.R. and good will by contact with customer / general public.
 STAFF FUNCTIONS:

• This is related to staff functions of sales force such as the

following:
1. Recruitment and selection.
2. Deployment and evaluation of performance.
3. Training and development.
4. Career development.
5. Compensation and incentives.
6. Motivation and empowerment.
 ADVISORY FUNCTIONS:

• This is related to advisory functions of sales management:

1. Product attributes / quality aspects.
2. Pricing policies.
3. Promotional steps and personal selling aspects.
4. Distribution policies and channel selection criteria.
5. Advertisement policies such as media selection and
6. target audience.
7. Transportation and warehousing aspects.
 SALES MEETING
• A sales meeting (also known as a "sales conference") is a gathering in
which a product or service is being discussed, and the benefits are
outlined to the potential buyer.
• The sales meeting is not always a presentation format; it can sometimes be
an informal conversation, phone call or online interaction. The parties
involved have this meeting between the initial contact and final purchase,
in order to entice the customer.
• Sales meetings, in a different context, are held within companies for the
sales teams in order to prepare and motivate the staff to pursue more
clients and close deals. In this instance, the sales meeting can be an
assessment of the latest sales targets, involve the performance of the team
and individuals, and include discussions of challenges the team has faced.
 MEANING OF SALES BUDGET

• Sales budgeting is a key function of sales management.

• It involves estimating future level of revenue and selling
expenses, and consequently the profit contribution made by the
sales function.
• The outcome of sales budgeting is seen in the form of two
documents:
• 1.The sales budget
• 2.The selling expenses budget.
 OBJECTIVES OF SALES BUDGET:-

• 1.Planning :- The company formulates marketing and sales objectives; the

budget determines how these objectives will be met through a detailed
breakdown of the sales budget among products, territories and customers.
• 2. Co-ordination:- The budget establishes what the cost of various heads b
thereby maintaining a desired relationship between expenditure and
revenues. The budget enables sales executives to coordinate expenses with
sales. It also restricts the sales executives form spending more that their
share of the funds helping to prevent expenses from getting out of control.
•
• 3. Control:- The sales budget enables sales executives for
evaluating sales performance . A sales manager can improve
his success by meeting sales and cost goals set forth in the
sales budget.

• 4. Evaluation:- Sales department budgets become tools to

evaluate the department’s performance. By meeting the sales
& cost goals set forth in the budget, a sales manager may
prove himself to be a successful executive. Sales budget can
be determined on the basis of following categories:
 IMPORTANCE
• A good sales budget should serve as a guide to company with regard to
its sales target. It should be flexible and resilient to the volatile changes
in the market.
• The budget should not put too many restraints on the sales functions of
the company. A sales budget is a financial plan for the sales of goods
and services of a company.
• It is the basis on which all the financial decisions of a company with
regard to sales are taken. The budget also controls the general sales
prospects of a company.
• Online and off line marketing, marketing in the media and other
advertising expenditures are planned around a sales budget.
 ADVANTAGES OF A SALES BUDGET

• A sales budget offers the following benefits:

• It is helpful in farming sales programming so as to achieve the sales
targets of the firm.
• It is useful in allocation of resources to different products, sales
territories , etc. for realizing the forecast sales. •
• It is helpful in keeping expenses under control so that the objectives of
net profits are achieved.
• It serves as a yard stick for evaluating progress and sales performance
of the company.
 CONCLUSION

• Sales management facilitates the directions of activities and

functions which are involved in the distribution of goods and
services.
• Sales management has gained importance to meet increasing
competition and the need for improved methods of distribution
to reduce cost and to increase profits.
• Sales management today is the most important function in a
commercial and business enterprise.
THANK YOU…