Module One

The Changing World

of Sales Management
 Sales Management Model
Describing
the
Personal
Selling
Function

Determining
Defining the
Developing Directing Sales Force
Strategic Role
the Sales the Sales Effectiveness
of the Sales
Force Force and
Function
Performance

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams
 Sales Management Trends

Transactions Relationships

Individuals Teams

Sales Volume Sales Productivity

Management Leadership

Local Global

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams
 Sales Teamwork Approaches

Core Selling Team Selling Team

Relatively permanent, Relatively temporary,
customer-focused group transaction-focused group

Membership determined Membership determined

by job assignment to a by involvement in particular
specific buying organization sales transaction

One selling center

One team per buying unit
per sales opportunity

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams
 Sales Teamwork Approaches

Core Selling Team Selling Team

Membership Membership very
relatively stable fluid

Characteristics of team Characteristics of team

depend on characteristics of depend on characteristics of
buying organization sales opportunity

Mission is strategic with Mission is tactical with

respect to the buying respect to the sales
organization opportunity

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams
 Leadership Trends

Yesterday Today
Natural resources Knowledge is
defined power power

Leaders commanded Leaders empower

and controlled and coach

Leaders Leaders
were warriors are facilitators

Managers Managers
directed delegate

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams
 Effective Sales Managers:

1. Utilize a Strategic Perspective

Focused on Customers

2. Attract, Keep, and Develop Sales

Talent

3. Leverage Technology

Sales Management: Module 1: Ingram LaForge Avila

Analysis and Decision Making The Changing World of Sales Management Schwepker Jr. Williams