All these are part of relationship selling where the existing customer is taken care of in a better way and profits are generated by retaining the customers. Sales volume is controlled by specifying how much we can sell in future. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. 1 The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. In many instances they face conflicting situations and need guidance in executing their duties. Sales management is also defines as the attainment of sales force goals in an effective and efficient manner through: o Planning o Staffing o Training o Leading o Controlling firms resources. Strategic Role. Image Guidelines 4. And, The area manager handles a few sales managers. Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships Sales management interfaces with the distribution channels and the external public. The basic function and role of selling is to generate sales and earn revenue for an organization. Marketing as a Discipline: 5. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! The other environmental issues taken into account include the legal and political environment, social and cultural environment, the technological and natural environment, and the prevailing economic environment. The call frequency (number of calls on an account per year) is assessed for each category of customer. Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. You consent to our cookies if you continue to use our website. We are proud of our vibrant, incl Looks like youve clipped this slide to already. Higher executives are concerned with the overall policy or control just by exception. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. A sales manager evaluates the performance of team members and attempts to increase sales performance. These order cycles are linked to payment cycles also, whereby the cash is automatically transferred to the sellers account from the buyers account and there is no need for a follow-up to realize the sales proceeds. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. The real sales activity now is in retaining customers rather than just closing the sales. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. In India they are called pheriwallahs. Tap here to review the details. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. These cookies will be stored in your browser only with your consent. An in-depth explanation of sales management. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. Before uploading and sharing your knowledge on this site, please read the following pages: 1. Step 4. Sales objectives are reviewed to examine where we stand today, how we travelled up to this point, where we are headed to, and how to reach there. Due to non-personal form of business and increasing distances between the manufacturers and customers, sales organizations are now emphasizing more on quality consulting skills to solve the customers problems. Various legislations governing different countries influence the business decisions of enterprises. By clicking Accept, you consent to the use of ALL the cookies. The modern concept of sales management revolves around the development of human resources. Everything you need to know about sales management. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. As the business is going global and the virtual organizations have made it possible for the small firms to compete with large firms, a global, multicultural workforce is emerging. It helps marketers to realize a variety of objectives. There are five factors that influence the job performance and behaviour of salespeople. management Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. This website uses cookies to improve your experience while you navigate through the website. Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Sales management originally referred exclusively to the direction of the sales force. The cookie is used to store the user consent for the cookies in the category "Performance". Designing compensation plan and control systems, 7. Marketing is a Specialized Business Function: 4. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Do not sell or share my personal information, 1. This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. Sales Management and Control. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. In smaller organizations, the informal control works. Activate your 30 day free trialto continue reading. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides Sell More Efficiently with FunnelFLARE! The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. We've encountered a problem, please try again. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. Conglomerates are often large and multinational . Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Privacy. Study Resources. 3. Analytical cookies are used to understand how visitors interact with the website. This has reduced the role of the salesperson as an order taker. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Jatin Vaid. This has changed the selling process from transactional selling to relationship selling. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. More and more salespeople can now work from their homes through computers, faxes, copiers, voicemails, and cellular phones. All rights reserved. Controlling and guiding the sales force is one of the important activities of management. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. 2. The actual performance is then measured. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. Sales Management Nature of Marketing 1. Click here to review the details. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. 21.4k views 16 slides Sales Management Tribhuvan University 7.1k views 39 slides Sales management Shoeb Rahman 2.7k views 83 slides Sales management 1 Rupam Chakraborty 1.3k views 18 slides Unit 3 Sales Management Mansi Tyagi We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. Newer technology has made it possible to automate the sales force. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. Marketing is a part of the total Environment: 2. Marketing is a System: 6. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Professional Buyers. Addition of new distributors and dealers in unrepresented market. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. Click here to review the details. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. His ability to handle situations like this will decide his success level. On many occasions their job behaviour is influenced and sometimes constrained by the environmental factors such as the situation in the market, the level of competition, the market demand for the category, and the condition of the economy in providing consumption power to the end-users. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. Previous Performance and Setting Targets. Professor at GHIMR, Nagpur University. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. This added commitment means that resources must be stretched or new methods of sales effort and services be found. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. In the industrial sector, software companies have turned to cross-functional selling for the sale of enterprise-wide solutions. Emerging Trends 10. Content Filtration 6. You can read the details below. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. 2. The incidence is on buyer as a transaction is analysed on the basis of economic value. He arranged frequent sales meetings that served the double purpose of training and socialization. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. The cookie is used to store the user consent for the cookies in the category "Analytics". Importance of Sales Manager. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. 4. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Increase in sales from existing customers like dealers and direct consumers, 4. Asst. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. A company such as priceline(dot)com in the US uses a Web-based sales model and practices reverse auctioning as a successful method of selling. According to Mr. Mukesh Ambani, business in the new world is a place where you can earn profits and also better the living conditions of the people by practicing the role of a responsible corporate citizen. The scope of sales management is very important and drives the whole sales system. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne Adoption of a selfishly sound but defensible sales policy. Sales policies are subject to review in the light of the situation. The Web-based technology has improved their virtual presence on the job in the form of faster reporting and better information feed to the organization. Sales management came to be defined by AMA (American Marketing Association) as: The planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Mass media can be involved with these pranks, which may be revealed as such the following day. The sales planner must take into account the influences and constraints imposed by the external environment. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Order taker existing customers like dealers and direct consumers, 4 rely more on retaining rather... To achieve the objectives of human resources sale deal knowledge on this site, please try.. Of training and socialization products or services its office equipment and photocopiers in the form of faster reporting and information. Improve the productivity and efficiency level of commitment from sales resources to ensure that customer needs and wants met... On the basis of Economic value process from transactional selling to relationship selling and customer management! The primary job of their own and depending on outside salespeople have sales problems unique to themselves approached persuaded! The incidence is on buyer as a company was found bribing people for its! These pranks, which may be revealed as such the following pages:.! Cookies will be stored in your browser only with your consent contribution, opportunity and...: Quantitative objectives ( Short-term ) Qualitative objectives ( Long-term ) on account. 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