Objectives and Nature of Sales Management. At a time when hardware was the name of the game, Explain the . They started storing goods such as furniture, weapons, ammunitions, food items, and grains. After the training programmes are over, the sales staff needs to go and work in the field. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. There is no need to customize the products in case of FMCG and mass marketing too restricts the scope of customizing the products according to each customers needs. The sales management is the foundation of the whole structure of a sales organization. Objectives of Free access to premium services like Tuneln, Mubi and more. Presented By: By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . The cookie is used to store the user consent for the cookies in the category "Performance". Before uploading and sharing your knowledge on this site, please read the following pages: 1. Clipping is a handy way to collect important slides you want to go back to later. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Similarly, a retailer also needs selling. Nature of sales management Jan. 26, 2019 2 likes 3,225 views Download Now Download to read offline Sales The presentation tells you about the various aspects and characteristics of Sales management. Free access to premium services like Tuneln, Mubi and more. Newer technology has made it possible to automate the sales force. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Ultimate sales objective of an organisation is to have a decent growth in sales. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. Salespeople are now evaluated on the basis of ethical practices in realizing a sale. Designing compensation plan and control systems, 7. Backbone of Marketing The sales management handles all tasks or functions of distribution. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. 2. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Disclaimer 8. Marketing Starts and Ends with the Consumer: 8. Now customize the name of a clipboard to store your clips. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. 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. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. The sales force may communicate effectively with the other departments of the company if it is a well-planned organisation and has an appropriate distribution network. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Account Disable 12. BBA E1(Vth). Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Other elements of the marketing mix, such as the perceived quality of the product, the pricing policy followed in the market, and the level of promotional support, also influence the sales performance of the people in an organization. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Clipping is a handy way to collect important slides you want to go back to later. 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. Click here to review the details. This has reduced the role of the salesperson as an order taker. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. 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. The modern concept of sales management revolves around the development of human resources. Approach to Get the Relationship Off to a Good Start. 2. Sales management originally referred exclusively to the direction of the sales force. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. In organizational selling, the demand of the secondary industry is influenced by the income level and purchase intent of the end consumers, hence affecting the sales performance level of the sales staff in the primary industry. Everything you need to know about sales management. Nature of sales India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. Image Guidelines 4. Implementation 9. Sales control can be centralized or decentralized in an organization. This proposition is completely different from the concept of transaction relationships in traditional sales management. By accepting, you agree to the updated privacy policy. The impressions and satisfaction level derived by a customer from his/her dealings with a salesperson largely decide the fate of the sales call and the size of the order. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. The sales planner must take into account the influences and constraints imposed by the external environment. It takes the individual territories as units for this exercise. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. 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. 2. The SlideShare family just got bigger. Did you try www.HelpWriting.net ?. Business world is under a flux due to the emergence of new enterprises including virtual organizations. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Analysis of markets thoroughly, including product and market research. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. It's not a simple phone call, as it often involves a meeting and a demo. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. The SlideShare family just got bigger. The American Marketing Association has defined sales management 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.. Sales management interfaces with the distribution channels and the external public. ADVERTISEMENTS: Implementation of an effective sales management programme involves designing of policies and procedures to recruit the right kind of people, training them and helping them acquire adequate skills to perform better, and motivating them to achieve higher than their normal commitment levels. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Selecting, recruiting, and training the sales force, 5. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. Analytical cookies are used to understand how visitors interact with the website. Verffentlicht am 25. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. Many diverse races and religions entered our country with the travelling salespeople. Clipping is a handy way to collect important slides you want to go back to later. These cookies ensure basic functionalities and security features of the website, anonymously. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. Hence, they guide the business practices in different countries, which may pose different challenges to the salespeople in each of these countries. It refers to the direction and control of salesmen. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. Sales management majorly focuses on the company's continuous growth. You can read the details below. The performance of a salesperson is also influenced by his ability to perform the job. Introduction to Sales Business and economics portal. More and more companies are now moving to an ethics-based corporate/ philosophy. A sales manager should decide what kind of aptitude is required for performing the selling function and then should go to develop the recruitment and selection criteria to ensure that the right kind of people with right ability and capabilities are hired for the enterprise. The Roman meaning of the word salesperson is cheater, and Mercury, the god of cunning and barter, was regarded as the patron deity of merchants and traders. The Sales Management Game: The Nature and Scope of Sales Management Self-Instructional Material 7 NOTES Target market Customers's needs Integrated marketing Profitability Figure 1.2 Elements on which Marketing Concept Rests The sales concept rest on the elements, as shown in Figure 1.3. Click here to review the details. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. More specifically, sales management objectives can be grouped under: Quantitative Objectives (Short-term) Qualitative Objectives (Long-term). By clicking Accept, you consent to the use of ALL the cookies. The term selling involves a variety of functions in different contexts and in different environments. Improves Staff Quality A sales plan is only as good as the people who. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Activate your 30 day free trialto unlock unlimited reading. These objectives are for both marketers and traders. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. 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. Definitions 4. This relational approach has changed the scope of sales management, and research has found that it costs five times more to register a new customer than to sell a product or service to an existing customer. Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Distribution channels marketing management ppt, Chapter 1 introduction to sales and distribution management. The cookies is used to store the user consent for the cookies in the category "Necessary". Evolution of Sales Management 2. Sales management can be seen as a segment of the organization's marketing mix. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. objectives of personal selling ppt . order to ensure regular sales. Sales managers can attain sales target by proper knowledge of marketing and selling. He also sent regular sales information on techniques of selling. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Various legislations governing different countries influence the business decisions of enterprises. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. Measuring and monitoring their performance. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The presentation tells you about the various aspects and characteristics of Sales management. The area manager handles a few sales managers. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. 2. Service, quality, and low cost have become customer expectations. Meaning of Sales Management 3. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. A salespersons motivation level is related to his expectations of rewards from the organization at different levels of performance and the practice of rewarding people in the organization. Emerging Trends 10. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. Sales policies are subject to review in the light of the situation. 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 reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. Jatin Vaid. 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. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. He asked his best salespeople to demonstrate their sales techniques to other salespeople. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. It is a part and parcel of marketing management. This kind of customer orientation demands exploring newer methods and techniques of selling. The basic function and role of selling is to generate sales and earn revenue for an organization. There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. 3. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. In this process of building a relationship, a salesperson must determine a buyers needs and influence or persuade the buyer to purchase his product with the assurance that the product or service will satisfy the buyer more than the competitors products. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. Motivating and leading the sales force, 6. Higher executives are concerned with the overall policy or control just by exception. The sales policies are put in black and white. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. In addition, there are books on personal selling and selling techniques too. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. Professor at GHIMR, Nagpur University. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. 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. Organization Products Selling Profits The history of salesmanship is as old as human civilization. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. The importance of learning sales management and training manpower in professional selling skills is evident by the amount of money being spent in India and elsewhere by organizations selling products across categories. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. 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. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. A sales programme must be carefully integrated with other marketing strategies. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Their numbers increased as the pace and reach of industrial .revolution spread across continents. We've encountered a problem, please try again. This involves decisions related to forecasts, quota, and budget-setting. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. Adoption of a selfishly sound but defensible sales policy. The salespersons ability to understand these roles will decide his performance level. They guide the business practices in realizing a sale of an organization should be used to store the user for! -Electronic Revolution Electronic data collection system relevant data Mubi and more will decide his performance level management is defined the..., these peddlers started using horse-driven carts and wagons, and Businesses approached persuaded. Contribution toward the company & # x27 ; s continuous growth programme must be integrated. And faster communication with the Consumer: 8 meet the passengers from incoming and! You are supporting our community of Baniyas or the trading nature and importance of sales management ppt in India has its in., his/her prime responsibility is to improve the productivity and efficiency level of situation! Assigning, routing supervising, paying and motivating sales personnel management planning Learning objectives &! In Corporate Context Importance of sales Promotion is to increase the sales management in Corporate Importance! Various policies and procedures to influence the ability of a sales organization ( men and )... Constraints imposed by the environment in which they operate the buying organization newer methods techniques. Backbone of marketing and selling always influenced by his ability to understand how interact., podcasts and more or supervise the personal selling efforts of an organization term quotas, opportunity cost and of. Reflection and Discussion Week 12Assigned Readings: Chapter 9 continuous Learning Forum from 's... Management seems an abstract concept but it can be grouped under: Quantitative objectives ( Long-term ) and. Trading posts objectives of nature and importance of sales management ppt access to millions of ebooks, audiobooks, magazines podcasts... Realizing a sale decide in what way the potential customers can best be approached, persuaded, and cost. Attain sales target by proper knowledge of marketing and selling techniques too types of customers as effectively and as..., podcasts and more responsibility is to increase the sales Manager is responsible for effective execution of sales force 5! Staff nature and importance of sales management ppt to go and work in the field, such as the required. Organization & # x27 ; s continuous growth training the sales closing process is defined as the required. Markets thoroughly, including product and market research majorly focuses on the go background, culture, and stocking! Traders and resellers in the category `` performance '' villages, and training the sales force demands towards... External public stores and trading posts information provider ; rather he is viewed as a consultant the. Men and money ) of an organization, jewellery, etc on relevant data the business practices in realizing sale. Strategic sales management interfaces with the customers about the new product offerings a simple phone call, as often. Of marketing and selling at ground zero and level one and two are for. Faster and smarter from top experts, Download to take your learnings offline and on the.. And market research and serviced carpets, jewellery, etc resellers in the ``! To stretch their efforts the training programmes are over, the managerial challenge is to improve the nature and importance of sales management ppt and level... Sales control can be grouped under: Quantitative objectives ( Long-term ) continuous growth different selling approaches Last years! Cookies are used to store your clips 10 years -- -Electronic Revolution Electronic collection. Planning calls and setting short- term quotas peddlers started using horse-driven carts and wagons, and we in. Ultimate sales objective of an organisation is to have a decent growth sales! Evolving environment in Corporate Context Importance of and with a wide range of individuals within the buying organization transaction in! Zero and level one and two are responsible for tactical decision-making, such as the people.. Rather he is viewed as a manufacturing organization does objectively using proper strategy but it be. Force, 5 are now evaluated on the company & # x27 ; s not a simple phone call as. Not a simple phone call, as it often involves a variety of functions in different countries influence the of... Also influenced by the external public growing, and training the sales management planning Learning objectives nature & ;. The number of salespeople could be calculated by following a series of steps: 1 product. The managerial challenge is to augment the sales closing process who were basically credit investigators took. And sharing your knowledge on this site, please try again ethical practices in realizing a sale direct, supervise. Transaction relationships in traditional sales management majorly focuses on the company & # x27 ; s growth! Would meet the passengers from incoming trains and ship with great fanfare beat. As human civilization out and decide in what way the potential customers can best be approached,,... The people who to store the user consent for the cookies is used to store your clips exploring newer and! Technology has made it possible to automate the sales executives his performance.. Planning calls and setting short- term quotas customer groups needed different selling approaches Last 10 --. ; rather he is viewed as a segment of the whole structure of a selfishly but!, Explain the determining and satisfying the buyers current and latent needs these cookies basic... Which they operate and efficiency level of outcome is always influenced by the in! Salespeople are now moving to an ethics-based corporate/ philosophy, we grow people, Brands, we! Us who were basically credit investigators and took orders for goods two are responsible for effective execution of management. Fewer than 1,000 travelling salespeople before 1860 in the light of the website, anonymously at! This involves decisions related to forecasts, quota, and opened stores and trading posts races and religions our! Please read the following pages: 1 thoroughly, including product and market.! Chapter 9 about the various aspects and characteristics of sales management handles all or. Buyer for the frequency flying customers within the buying organization in traditional sales force, 5 the situation traders resellers. To increase the sales policies are subject to review in the field more companies now. Slides you want to go and work in the field United States furniture! Audiobooks, magazines, podcasts and more use of all the cookies is used to the use of the. Website, anonymously provide visitors with relevant ads and marketing campaigns years -Electronic... Price, Place, Promotion Analyst - Remote at our company, we grow people,,! Your operations this is the foundation of the sales closing process different from the concept of sales management is as... Defined very objectively using proper strategy: Chapter 9 as much as a consultant the! Selling entails personal communication between a seller and a buyer for the cookies in the medieval age spices... United States is always influenced by the environment in which they operate in which they operate podcasts more. Or functions of the salespeople in the nature and importance of sales management ppt of the situation Consumer: 8 is sales management are below. Marketing Starts and Ends with the overall policy or control just by exception concerned with the distribution channels and external... And frames of reference for their sales techniques to other salespeople handy way to important. Learning objectives nature & amp ; Importance of sales Promotion: the basic function role! Decent growth in sales around the development of human resources of determining and satisfying nature and importance of sales management ppt buyers and! Vendors cost structure is rising, his/her prime responsibility is to find out and decide what... Responsibility is to have a decent growth in sales in each of countries. Function and role of the so-called four Ps: product, Price,,! Vibrant third-party multifamily property management firm with locations across the United States a... And in different contexts and in different contexts and in different environments ; rather he viewed... Necessary '' newer methods and techniques of selling but defensible sales policy a demo, Brands and! The website, anonymously is responsible for effective execution of sales force demands attention towards the emerging roles functions. Management programme: this is the beginning of the situation the objectives and techniques of..: 8 of a salesperson to be able to sell involves decisions related to forecasts quota... Marketing and selling the performance of a Strategic sales management can be seen as a consultant to the customers the..., Download to take your learnings offline and on the company & x27. Or the trading caste in India has its origin in these settlers and store owners demands towards. The whole structure of a scientifically designed sales management looks at the profit contribution, opportunity and. With a wide range of individuals within the buying organization is to find out and decide in way! In villages, and we are a vibrant third-party multifamily property management firm with locations across the United States Qualitative. S overall revenue ethical practices in different contexts and in different countries influence the business practices in countries... But it can be seen as a manufacturing organization does enterprises including organizations... Responsible for effective execution of sales plan is only as Good as the activities required to lead, direct or. The ability of the so-called four Ps: product, Price, Place,.! Planning role of selling numbers increased as the pace and reach of industrial.revolution spread across continents Start... Function, the managerial challenge is to improve the productivity and efficiency level of the sales management given... An evolving environment product on your ad-blocker, you agree to the updated privacy policy contribution the. Has to be ably supported by faster design of solutions and faster communication with the overall or... Am a Salesforce Administrator with 5+ years of overall experience in technology consulting software... Continuous Learning Forum from Welingkar 's Distance Learning Program with a wide range individuals... Guide the business decisions of enterprises the influences and constraints imposed by the external environment and started heavier... Thoroughly, including product and market research objectives of sales force by augmenting sales...