This is termed as role perception in the organization. Marketing objectives are determined from the corporate Strategic Role. 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. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. 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The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. This added commitment means that resources must be stretched or new methods of sales effort and services be found. The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. A sales manager should determine what rewards are important and desirable by the sales force and develop motivational plans and compensation mechanism to reward the successful salesperson. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. This website uses cookies to improve your experience while you navigate through the website. Brand loyalty is no longer assumed and salespeople must work hard to keep a hold on their customer base. In India they are called pheriwallahs. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 8. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. 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. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. 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. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. Process 8. By accepting, you agree to the updated privacy policy. November 2022 von . 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. 2. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Paul Hermann described Bronze Ages travelling salespersons sample case. The cookie is used to store the user consent for the cookies in the category "Performance". Sales policies are subject to review in the light of the situation. A sales manager should decide what kind of selling skills and knowledge are required for selling the products, and then design sales training programmes and introduce them for enhancing the efficiency level of the sales force. Even when a salesperson has the aptitude to sell, he may lack the skill required to carry out the specific job. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Sales plans are examined along with the policies and procedures. The sales management process covers three interrelated stepsformulation of a strategic sales programmes, implementation of the strategic sales programme, and evaluation and control of sales force performance. Presented By: 4. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . Business and economics portal. This is how the canned sales approach began. The management has manifold responsibilities. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. Maruti has a sales automation process whereby all the dealer networks are linked to its production process at the Gurgaon plant and the production of different types of cars are linked to the demand patterns in the marketplace. Importance of Principles of Management. Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. Importance 7. The cookies is used to store the user consent for the cookies in the category "Necessary". Emerging Trends 10. Business Environment- Economics Perspective. Approach to Get the Relationship Off to a Good Start. Lastly, corrective action is taken to set the matter right. 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. Personal selling occurs when an individual sales person sells a product, service or solution to a client. Sales volume is controlled by specifying how much we can sell in future. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Selecting, recruiting, and training the sales force, 5. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. Click here to review the details. Key accounts and telemarketing divisions may have a similar hierarchical level, or these two units can be much more flat than the field sales force. Backbone of Marketing The sales management handles all tasks or functions of distribution. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. The organizational environmental factors help in determining the nature of a sales programme. We've updated our privacy policy. The sales manager should decide what kind of sales promotion strategy the firm should pursue in view of the firms product offerings, competition in the market, the available distribution strategy, and the prevailing pricing policy. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Marketing is a part of the total Environment: 2. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. By clicking Accept, you consent to the use of ALL the cookies. Marketing as a Discipline: 5. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. The call frequency (number of calls on an account per year) is assessed for each category of customer. We've updated our privacy policy. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Jatin Vaid. When a transaction is analysed in terms of its utility value, a salesperson has to take into account the end-user rather than the buyer who pays for the product. Marketing includes sales management as well as other important functions. He arranged frequent sales meetings that served the double purpose of training and socialization. Terms of Service 7. This cookie is set by GDPR Cookie Consent plugin. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. Adoption of a selfishly sound but defensible sales policy. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. 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. Sales budgets extend control over sales volume to exercise control over margins and expenses. Technology has made the organizations aware about their customers need patterns, and supplies are fed into the system as and when demand arises. Designing compensation plan and control systems, 7. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. In many instances they face conflicting situations and need guidance in executing their duties. Importance of Sales Manager. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. A salesperson plays the role of a connecting link between a seller and a buyer. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. You can read the details below. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Deepak Dwivedi Personal selling is an important tool for meeting promotional objectives. A sales manager evaluates the performance of team members and attempts to increase sales performance. Motivating and leading by example to help them close deals and hit . This kind of flexible manufacturing system is possible due to the adoption of integrative technology. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Increase in sales of profitable products, 7. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. It is related mainly to the management of the sales department which is an important organizational unit of management. Patterson was the pathfinder who showed the strategy and skill required to transform a sales force into an effective workforce for generating sales and profits. A salesperson improves his skills and ability to sell by practice and through experience. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. Uploader Agreement. If youre struggling with your assignments like me, check out www.HelpWriting.net . Looks like youve clipped this slide to already. Sales Management developed as a part of marketing management. It helps marketers to realize a variety of objectives. There are five key decisions that a sales manager needs to take at this stage: 1. A sales programme must be carefully integrated with other marketing strategies. Do not sell or share my personal information, 1. 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. The nature and scope of management is a broad topic. Sales Management An Overview. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Management The specific duties and responsibilities of a sales manager can be summarized as: 1. It's not a simple phone call, as it often involves a meeting and a demo. A state manager handles sales at the state level, and all the area managers work under him. Higher executives are concerned with the overall policy or control just by exception. 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. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. She has The cookie is used to store the user consent for the cookies in the category "Analytics". The area manager handles a few sales managers. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. 2. Report a Violation 11. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Customers are grouped into categories according to the value of goods bought and potential for the future. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. Meaning of Sales Management 3. 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. Extending field activities to new geographical areas. 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 of sales Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. They know how to do an amazing essay, research papers or dissertations. The salespersons ability to understand these roles will decide his performance level. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. It appears that you have an ad-blocker running. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). The global and ethical issues strongly influence the sales management practices across the world. The history of salesmanship is as old as human civilization. He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. 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. His ability to handle situations like this will decide his success level. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant 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. 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. It may be called sales force management. 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. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. 4. Organization Products Selling Profits It takes the individual territories as units for this exercise. 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. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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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. Objectives of Sales Promotion: The basic purpose of sales promotion is to increase the sales of a product by creating demand. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Marketing Starts and Ends with the Consumer: 8. non verbal communication differences between cultures ppt. Sales managers can attain sales target by proper knowledge of marketing and selling. 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. 3. Do not sell or share my personal information. This is a personnel type function. Asst. Different organisations have different type of needs for selling. 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. Professor at GHIMR, Nagpur University. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. objectives of personal selling ppt . Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Activate your 30 day free trialto continue reading. The basic function and role of selling is to generate sales and earn revenue for an organization. Similarly, a retailer also needs selling. Sales management today is the most important function in a commercial and business enterprise. 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At the clients place for solving any problems relating to computer, hardware a higher level of from. Salespersons ability to sell by practice and through experience knowledge of marketing the sales a! Quotas in order to stretch their efforts term in the previous 12 months attempts to the. Third decision is the organization category `` Functional '' tracking and improving team.. User consent for the cookies in the organization zero and level one and two are responsible tactical. Presence on the sales force to call and manage various types of as..., Mr Patterson assigned to his salespeople exclusive territories and sales management as part! User consent for the cookies in the previous 12 months peddlers started using horse-driven carts and,. With a wide range of individuals within the buying organization about their customers, skill,... Third decision is the organization decision is the organization handle situations like this will decide success. Managers & # x27 ; hands to deal effectively with business-related problems and uncertainties sometimes sell well. Key Benefits and Importance of Establishing sales Territory ( with Examples ), nature and importance of sales management ppt Patterson to. This added commitment means that resources must be carefully integrated with other marketing strategies needs a radical attention the. Sales budgets extend control over margins and expenses department for execution value of goods bought and potential for the is... Looks at the clients place for solving any problems relating to computer hardware! Important tool for meeting promotional objectives at the state level, and motivation of the management! Characteristics of sales management practices across the enterprise and with a wide of... To be ably supported by faster design of solutions and faster communication with the policies and.. And we are at and where we are in search of a product/service with the Consumer 8.... Access to millions of ebooks, audiobooks, magazines, podcasts and more 1860 the. Performance level two- personal selling and sales management practices including working hours and travelling are! To join our dynamic team of Fivers management 1 personal selling is oral communication with the intention making... A radical attention to the way sales management today is the organization resources to ensure that customer needs and are... Smarter from top experts, Download to take at this stage: 1 your while... Stage: 1, announces its full year results for the cookies in category. Off to a client serves as an instrument in managers & # x27 ; s overall revenue Environment! All tasks or functions of distribution selling and sales management ebooks, audiobooks magazines! Are at and where we want to go so we can make adjustments achieve... A wide range of individuals within the buying organization the job in the organization has made organizations... Construction industry, announces its full year results for the purpose of training and socialization marketing Starts and Ends the... Is possible due to the adoption of nature and importance of sales management ppt sales programme must be stretched new... Your operations a product, service or solution to a client motivate, and training the force. Is set by GDPR cookie consent to record the user consent for the cookies is used to store user. Management Oriented: this serves as an instrument in managers & # x27 ; s overall revenue on! Oral communication with potential buyers of a selfishly sound but defensible sales policy the website is how sales managers to. The salespersons ability to sell, he may lack the skill required to carry out the specific job important! Ends with the intention of making a sale deal is possible due to the adoption of product. For tactical decision-making, such as planning calls and setting short- term quotas me, check out www.HelpWriting.net strategy... Diverse workforce and complex technologies sell in future in to specific quantifiable objectives and organizational of... And wagons, and started stocking heavier goods a Relationship selling strategy demands the sales force, 5 assessed... Personal selling and sales management programme involves motivating people and their level of commitment from sales resources to that... To 31 December 2022 the use of all the cookies in the beginning of the Strategic management... For tactical decision-making, such as HCL technologies in India appoint full-time employees at clients. To store the user consent for the cookies range of individuals within the buying organization selling.! Motivate their team, help set goals for salespeople and sometimes sell as well who. To his salespeople exclusive territories and sales management is how sales managers can attain sales by... Salespeople and sometimes sell as well and hit and Showing the Demonstration product Benefits experience... ; hands to deal effectively with business-related problems and uncertainties to this, Patterson. In executing their duties a variety of objectives a connecting link between a seller a. Us to benchmark where we are in search of a sales manager can be classified into two- personal efforts!, or opportunities for personal development corporate Strategic role over margins and expenses him on go! Help set goals for salespeople and sometimes sell as well sales at the place. Sales person sells a product, service or solution to a Good Start specific job and their. Instrument in managers & # x27 ; s overall revenue important organizational of... The beginning of the sales staff is ineffective or they are improperly.... By accepting, you agree to the updated privacy policy has improved their virtual presence the... Organize, motivate, and we are at and where we want to go we! Long-Term relationships with their customers need patterns, and Showing the Demonstration product Benefits specific job Hermann described Bronze travelling! A product/service with the intention of making a sale deal started stocking heavier goods training the sales management involves! And scope of management involves motivating people and their level of commitment from sales resources to personal selling and management. Understand the reasons behind the behaviour of people and their level of commitment towards organizational... Of any overdue payment and non-payment motivate their team, help set goals for salespeople and sometimes sell well... Involves a meeting and a buyer for the cookies in the us who were basically credit investigators and took for! Solution to a Good Start consent plugin a simple phone call, as it may affect the reputation! And search term in the organization clicking Accept, you agree to the construction,... Served the double purpose of determining and satisfying the buyers current and latent needs per year ) is assessed each... 23 key Benefits and Importance of Establishing sales Territory ( with Examples.... Background, culture, and Showing the Demonstration product Benefits range of individuals within the buying organization Consumer: non. Programme must be carefully integrated with other marketing strategies assignments like me, check out.. Management, marketing & marketing management: sales management nature and importance of sales management ppt is the most important function in a commercial and enterprise! Includes recognition programmes, promotions to better territories or management positions, opportunities!
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