This added commitment means that resources must be stretched or new methods of sales effort and services be found. In the next phase, the drummers started visiting the customers place of business. Measuring and monitoring their performance. 3. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. ADVERTISEMENTS: 2. ADVERTISEMENTS: There are five key decisions that a sales manager needs to take at this stage: 1. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. The sales management process in any organization involves three interrelated and dynamic set of decisions and processes. 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. Tap here to review the details. Do not sell or share my personal information. 2. Sales management also organizes the selling effort. By clicking Accept, you consent to the use of ALL the cookies. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. A compensation programme involves financial and non-financial rewards. 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. Mass media can be involved with these pranks, which may be revealed as such the following day. Before uploading and sharing your knowledge on this site, please read the following pages: 1. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne 4. 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. The results are compared with the standards set. India was a great destination for traders and resellers in the medieval age for spices, carpets, jewellery, etc. 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. 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 pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. 3. 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. Organizations are adopting technology and integrating their businesses across the enterprise so that all the departments are aware about the changing need patterns of the customers and can gear up resource commitments towards satisfying customers evolving needs. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Dr. Amitabh Mishra. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Did you try www.HelpWriting.net ?. Click here to review the details. It takes the individual territories as units for this exercise. non verbal communication differences between cultures ppt. The SlideShare family just got bigger. It appears that you have an ad-blocker running. We've encountered a problem, please try again. The very nature of principles of management contributes to its importance. Sales objectives are derived from the marketing objectives These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Clipping is a handy way to collect important slides you want to go back to later. Sales Management Structures, systems, and processes are designed around customers to give them high value products and services, deliver more satisfaction to the customers, and retain customers for a longer period. Pre-approach About a Prospective Customer Before Making a Sales Call. This cookie is set by GDPR Cookie Consent plugin. Planning and control go hand-in-hand. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. It helps marketers to realize a variety of objectives. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. 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 Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 2. 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. Direct Privacy. The scope of sales management is very important and drives the whole sales system. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. You can read the details below. Jatin Vaid. 2. Nature of sales Activate your 30 day free trialto continue reading. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Motivating and leading the sales force, 6. 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. We are grateful to our community members who have come to share their experiences and learn from one another, and we look forward to continuing that tradition in the Collab community and through our partners at BT1 and around the diabetes community. A salesperson plays the role of a connecting link between a seller and a buyer. Sales objectives may have to be revised in the light of the feedback received. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Objectives of sales management are derived from the organizations marketing objectives. The basic function and role of selling is to generate sales and earn revenue for an organization. Personal selling occurs when an individual sales person sells a product, service or solution to a client. 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. In India they are called pheriwallahs. 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. 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. 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. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or A salespersons level of motivation is a function of his intrinsic desire to be successful and the extrinsic desire to obtain rewards from the organization for a given level of job performance. Now customize the name of a clipboard to store your clips. There are five factors that influence the job performance and behaviour of salespeople. Prohibited Content 3. 28 February 2023. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. 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. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. But opting out of some of these cookies may affect your browsing experience. Presented By: Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. 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. Step 4. Business world is under a flux due to the emergence of new enterprises including virtual organizations. The control process starts by setting up performance standards. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Importance of Sales Manager. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. It helps us to benchmark where we are at and where we want to go so we can make adjustments to achieve our goals. This is termed as role perception in the organization. The sales policies are put in black and white. A sales manager is a leader who oversees the sales team. Different organisations have different type of needs for selling. The sales planner must take into account the influences and constraints imposed by the external environment. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. However, the comprehensive broad function later got labeled as marketing management. Personal selling is an important tool for meeting promotional objectives. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. More and more companies are now moving to an ethics-based corporate/ philosophy. Activate your 30 day free trialto unlock unlimited reading. Backbone of Marketing The sales management handles all tasks or functions of distribution. By accepting, you agree to the updated privacy policy. 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. 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. 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. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Designing compensation plan and control systems, 7. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. Objectives of This has reduced the role of the salesperson as an order taker. About Us We are a vibrant third-party multifamily property management firm with locations across the United States. Person sells a product, service or solution to a client our dynamic team of Fivers the cookies toward. This forecasting has to be ably supported by faster design of solutions and communication... A vibrant third-party multifamily property management firm with locations across the United States is growing, and lead their reps! This site, please read the following day equipment and photocopiers in the US job performance and behaviour of.! Selling objectives and organizational deployment of resources to personal selling occurs when an individual sales person sells a product service. 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