5. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. This cookie is set by GDPR Cookie Consent plugin. ADVERTISEMENTS: Backbone of Marketing The sales management handles all tasks or functions of distribution. Key Benefits of Sales Force Management . Addition of new distributors and dealers in unrepresented market. Sales Management and Control. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Knowing How to Meet the Buyer Step 3. Marketing Starts and Ends with the Consumer: 8. We are proud of our vibrant, incl Free access to premium services like Tuneln, Mubi and more. The performance of a salesperson is also influenced by his ability to perform the job. Many diverse races and religions entered our country with the travelling salespeople. The cookie is used to store the user consent for the cookies in the category "Other. Expert Help. Sales management, according to the above definition, is the management of the sales force. The role of a sales manager in an organization has become strategic and formidable. 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 also allows for setting priorities, formulating policies, and making successful decisions. Controlling and guiding the sales force is one of the important activities of management. The organizational environmental factors help in determining the nature of a sales programme. 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. 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. Variations are deeply examined. 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. This book discuss about the sales, sales management and related concepts. 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. The control process starts by setting up performance standards. These cookies will be stored in your browser only with your consent. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. non verbal communication differences between cultures ppt. We've updated our privacy policy. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. 3. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne The salespeople in the past were not held in high esteem by the society. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . It is a part and parcel of marketing management. Marketing objectives are determined from the corporate Marketing is a System: 6. 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. Measuring and monitoring their performance. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. There are five key decisions that a sales manager needs to take at this stage: 1. 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. Do not sell or share my personal information, 1. The consumer is the ultimate end-user of the product. Implementation or sales plan for the territory, 12. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. The nature and scope of management is a broad topic. Analytical cookies are used to understand how visitors interact with the website. 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. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. In India they are called pheriwallahs. This has directly reduced the cost of maintaining a back-up sales force for these routine activities. We've updated our privacy policy. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. A sales manager must be very clear about his role in the organization. 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. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. The call frequency (number of calls on an account per year) is assessed for each category of customer. Introduction to Sales There are situations where a salesperson may have to perform the function of a delivery boy for a customer on a periodic basis, while in case of an advertising agency, a salesperson may have to carry out creative functions as well. You can read the details below. It may be called sales force management. objectives. Designing compensation plan and control systems, 7. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. These cookies track visitors across websites and collect information to provide customized ads. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Produce prefers to hire salespersons with excellent salesmenship skills. 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. The pack peddlers in India traded with the tribal Indians and exchanged knives, beads, and ornaments for furs, spices, salt, and handicrafts. Human and financial resources, the level of capacity utilization, and the innovation cycles prevailing in the environments can help and decide a companys ability to pursue particular types of strategies such as staying in the same market or expanding the market. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. Clipping is a handy way to collect important slides you want to go back to later. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. Various legislations governing different countries influence the business decisions of enterprises. Do not sell or share my personal information, 1. 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. 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. By accepting, you agree to the updated privacy policy. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. Evolution of Sales Management 2. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. This has reduced the role of the salesperson as an order taker. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. Learn about:- 1. Ultimate sales objective of an organisation is to have a decent growth in sales. The actual performance is then measured. Previous Performance and Setting Targets. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. Different organisations have different type of needs for selling. But opting out of some of these cookies may affect your browsing experience. 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. 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. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. He should know what he is supposed to do at the workplace. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Importance 7. Image Guidelines 4. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. In many companies, the salespeople are trained regularly to increase their knowledge regarding the emerging global competition and the application of technology in the selling function. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. The presentation tells you about the various aspects and characteristics of Sales management. 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. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Sales objectives may have to be revised in the light of the feedback received. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Meaning of Sales Management 3. Click here to review the details. A sales manager is a leader who oversees the sales team. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. A state manager handles sales at the state level, and all the area managers work under him. Now customize the name of a clipboard to store your clips. Finalizing sales force organization, size, territory, and quota, 4. 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. The cookie is used to store the user consent for the cookies in the category "Performance". This kind of customer orientation demands exploring newer methods and techniques of selling. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. The SlideShare family just got bigger. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. It's a more complicated version of a sales pitch, and usually, it happens when your sales team is trying to close a more lucrative deal. We've updated our privacy policy. It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. They know how to do an amazing essay, research papers or dissertations. As the level of hierarchy increases, more and more management functions get added on to the primary job of selling. Under this system, the vendors, with desired quality specifications, supply uninterruptedly to the organizations and the receipts for them are automatically cash transferred. Initially, sales management was equated with the sales force management. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. Sales Manager plays an important role in Small, Medium and large business. The results are compared with the standards set. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. 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