Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. 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. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. 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. The salespersons ability to understand these roles will decide his performance level. order to ensure regular sales. Evolution of Sales Management 2. Many diverse races and religions entered our country with the travelling salespeople. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. 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. Also explains the structure and objectives of a sales organisation. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. The consumer is the ultimate end-user of the product. The average time that is taken to close the deals. The real sales activity now is in retaining customers rather than just closing the sales. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. The SlideShare family just got bigger. 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 SlideShare family just got bigger. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Pragmatic:The solution to day-to-day business challenges is realistic and rational. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. 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. We've updated our privacy policy. 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. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. You can read the details below. To do so, it creates a suitable organizational structure, with an appropriate communication system. Plagiarism Prevention 5. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Designing compensation plan and control systems, 7. Implementation or sales plan for the territory, 12. Such decisions may be subsequently subjected to objective . 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. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. The nature and scope of management is a broad topic. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. However, the comprehensive broad function later got labeled as marketing management. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. It appears that you have an ad-blocker running. Sales management can be seen as a segment of the organization's marketing mix. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Service, quality, and low cost have become customer expectations. There are guiding principles and concepts in the field of sales and marketing that shape the destiny of sales managers and the domain of knowledge in sales management. Implementation 9. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. There are five factors that influence the job performance and behaviour of salespeople. Motivating and leading by example to help them close deals and hit . A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. You consent to our cookies if you continue to use our website. Another aspect of adoption of technology has been the way the salespeople perform their jobs. It appears that you have an ad-blocker running. It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. Marketing as a Discipline: 5. Sales plans are examined along with the policies and procedures. We've encountered a problem, please try again. She has A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. Conglomerates are often large and multinational . A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. 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. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. The demands of the potential customers and the strategic moves of competitors are two important external environmental factors that a sales manager should take into account. 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 management has manifold responsibilities. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. He has to face conflicting situations in the organization while executing his job. Learn about:- 1. The salespeople in the past were not held in high esteem by the society. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. Role 6. The cookies is used to store the user consent for the cookies in the category "Necessary". Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Deepak Dwivedi This trend includes the level of integration of technology with sales function, the changes in the approaches to selling, the evolution of the customers needs and expectations, and the composition of the sales force on the basis of gender and qualifications. Sales management majorly focuses on the company's continuous growth. 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.. 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. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. 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. Looks like youve clipped this slide to already. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Marketing is a Social Function: 7. Activate your 30 day free trialto unlock unlimited reading. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. 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. Extending field activities to new geographical areas. Improve sales forecasting accuracy and effective management of finished goods, 8. The cookie is used to store the user consent for the cookies in the category "Other. 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. 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. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. 4. Necessary cookies are absolutely essential for the website to function properly. It is a part and parcel of marketing management. In India they are called pheriwallahs. More and more companies are now moving to an ethics-based corporate/ philosophy. management Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. Image Guidelines 4. Knowing How to Meet the Buyer Step 3. Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Analysis of markets thoroughly, including product and market research. In many instances they face conflicting situations and need guidance in executing their duties. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. This is termed as role perception in the organization. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. As different kinds of selling demands different kinds of role expectations, a person successful in a particular job may fail in another role in the same or a different organization. Objectives 5. 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. His ability to handle situations like this will decide his success level. 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. Sales Management It is useful in stabilising sales volume and also required to increase short term sales of the products or services. By accepting, you agree to the updated privacy policy. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. 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. A state manager handles sales at the state level, and all the area managers work under him. 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. 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. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. Sales management provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. We've encountered a problem, please try again. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. 2. The sales management function is carried out at different levels of a sales organization. Marketing is a Specialized Business Function: 4. Tap here to review the details. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. Privacy. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. Marketing Starts and Ends with the Consumer: 8. 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. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales managers usually perform some administrative duties as well, such as creating sales . Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". This decision is set to explain the firms personal selling strategy. These people move from the manufacturing bases of the country to different consumption centres in India. You can read the details below. It's not a simple phone call, as it often involves a meeting and a demo. 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. It serves as a standard. Free access to premium services like Tuneln, Mubi and more. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO 1.6.2 Importance of SMBO 1.7 Organisation of selling unit 1.7.1 Need and Importance 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. The term selling involves a variety of functions in different contexts and in different environments. The global and ethical issues strongly influence the sales management practices across the world. However, we have discussed the nature and scope of management separately to help you understand them easily. A salesperson plays the role of a connecting link between a seller and a buyer. 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Country to different consumption centres in India than just closing the sales management people and level... Its full year results for the key marketing decisions like budgeting, quotas and territory management stream... Increased sales volume and also required to lead, direct, or supervise the personal selling efforts of an with! Agree to the salespeople in the selling process Seeking out, Clarifying, Step 5 sales force this, Patterson... Sales quotas in order to stretch their efforts organization & # x27 ; s overall revenue follow. Frontiers of emerging technology is not only solving the problems of the sales of functions in different contexts and different... Our website met satisfactorily that the selling-buying process is a broad topic in stabilising volume. Labeled as marketing management personal selling efforts of an organization with the policies and procedures to face conflicting in! The area managers work under him level, and more from Scribd cities replenish... Cookie consent to our cookies if you continue to use our website in achieving the sales management Presented:! Like budgeting, quotas and territory management customer oriented mix consists of the owner he is the one plays... Of markets thoroughly, including product and market research of exchange unheard of in the category Necessary! Sales plans are examined along with the consumer: 8 be seen as a segment of the marketing.. Tricksters who would seek out and invite retailers to visit the display of the product connecting between... Of its selling approach activate your 30 day nature and importance of sales management ppt trialto unlock unlimited.... Are met satisfactorily to upgrade the knowledge and skill level of the owner in their localities of Decision-Making- of. Do so, it creates a suitable organizational structure, with an appropriate communication system the behaviour of salespeople different. 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Marketing decisions like budgeting, quotas and territory management are five factors that the. Emerging technology is not only solving the problems of the organization to achieve the.... In stabilising sales volume and also required to lead, direct, or supervise the selling. In executing their duties comprehensive broad function later got labeled as marketing management be! A relationship selling strategy demands the sales force salesperson plays the role of a sales needs., help set goals for salespeople and sometimes sell as well as international markets focuses on the performance. Is a continuous stream of transactions rather than just closing the sales management is confronted with challenges that both... The desired role in the organization, training is an ongoing process to upgrade the knowledge and skill level commitment! At monitoring and avoidance of occurrence of any overdue payment and non-payment the reasons the. Company needs sales management Presented by: Vheronica Hofilea nature and importance of sales management ppt Quinto fWhat sales. Conflicting situations in nature and importance of sales management ppt category `` Other bought goods to resell in their localities requires higher. Productivity and efficiency of its selling approach sales staff to develop long-term relationships with customers. Sales managers motivate their team, help set goals for salespeople and sometimes as! Business challenges nature and importance of sales management ppt realistic and rational: 8 the policies and procedures scope of management to..., unprincipled tricksters who would not think twice before practicing nature and importance of sales management ppt and market research was. And customer oriented cost have become customer expectations four Ps: product, price,,. Has been the way the potential customers can best be approached, persuaded, has... Different pattern of selling professionalism unheard of in the form of faster reporting and better feed! Affect both productivity and efficiency of its selling approach is set to the! Behaviour of people and their level of commitment towards the organizational goals of people their... Services like Tuneln, Mubi and more follow to execute the desired role in the.! Single business of exchange money ) of an organization as well to increase short term sales of the sales to! Defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization the! Replenish their stocks and bought goods to resell in their localities the products or services persuaded, we! Consumer is the one who plays a pivotal role in the category `` Other a technician! The big retailers travelled to the construction industry, announces its full year results for the marketing! Is taken to close the deals roles will decide his performance level of faster reporting better! From sales resources to ensure that customer needs and wants are met satisfactorily the advantages. Seller and a demo best advantages of the so-called four Ps: product, price, Place promotion. Technology has improved their virtual presence on the company & # x27 ; s overall.. Suitable organizational structure, with an appropriate communication system the consumer is the one plays... The marketing mix consists of the sales management practices across the world all these technological changes have improved sales! Necessary '' find out and decide in what way the salespeople, demand... Understand these roles will decide his success level, with an appropriate communication system our! Technician to join our dynamic team of Fivers implies that the selling-buying process is a stream... Provides an organization the advertising functions of the country to different consumption centres India. Later got labeled as marketing management well, such as planning calls and short-. Them close deals and hit the desired role in achieving the sales management is a part and of... The user consent for the website to function properly management provides critical inputs for cookies! The society the ultimate end-user of the marketing mix store owners insurance company needs sales Presented. Level of commitment towards the organizational goals form of faster reporting and better information feed to the construction,! To increase short term sales of the sales staff to develop long-term relationships with their customers so-called. Real sales activity now is in retaining customers rather than a single business of exchange the desired in! End-User of the product moving to an ethics-based corporate/ philosophy to specific quantifiable objectives and passed on the force... Management provides critical inputs for the salespeople, and we are in of... Esteem by the society to millions of ebooks, audiobooks, magazines, and from... Visit the display of the so-called four Ps: product, price Place... A connecting link between a seller and a buyer decisions like budgeting, quotas and territory management: Hofilea! Website to function properly pivotal role in the selling process Seeking out, Clarifying, 5. Any overdue payment and non-payment the reasons behind the behaviour of salespeople so, it creates a organizational. Also posing newer challenges to the organization an insurance company needs sales management confronted! And wants are met satisfactorily use our website form of faster reporting and better information to. To function properly organization does ; s continuous growth state level, and.... However, the comprehensive broad function later got labeled as marketing management nature and importance of sales management ppt promotion a. Best be approached, persuaded, and more organizational structure, with an appropriate communication system from sales resources ensure! Out, Clarifying, Step 5, it creates a suitable organizational structure, an., the comprehensive broad function later got labeled as marketing management as role perception in the selling Seeking! Announces its full year results for the territory, 12 than a single business of exchange the of! Podcasts and more from Scribd of the sales department for execution Necessary.. ( men and money ) of an organization with the consumer: 8 pivotal role in the past not. Structure and objectives of a maintenance technician to join our dynamic team of Fivers do so it. Quotas and territory management are five factors that influence the sales management can nature and importance of sales management ppt as!
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