The average time that is taken to close the deals. Terms of Service 7. 1 We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. The modern concept of sales management revolves around the development of human resources. The term selling involves a variety of functions in different contexts and in different environments. Professional Buyers. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? 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. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Sales management, according to the above definition, is the management of the sales force. non verbal communication differences between cultures ppt. 2. 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. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Sales Management seems an abstract concept but it can be defined very objectively using proper strategy. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. 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. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. We've updated our privacy policy. Sales budgets extend control over sales volume to exercise control over margins and expenses. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. In smaller organizations, the informal control works. The actual performance is then measured. Everything you need to know about sales management. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. 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. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. 3. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. It appears that you have an ad-blocker running. ADVERTISEMENTS: 2. The buyers are benefited as they get fresh shipments and their inventory carrying cost is lowered due to the suppliers attention to the needs of the buyers. By accepting, you agree to the updated privacy policy. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. Today, enough books are available, covering various aspects of salesstarting from books on sales management process to how-to-do-selling books. Copyright 10. 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. 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. Planning and control go hand-in-hand. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". Marketing objectives are determined from the corporate Sales Management Process Introduction to Sales Click here to review the details. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Marketing is a System: 6. Nature of Marketing 1. He should know what he is supposed to do at the workplace. 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. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Sales management can be seen as a segment of the organization's marketing mix. 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. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. The following are the important functions of a sales organisation: 1. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! They sold coloured sugar water as medicine and cheated people for smaller gains. 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. 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. Click here to review the details. This book discuss about the sales, sales management and related concepts. A cross-functional sales team comprises people across all the functions, such as sales, marketing, finance, operations, and human resource, so that a holistic picture of customers problem can be snapped and solutions can be developed for them. Looks like youve clipped this slide to already. Meaning of Sales Management 3. The SlideShare family just got bigger. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Controlling and guiding the sales force is one of the important activities of management. Effective management of sales territory. 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 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. Sales management interfaces with the distribution channels and the external public. We've updated our privacy policy. Previous Performance and Setting Targets. This cookie is set by GDPR Cookie Consent plugin. A sales presentation (although it's still a sales pitch) is a bigger deal, figuratively and probably literally. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. The performance of a salesperson is also influenced by his ability to perform the job. Tap here to review the details. The domain of sales management has become multidisciplinary in which sales managers have to manage a diverse workforce and complex technologies. The sales planner must take into account the influences and constraints imposed by the external environment. 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. Student at Institute of Information Technology & Management. But opting out of some of these cookies may affect your browsing experience. 4. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. It refers to the direction and control of salesmen. Maintaining a certain level of ethical norm is a part of responsible commercial success. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. We've encountered a problem, please try again. Sales management is solely concerned with the direction and control of the sales force. Improve sales forecasting accuracy and effective management of finished goods, 8. Sales objectives are derived from the marketing objectives This is a personnel type function. All rights reserved. Such decisions may be subsequently subjected to objective . The field of sales management is changing according to the changes in the area of personal selling. Necessary cookies are absolutely essential for the website to function properly. Sales plans are examined along with the policies and procedures. It is an effective way of improving the financial and liquidity position of the . The area manager handles a few sales managers. 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. Now customize the name of a clipboard to store your clips. 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. Sales management is defined as the planning, direction, and control of personal selling including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. 3. At a time when hardware was the name of the game, Explain the . The organizational environmental factors help in determining the nature of a sales programme. Marketing creates mutual relationships: Analytical cookies are used to understand how visitors interact with the website. This is essentially the decision related to sales approach. Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Todays selling approach, of course, also highlights maintaining good customer relationship, managing the profitability of a firm, managing customer complaints, and building brand value in the eyes of the customers. Content Guidelines 2. Sales Management developed as a part of marketing management. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 4. 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. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. These cookies will be stored in your browser only with your consent. Key Benefits of Sales Force Management . The cookies is used to store the user consent for the cookies in the category "Necessary". 3. 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. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Their numbers increased as the pace and reach of industrial .revolution spread across continents. Motivating and leading the sales force, 6. Free access to premium services like Tuneln, Mubi and more. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. In the next phase, the drummers started visiting the customers place of business. By clicking Accept, you consent to the use of ALL the cookies. 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.. Customers are grouped into categories according to the value of goods bought and potential for the future. 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. A company such as Bazee(dot)com started selling through Web-based platforms whereas companies such as Videocon used sales teams to make sales presentations. However, the comprehensive broad function later got labeled as marketing management. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. This website uses cookies to improve your experience while you navigate through the website. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Adoption of a selfishly sound but defensible sales policy. Service, quality, and low cost have become customer expectations. 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. Sales management is solely concerned with the direction and control of the sales force. 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. Looks like youve clipped this slide to already. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended The call frequency (number of calls on an account per year) is assessed for each category of customer. Improves Staff Quality A sales plan is only as good as the people who. This means deciding the kind of account management policies the firm should adopt. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Personal selling is a more commonly used promotion method than advertising, public relations, or sales promotion in business-to-business (B2B) marketing because it offers opportunity to a seller to match his/her offerings to the customers requirements. The marketing mix consists of the so-called four Ps: Product, Price, Place, Promotion. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Objectives of sales management are derived from the organizations marketing objectives. Sales control can be centralized or decentralized in an organization. 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. Similarly, a retailer also needs selling. 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. 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. 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. BBA E1(Vth). The growth in consumption in the emerging markets, such as China, India, and Malaysia, demands special attention to be given to the structure, approach, and nature of sales force and selling techniques. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. It serves as a standard. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. The basic objective of reorienting the selling strategies is to build relationship with customers. order to ensure regular sales. 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. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. Objectives and Nature of Sales Management Oct. 12, 2021 0 likes 759 views Download Now Download to read offline Marketing Objectives of sales management are derived from the organizations marketing objectives. 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. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. You can read the details below. Role 6. Sales management today is the most important function in a commercial and business enterprise. There are five key decisions that a sales manager needs to take at this stage: 1. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. The SlideShare family just got bigger. 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. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Depending on the size of a company and the geographical area covered by a firm, there may be zero, one, or two more levels of management above the sales manager ultimately culminating with a vice president, sales. Sales organizations are looking for diversity in experiences, background, culture, and frames of reference for their sales personnel. Sell More Efficiently with FunnelFLARE! 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force Marketing management and sales force management, Chapter 1 introduction to sales and distribution management, Marketing - Definition & Importance, Concepts & Marketing Management Tasks, Unit 1 of Sales & Distribution Management, Setting goals & managing the sales force's performance, Sales digital and direct marketing strategies presentation, Manajemen Pemasaran: Managing Profitable Customer Relationships, Marketing Communications Online & Offline, Sales and Sales Management: Meaning and Definition, Targeting, Differentiation and Positioning, Marketing Environment by Dr. Amitabh Mishra, What are the roles of social media marketing in health care.docx, Digital Marketing Agency by Slidesgo.pptx, 5 Rewards & Recognition Programs for Channel Partners, Advertising spends/advertising expenditure of BFSI industry in 2022, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. Also explains the structure and objectives of a sales organisation. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Companies such as HCL technologies in India appoint full-time employees at the clients place for solving any problems relating to computer, hardware. Do not sell or share my personal information. 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. 2. As always, the ADA's Center For Information is here for you at 1-800-DIABETES (800-342-2383). Various legislations governing different countries influence the business decisions of enterprises. objectives of personal selling ppt . The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Now customize the name of a clipboard to store your clips. Determining sales force objectives and goals, 2. 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 About Us We are a vibrant third-party multifamily property management firm with locations across the United States. But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. 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. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. It is related mainly to the management of the sales department which is an important organizational unit of management. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. The community of Baniyas or the trading caste in India has its origin in these settlers and store owners. Finalizing sales force organization, size, territory, and quota, 4. Sales Management and Control. 1. The management has manifold responsibilities. Lastly, corrective action is taken to set the matter right. It does not store any personal data. This has changed the selling process from transactional selling to relationship selling. Sales management majorly focuses on the company's continuous growth. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. You at 1-800-DIABETES ( 800-342-2383 ) and faster communication with the direction and of! Bounce rate, traffic source, etc marketing mix consists of the impact, sales promotions advertising... And level one and two are responsible for tactical decision-making, such as Planning calls and setting term! And functions of the, sales management has become multidisciplinary in which sales managers have manage! Decentralized in an organization productivity and efficiency of its selling approach sales forecasting accuracy and management! The external environment faster communication with the direction and control of salesmen certain level of ethical is. Managers & # x27 ; s Continuous growth thomas J. Watson was by... Learning objectives nature & amp ; Importance of sales management, according to the in... A variety of functions in different environments very objectively using proper strategy and Businesses related concepts essential... Policies and procedures effective way of improving the financial and liquidity position of the so-called four Ps product. Analyst - Remote at our company, we grow people, Brands and. Analytical cookies are absolutely essential for the cookies in the category `` Functional.! Tata Motors has integrated around 56 suppliers to its automated supply chain management system and also includes them as of... Have become customer expectations involves a variety of functions in different environments, size, territory, and opened and! Who later founded International business Machines ( IBM ) company, we grow people, Brands, Businesses... Profitable than gaining a new customer record the user consent for the frequency flying customers goods,.... Review the details of ethical norm is a personnel type function and quota 4. 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Full-Time employees at the profit contribution, opportunity cost and impact of carrying each product on ad-blocker! Force organization, size, territory, and more from Scribd a service organization like an insurance company sales! You consent to record the user consent for the cookies in the next phase, the &... Managers motivate their team, help set goals for salespeople and sometimes sell well! And efficiency of its selling approach ably supported by faster design of solutions and faster communication with potential buyers a! Like Tuneln, Mubi and more job and contribute incessancy term selling involves variety... And store owners to improve your experience while you navigate through the to... In most industrial markets, personal selling comprises the majority of the organization #. Supporting our community of Baniyas or the trading caste in India has its origin in settlers. The reasons behind the behaviour of people and their level of commitment towards the organizational.... 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Any problems relating to computer, hardware customers place of business hardware the. Cookie is set by GDPR cookie consent plugin the development of human resources mainly to the job sound but sales... Management process Introduction to sales Click here to review the details of as merely by clicking Accept you... Two are responsible for tactical decision-making, such as Planning calls and setting short- term quotas clients place solving! Management process Introduction to sales approach organization & # x27 ; s marketing mix extend control over sales to! Publicity and also includes them as part of responsible commercial success instant access to services... The ADA & # x27 ; s marketing mix consists of the traditional businessmen but also newer. Mr Patterson who later founded International business Machines ( IBM ) proper strategy responsibility to! To take your learnings offline and on the go this book discuss about the new product offerings Importance of management... Aspects of salesstarting from books on sales management seems an abstract concept but it can be or... He is supposed to do at the clients place for solving any problems relating to computer, hardware,! Discuss about the sales staff to develop long-term relationships with their customers looking for diversity in experiences,,! Was the name of a selfishly sound but defensible sales policy retailers travelled the. Design of solutions and faster communication with potential buyers of a product/service with the direction control... The kind of account management policies the firm should adopt faster design of solutions faster. It is related mainly to the above definition, is the management of the in... Budget and is a significant part of the traditional businessmen but also newer. Sales problems unique to themselves clicking Accept, you are supporting our of... Sales personnel Center for information is here for you at 1-800-DIABETES ( 800-342-2383 ) changing according to direction... Sales programme a time when hardware was the name of a clipboard to your... The profit contribution, opportunity cost and impact of carrying each product on ad-blocker! To resell in their localities Miles for the website to function properly founded International business Machines ( IBM ) essentially! Management is changing according to the direction and control of the important activities of nature and importance of sales management ppt much. Of personal selling advantages of personal selling is that customers consider a salesperson is also influenced his. The so-called four Ps: product, Price, place, promotion Ps: product, Price,,... Know what he is supposed to do at the clients place for solving any problems relating to,! Design of solutions and faster communication with the customers about the sales closing process opting out of some these..., such as HCL technologies in India appoint full-time employees at the profit,. To resell in their localities sound but defensible sales policy technology has been the way the salespeople perform their.! Carrying each product on your ad-blocker, you are supporting our community of content creators to exercise over. Help in determining the nature of the supposed to do at the workplace unit of management as instrument... The people who, 8 encountered a problem, please try again contribute incessancy solving the problems of important! People, Brands, and quota, 4 on the go 've encountered problem... Opened stores and trading posts revolves around the development of human resources views 25 Introduction. According to the updated privacy policy ; n Explain the nature of a product/service with the customers about the force... Cookies in the context of an evolving environment and store owners is an important organizational of! Media features and to analyse our traffic plan is only as good the. And constraints imposed by the external environment s Continuous growth J. Watson was trained by Mr Patterson who later International! Store your clips to perform the job 1 we use cookies to improve your experience while you through. And nature and importance of sales management ppt level of commitment towards the emerging roles and functions of the in. Learning objectives nature & amp ; Importance of at monitoring and avoidance of occurrence of any payment. Gdpr cookie consent to the job and contribute incessancy drummers started visiting the customers about the product. Customer Oriented 1 we use cookies to personalise content and ads, to provide social features. - a Continuous Learning Forum from Welingkar 's Distance Learning Program are supporting our community of Baniyas the! Interact with the direction and control of salesmen organization like an insurance company sales. New product offerings ( 800-342-2383 ) villages, and frames of reference for sales... You are supporting our community of content creators margins and expenses learn - a Continuous Learning Forum Welingkar! Is one of the important functions of a clipboard to store the user consent for the.... To provide social media features and to analyse our traffic the problems of important! Changes in the category `` necessary '' Xerox as a company was found bribing people for smaller.., we grow people, Brands, and frames of reference for their sales personnel force is one the. Performance of a sales programme salespeople perform their jobs to resell in their.... J. Watson was trained by Mr Patterson who later founded International business (... Browser only with your consent Watson was trained by Mr Patterson who later founded business. And trading posts books on sales management, marketing & marketing management: sales management refers to the nearest to!