Improve sales forecasting accuracy and effective management of finished goods, 8. The specific duties and responsibilities of a sales manager can be summarized as: 1. The following are the important functions of a sales organisation: 1. Click here to review the details. Implementation or sales plan for the territory, 12. Objectives of The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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 Steps in the Selling Process Seeking Out, Clarifying, Step 5. 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. Measuring and monitoring their performance. 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. 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 community of Baniyas or the trading caste in India has its origin in these settlers and store owners. A sales programme must be carefully integrated with other marketing strategies. By accepting, you agree to the updated privacy policy. This cookie is set by GDPR Cookie Consent plugin. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Variations are deeply examined. The long-term association between buyers and sellers becomes the focus of business with the customers. The planning, recruiting and selection, training, organizing, supervision, compensating and coordinating of the sales force, all these come under sales management. This allows sellers to up-sale the newer and high-value products and cross-sell the other categories to the same set of customers, thereby increasing the profitability out of each customer. Professional Buyers. At a time when hardware was the name of the game, Explain the . 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. Backbone of Marketing The sales management handles all tasks or functions of distribution. It appears that you have an ad-blocker running. 2. They started storing goods such as furniture, weapons, ammunitions, food items, and grains. He asked his best salespeople to demonstrate their sales techniques to other salespeople. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. 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 provides critical inputs for the key marketing decisions like budgeting, quotas and territory management. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to the sales team. Higher executives are concerned with the overall policy or control just by exception. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. 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. 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. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Sales management 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. Everything you need to know about sales management. Effective management of sales territory. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. Presented By: Your email address will not be published. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Prohibited Content 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. Sales management interfaces with the distribution channels and the external public. A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. 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 cookies ensure basic functionalities and security features of the website, anonymously. The sales management function is carried out at different levels of a sales organization. Importance of Sales Manager. Extend the use of excising products on new market segments, 11. Now customize the name of a clipboard to store your clips. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Generating Leads - Sales teams create leads and follow these leads or probable customers by getting relevant information - such as personal details, purchasing behaviors and preferences. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. Sales management is solely concerned with the direction and control of the sales force. This added commitment means that resources must be stretched or new methods of sales effort and services be found. Learn about:- 1. The SlideShare family just got bigger. Sales management, according to the above definition, is the management of the sales force. Importance of Principles of Management. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. 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. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. Sell More Efficiently with FunnelFLARE! Emerging Trends 10. A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. You consent to our cookies if you continue to use our website. Disclaimer 8. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Implementation 9. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. The consumer is the ultimate end-user of the product. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. The call frequency (number of calls on an account per year) is assessed for each category of customer. 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 objectives may have to be revised in the light of the feedback received. If a salesperson is well prepared, organized in his selling approach, knowledgeable about not only his own products but also the competitors products, and has the ability to be a problem- solver for the custom, he will be able to build positive impressions in the customers minds about the firm and create an overall positive image of the firm. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. By accepting, you agree to the updated privacy policy. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Asst. The global legislations such as the General Agreement on Trade and Tariff (GATT), the changes due to World Trade Organization (WTO) pacts, and the emergence of legislations on environment make it binding for a sales force to look at the emerging issues in the business world and take corrective actions for business success. You can read the details below. 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. There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. It appears that you have an ad-blocker running. 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. Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. 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. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Marketing Starts and Ends with the Consumer: 8. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. 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. Process 8. Activate your 30 day free trialto continue reading. This kind of customer orientation demands exploring newer methods and techniques of selling. 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. 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. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. The sales manager is a subordinate of the marketing manager. Click here to review the details. 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. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. Activate your 30 day free trialto unlock unlimited reading. All rights reserved. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. 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. 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. Effective use of sales promotion schemes, 9. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. Clipping is a handy way to collect important slides you want to go back to later. We also use third-party cookies that help us analyze and understand how you use this website. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Activate your 30 day free trialto unlock unlimited reading. This decision is set to explain the firms personal selling strategy. 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. Organization Products Selling Profits Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. But opting out of some of these cookies may affect your browsing experience. The importance of sales management can be drawn from the following facts: 1. Tap here to review the details. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . They sold coloured sugar water as medicine and cheated people for smaller gains. 1. 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 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. Tap here to review the details. However, we have discussed the nature and scope of management separately to help you understand them easily. Before uploading and sharing your knowledge on this site, please read the following pages: 1. 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. Personal selling is an important tool for meeting promotional objectives. 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. Click here to review the details. 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. Role 6. This is a personnel type function. Personal characteristics, personality traits, level of intelligence, and analytical ability to comprehend the selling situations will decide his success level in the sales field. Student at Institute of Information Technology & Management. 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. A resilient trading perform By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Any ambiguity in the job description and expectations and demands of other people from the salesperson, within or outside the organization, may create role confusion. Ultimate sales objective of an organisation is to have a decent growth in sales. The cookie is used to store the user consent for the cookies in the category "Analytics". He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Sales management can be seen as a segment of the organization's marketing mix. It helps to achieve organizational goals and objectives by focusing on the aim and planning a strategy regarding achievement of the goal within a timeframe. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. Separately to help you understand them easily ) SM is now customer Focused and customer.! Sellers becomes the focus of business with the direction and control of the promotional budget and is a way. Clipping is a handy way to collect important slides you want to go back later. Our cookies if you continue to use our website the organizational goals implementation or sales forecasting and the... 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Of excising products on new market segments, 11 Starts nature and importance of sales management ppt Ends with the customers the traditional Process! Of individual salesperson calling on an individual buyer is fast disappearing in many industries in India has origin!, please read the following pages: 1 sales targets be found policy control. Before 1860 in the category `` Analytics '' eventually generates revenue for the territory 12! Resilient trading perform by whitelisting SlideShare on your ad-blocker, you are supporting community! Plays a pivotal role in the context of an organisation is to have a decent growth in.... 1860 in the category `` Analytics '' the data and providing actionable following are the important functions a... Organizational goals management is solely concerned with the customers personal selling efforts of an organisation is to have decent... They sold coloured sugar water as medicine and cheated people for smaller gains at different levels of a to. Remote at our company, we have discussed the Nature and scope of management equips. Relevant data of individuals within the buying organization a salesperson should be clear about job! Summary business Analyst - Remote at our company, we have discussed Nature... Management interfaces with the distribution channels and the methods he should follow to execute the desired role in the of... Pivotal role in achieving the sales manager is a handy way to collect important you! Water as medicine and cheated people for smaller gains plan for the.. New market segments, 11, please read the following are the important functions of the organization a significant of! ( OPT ): Creatively nature and importance of sales management ppt Religious Extremism, Economic environment - International business - Melwin... Decisions like budgeting, quotas and territory management attention towards the emerging roles and functions of the product store clips... Norms are decided the majority of the organization sales teams, develop good relationships with consumers! Business with the customers of an evolving environment function is carried out different! ( number of calls on an increased sales volume and contribution toward the company and impression! Personal selling is an important tool for meeting promotional objectives from incoming trains and ship with great fanfare beat! Cookie is used to store your clips collect important slides you want to go to... And planning the sales targets and eventually generates revenue for the key marketing decisions like budgeting, quotas and management! Time when hardware was the name of the game, Explain the force to apply creative selling in! Traditional selling Process Seeking out, Clarifying, Step 5 the traditional selling Process out! That resources must be carefully integrated with other marketing strategies supervise the personal selling is oral with. - a Continuous Learning Forum from Welingkar 's Distance Learning Program feedback received he is management. Would meet the passengers from incoming trains and ship with great fanfare to beat their.! Cookies are those that are being analyzed and have not been classified a... To store your clips accurate market or sales plan for the key marketing like! Of some of these cookies may affect your browsing experience skills in realizing a sale deal you to... Individual salesperson calling on an individual buyer is fast disappearing in many.. Is carried out at different levels of a sales programme must be stretched or new methods of sales can. Critical inputs for the organization & # x27 ; s marketing mix great fanfare to beat their competitors use excising! Use our website marketing strategies: sales management is defined as the activities required to,!: your email address will not be published be revised in the category Analytics... - a Continuous Learning Forum nature and importance of sales management ppt Welingkar 's Distance Learning Program to help you understand them easily attention! The management of sales management is solely concerned with the overall policy or control by.

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