All rights reserved. 1 Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. 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Scientific Nature of Decision-Making- Adoption of management principles equips managers to take objective decisions with more realistic considerations that are bias-free. 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. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. A state manager handles sales at the state level, and all the area managers work under him. 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. Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . 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. Terms of Service 7. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. It helps marketers to realize a variety of objectives. 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. management This added commitment means that resources must be stretched or new methods of sales effort and services be found. Newer technology has made it possible to automate the sales force. 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 Think of it like a . But it is not prudent to leave him on the field to learn by trial and error as it may affect the companys reputation. Sales plans are examined along with the policies and procedures. It is an effective way of improving the financial and liquidity position of the . This decision is set to explain the firms personal selling strategy. Did you try www.HelpWriting.net ?. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. Sales policies are subject to review in the light of the situation. Marketing is a Specialized Business Function: 4. Therefore, training is an ongoing process to upgrade the knowledge and skill level of the sales force. The cookies is used to store the user consent for the cookies in the category "Necessary". 3. These objectives are for both marketers and traders. 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. This means deciding the kind of account management policies the firm should adopt. Content Guidelines 2. 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. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. 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. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Study Resources. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. 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. You can read the details below. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. 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. 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 most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Addition of new distributors and dealers in unrepresented market. It takes the individual territories as units for this exercise. Planning and control go hand-in-hand. Free access to premium services like Tuneln, Mubi and more. Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet. Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. Analysis of markets thoroughly, including product and market research. This cookie is set by GDPR Cookie Consent plugin. Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. This is how the canned sales approach began. Prohibited Content 3. Marketing is Consumer-oriented: 3. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Conglomerates are often large and multinational . 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. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. A sales manager evaluates the performance of team members and attempts to increase sales performance. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. Strategic alliances in International Business, Search Engine Optimization in Digital Marketing, Personal selling process & Consumer Behaviour, Organization structure in international business, Reviva Labs Skin Care 2023 Corporate Presentation, MERAKI FLEXIBLE PVC LAMINATES MICA SUNMICA, UNI+ CATALOGUE MERINO COLOUR BALANCE MAKES THE DIFFERENCE LAMINATES, hubspot_agency_sales_training_session1_generate_leads.pptx, Semi Formal Dress By Shireen Lakadwala.pdf, MR+ MICRO SCRATCH RESISTANCE MAKES THE DIFFERENCE LAMINATES, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. These objectives are translated in to specific quantifiable objectives and passed on the Sales department for execution. The long-term association between buyers and sellers becomes the focus of business with the customers. We are proud of our vibrant, incl Click here to review the details. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Marketing Starts and Ends with the Consumer: 8. As we have observed, there is a need to collect a large amount of customer data and build models to forecast the likely behaviour of customers. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. Implementation 9. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. Different organisations have different type of needs for selling. Sales management effort may be exerted in the direction of securing, maintaining, motivating, supervising, evaluating and controlling an effective field sales force. In many instances they face conflicting situations and need guidance in executing their duties. The SlideShare family just got bigger. This change of thrust on learning sales management in a more scientific manner has occurred due to a number of reasons. 3. 3. A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. 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 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. Activate your 30 day free trialto continue reading. They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. A salesperson improves his skills and ability to sell by practice and through experience. 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. 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. Sales management also organizes the selling effort. Probably no single variable has made such an immediate impact on the sales world as has the changing world of technology. The area manager handles a few sales managers. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Report a Violation 11. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. The cookie is used to store the user consent for the cookies in the category "Performance". But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. Everything you need to know about sales management. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Importance 7. Free access to premium services like Tuneln, Mubi and more. Ultimate sales objective of an organisation is to have a decent growth in sales. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Sales managers can attain sales target by proper knowledge of marketing and selling. Management You can read the details below. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. In a traditional auction model, people quote high for a deal, whereas in priceline(dot)com, the customers go for the lowest prices and a deal is struck by matching the offer of sale of the customers. The importance of learning sales management and training manpower in professional selling skills is evident by the amount of money being spent in India and elsewhere by organizations selling products across categories. These cookies ensure basic functionalities and security features of the website, anonymously. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Clipping is a handy way to collect important slides you want to go back to later. Finalizing sales force organization, size, territory, and quota, 4. Follow Advertisement Recommended Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Sales organization structure Vivek Gautam 57.3k views 20 slides This proposition is completely different from the concept of transaction relationships in traditional sales management. Sales budgets extend control over sales volume to exercise control over margins and expenses. This involves decisions related to forecasts, quota, and budget-setting. Any organization with a substantial sales force needs to plan and manage the sales management process and accomplish goals through resource utilization and people management. Now customize the name of a clipboard to store your clips. 2. A sales manager is a leader who oversees the sales team. 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. This website uses cookies to improve your experience while you navigate through the website. This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. 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. In a decentralized organization, control is exercised by an executive down the line. Strategic Role. Step 4. These cookies will be stored in your browser only with your consent. Sales management is solely concerned with the direction and control of the sales force. 28 February 2023. Major objectives of Sales Management are given below: The Sales Manager is responsible for effective execution of sales plan through the sales executives. Deepak Dwivedi Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. 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