He asked his best salespeople to demonstrate their sales techniques to other salespeople. Designing compensation plan and control systems, 7. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. The emerging wireless technology has brought another world order in which the decisions on quotations, inventory level, supply cycles, and wait-in periods are taken on a real time basis at the client site also. 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. v. t. e. A conglomerate ( / knlm.r.t /) is a multi-industry company - i.e., a combination of multiple business entities operating in entirely different industries under one corporate group, usually involving a parent company and many subsidiaries. The presentation tells you about the various aspects and characteristics of Sales management. We've encountered a problem, please try again. 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. Previous Performance and Setting Targets. 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 related mainly to the management of the sales department which is an important organisational unit of management. The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. 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 Do not sell or share my personal information, 1. In many instances they face conflicting situations and need guidance in executing their duties. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. At a time when hardware was the name of the game, Explain the . The focus of sales management should therefore be on identifying, grooming, leading, and motivating a set of trained salespeople to achieve higher sales and create positive impression about the firm. We are seeking a dynamic Business Analyst to provide our CDS (Club Demo Services) Sales Managers and Vendor Partners with comprehensive sales analysis and support. Customers are grouped into categories according to the value of goods bought and potential for the future. Jatin Vaid. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. Emerging Trends 10. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or A salesperson should be clear about his job profile and the methods he should follow to execute the desired role in the organization. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. The business steps through which goods progress on their way to final consumers is the concern of marketing. 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. Direct Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Sales management also organizes the selling effort. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? order to ensure regular sales. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. These cookies track visitors across websites and collect information to provide customized ads. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. GE and other leading players have opened back office operations in India to attend to customer complaints and route them to appropriate channels for faster redressal through call centres and real-time interaction points on the Web. 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. Objectives and Nature of Sales Management. Sales management majorly focuses on the company's continuous growth. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. The policies should be the guiding force in deciding what kind of job behaviour and performance is desired from each salesperson and how they can be shaped and directed towards achieving organizational goals. Higher executives are concerned with the overall policy or control just by exception. 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 By accepting, you agree to the updated privacy policy. management This information allows the companies to supply the retailers with tailored displays and promotions designed for the retailers customers based on their buying preferences. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. Disclaimer 8. 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. Marketing is an Economic Function Marketing embraces all the business activities involved in getting goods and services , from the hands of producers into the hands of final consumers. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. This involves decisions related to forecasts, quota, and budget-setting. 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. A relationship selling strategy demands the sales staff to develop long-term relationships with their customers. It serves as a standard. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Due process requires much more, particularly given the unprecedented nature of the proposal and the potentially adverse consequences it could provoke, (ii) the proposed policy would create significant costs and problems for state agencies, for the private sector, and for its citizens, (iii) the document format designated in the proposed policy . Sales budgets extend control over sales volume to exercise control over margins and expenses. Study Resources. 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. Therefore, the functions of a sales manager can be classified into two- personal selling and sales management. However, we have discussed the nature and scope of management separately to help you understand them easily. Clipping is a handy way to collect important slides you want to go back to later. 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 book discuss about the sales, sales management and related concepts. 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Wholesalers and manufacturers hired greeters and drummers who would seek out and invite retailers to visit the display of the owner. Free access to premium services like Tuneln, Mubi and more. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. <br><br>I help companies to grow with my Technical Project Management skills, especially in Enterprise . Marketing Starts and Ends with the Consumer: 8. These people were viewed as shrewd, unprincipled tricksters who would not think twice before practicing product and price manipulations for higher benefits. Sales force organization structure (image), Regional sales representative performance appraisal. These pheriwallahs move from village to village and sell sarees, dress materials, and spices mostly in the rural markets of India, because rural housewives have lesser mobility than urban housewives. Fourth Quarter and Full Year 2022 Results All amounts expressed in US dollars Barrick Gold Corporation (NYSE:GOLD)(TSX:ABX) Barrick's strategy of investing in organic growth through exploration and mineral resource management more than replaced gold reserves for the second straight year and significantly increased copper resources year on year, providing further support for both the company's . These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. 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. Key Benefits of Sales Force Management . 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. Tap here to review the details. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. The actual performance is then measured. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. After the training programmes are over, the sales staff needs to go and work in the field. The big retailers travelled to the nearest cities to replenish their stocks and bought goods to resell in their localities. Clipping is a handy way to collect important slides you want to go back to later. The management has manifold responsibilities. However, both of them handle selling in different contexts. Your email address will not be published. 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. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. There were fewer than 1,000 travelling salespeople before 1860 in the US who were basically credit investigators and took orders for goods. A salesperson is no longer an order taker or information provider; rather he is viewed as a consultant to the customers. Different organisations have different type of needs for selling. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Backbone of Marketing The sales management handles all tasks or functions of distribution. 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. Click here to review the details. Personal selling occurs when an individual sales person sells a product, service or solution to a client. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. Marketing is a System: 6. The drummers would meet the passengers from incoming trains and ship with great fanfare to beat their competitors. In smaller organizations, the informal control works. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Now customize the name of a clipboard to store your clips. They know how to do an amazing essay, research papers or dissertations. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. This is essentially the decision related to sales approach. Improves Staff Quality A sales plan is only as good as the people who. Sales management, according to the above definition, is the management of the sales force. Sell More Efficiently with FunnelFLARE! Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Extending field activities to new geographical areas. Personal selling is an important tool for meeting promotional objectives. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. The performance of a salesperson is also influenced by his ability to perform the job. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. We've updated our privacy policy. The long-term association between buyers and sellers becomes the focus of business with the customers. In India they are called pheriwallahs. They ruled this country to protect their own business interests. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. 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.. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. 2. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. Objectives & Importance of salesmanship qualities Salesmenship is an essential skill for a salesperson to be able to sell. Nature and concept of management Lalaine Cazar 44.8k views Principles of Management Chapter 1 Business in General Dr. John V. Padua 7.3k views Principles of Management Controlling Dr. John V. Padua 10.4k views PQT - Total Productive Maintenance Dr. John V. Padua 4.1k views Principles of Management Chapter 5 Staffing Dr. John V. Padua 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Newer technology has made it possible to automate the sales force. Organizations have integrated their requirements with vendors and vendors also have adopted systems which are compatible to the enterprise-wide solutions of their customers. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. Planning and control go hand-in-hand. And, It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. A handy way to collect important slides you want to go back to later source, etc they ruled country... 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