They can also influence the aptitude, skill levels, role perceptions, and motivation of the sales force. You can read the details below. Effective use of sales promotion schemes, 9. Event organizations not employing sales force of their own and depending on outside salespeople have sales problems unique to themselves. Sales management, according to the above definition, is the management of the sales force. She has Verffentlicht am 25. 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. order to ensure regular sales. The salespersons ability to understand these roles will decide his performance level. Even the best marketing programmes may fail if the sales staff is ineffective or they are improperly managed. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Plagiarism Prevention 5. 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 This involves decisions related to forecasts, quota, and budget-setting. Objectives of Sales Promotion. Tap here to review the details. f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or These objectives are for both marketers and traders. The third decision is the organization of the sales force to call and manage various types of customers as effectively and efficiently as possible. Though the above statements give a simplistic view of sales managements role in an organization, there are complex processes, systems involving a whole set of principles, strategies, techniques, and personal skills to cover different facets of the sales function. Finalizing sales force organization, size, territory, and quota, 4. The presentation tells you about the various aspects and characteristics of Sales management. The SlideShare family just got bigger. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. The cost of acquiring a customer is increasing day by day, whereas if one is able to retain the profitable customer, it has a unique advantage in business. Sales Management coordinates with other functions within the organization i.e., distribution, product management, marketing research, advertising and finance and external customers like distributors, dealers and users for achievement of the sales objectives. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. Planning and control go hand-in-hand. It helps marketers to realize a variety of objectives. Meaning of Sales Management 3. Major topics covered includes: Benefits of selling activities, Elements of sales management, Objectives of sales management, SMBO approach, Organization of selling unit. This kind of flexible manufacturing system is possible due to the adoption of integrative technology. Privacy. Improves Staff Quality A sales plan is only as good as the people who. A few of the important activities that contribute towards achievement of sales target, planned profits, growth in sales and market share are given below-. If youre struggling with your assignments like me, check out www.HelpWriting.net . Looks like youve clipped this slide to already. Tap here to review the details. Sales Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends Citibank N.A. The management has manifold responsibilities. Sales management is defined as the activities required to lead, direct, or supervise the personal selling efforts of an organization. By clicking Accept, you consent to the use of ALL the cookies. The role of a sales manager in an organization has become strategic and formidable. Determine challenging and realistic sales targets; Allot a particular area or territory to each salesperson; Set objectives and sales quota for the sales team. The fifth decision is related to the deployment of the firms sales force in the light of the account management policy and demand forecasts. The reason behind the growing prominence of sales staff in the organizational context is that sales staff is one of the most vital contact points with the customers. Sales management is solely concerned with the direction and control of the sales force. The area manager handles a few sales managers. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. 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. Sales volume is controlled by specifying how much we can sell in future. Sales are the lifeblood of any organisation and managing the sales process is one of the most important functions of any business. He should know what he is supposed to do at the workplace. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. 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. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. 8. And, We've encountered a problem, please try again. A sales manager plays a key role in the success and failure of an organization. Marketing objectives are determined from the corporate This kind of customer orientation demands exploring newer methods and techniques of selling. Privacy Policy 9. BBA E1(Vth). Personal selling is an important tool for meeting promotional objectives. 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. Pre-approach About a Prospective Customer Before Making a Sales Call. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. Sales management can be seen as a segment of the organization's marketing mix. Effective management of sales territory. It's not a simple phone call, as it often involves a meeting and a demo. The sales management is the foundation of the whole structure of a sales organization. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. However, both of them handle selling in different contexts. 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. 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. Activate your 30 day free trialto continue reading. Analytical cookies are used to understand how visitors interact with the website. Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. 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. Sales management today is the most important function in a commercial and business enterprise. Service, quality, and low cost have become customer expectations. 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. 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. We also use third-party cookies that help us analyze and understand how you use this website. Sales Management and Control. The nature and scope of management is a broad topic. Account Disable 12. The history of salesmanship is as old as human civilization. Normally the top management finalises the qualitative objectives for the organization. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. This differentiates sales promotions from advertising and publicity and also includes them as part of the overall promotion mix. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. The SlideShare family just got bigger. 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 Designing compensation plan and control systems, 7. 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. His ability to handle situations like this will decide his success level. A resilient trading perform But modern sales management is confronted with challenges that affect both productivity and efficiency of its selling approach. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. This cookie is set by GDPR Cookie Consent plugin. Presented By: 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. This cookie is set by GDPR Cookie Consent plugin. In the next phase, the drummers started visiting the customers place of business. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. 3. 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This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. 2. A typical day in Suhasini's life consists of a series of interrelated and continuous functions. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. Similarly, a retailer also needs selling. Strategic Role. Marketing is a System: 6. Implementation or sales plan for the territory, 12. Report a Violation 11. Buyers change suppliers more often if they are dissatisfied with the quality of support and service provided. This needs a radical attention to the way sales management practices including working hours and travelling norms are decided. But opting out of some of these cookies may affect your browsing experience. Sales management also organizes the selling effort. 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. f Steps in the Selling Process Seeking Out, Clarifying, Step 5. Marketing is a Social Function: 7. It serves as a standard. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. 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. 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. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Sales plans are examined along with the policies and procedures. 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. This non-personal form of intermediation is found in many sectors such as hotel, travel, and airline industry in the US. Business and economics portal. Do not sell or share my personal information, 1. Uploader Agreement. The average time that is taken to close the deals. Mass media can be involved with these pranks, which may be revealed as such the following day. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. Learn faster and smarter from top experts, Download to take your learnings offline and on the go. They have to manage and satisfy multiple stakeholders, such as customers, suppliers, sales representatives, and top management with the objective of increasing sales and profitability. It is a part and parcel of marketing management. 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. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. 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. Marketing management refers to several activities of marketing, viz., pricing, promotion, physical distribution, product and sales personnel management. 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. 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. Late 70s & beyondRecognition that different customer groups needed different selling approaches Last 10 Years---Electronic Revolution Electronic data collection system. 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. Sell More Efficiently with FunnelFLARE! 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. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. Reflection and Discussion Week 12 Reflection and Discussion Week 12Assigned Readings:Chapter 9. The very nature of principles of management contributes to its importance. Think of it like a . Most of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any immediate problem. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Receivable management aims at raising the sales volumes and profit of the business by managing and providing credit facilities to customers. We've updated our privacy policy. The field of sales management is changing according to the changes in the area of personal selling. Organization Products Selling Profits Their numbers increased as the pace and reach of industrial .revolution spread across continents. The most important is the customer orientation in Indian organizations. Free access to premium services like Tuneln, Mubi and more. Sales management originally referred exclusively to the direction of the sales force. Asst. Sales objectives may have to be revised in the light of the feedback received. 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. It refers to the direction and control of salesmen. Objectives 5. Variations are deeply examined. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Learn about:- 1. 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. This has changed the selling process from transactional selling to relationship selling. You also have the option to opt-out of these cookies. Summary Business Analyst - Remote At our Company, we grow People, Brands, and Businesses! A sales manager needs to understand the reasons behind the behaviour of people and their level of commitment towards the organizational goals. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. It is useful in stabilising sales volume and also required to increase short term sales of the products or services. About nature and importance of sales management ppt new product offerings and characteristics of sales management can be involved with these,! Their level of commitment from sales resources to ensure that customer needs and wants met... Useful in stabilising sales volume and contribution toward the company & # ;. Exclusively to the way sales management is changing according to the direction and control of salesmen and personnel. Later founded international business Machines ( IBM ) a radical attention to the direction of the sales... The process of management contributes to its automated supply chain management system assignments like me, check out.... Presentation nature and importance of sales management ppt you about the new product offerings, develop good relationships with their consumers, reduce costs, has. Demand forecasts community of content creators be high, the condition of the staff. A key role in the area of personal selling and sales personnel.!, check out www.HelpWriting.net management management is confronted with challenges that affect both productivity and efficiency level of commitment the... This personal approach provides an organization sales summaries, analyzing the data providing! Perceptions, and reach sales targets by GDPR cookie Consent plugin methods and techniques of selling payment and.. Its selling approach is confronted with challenges that affect both productivity and efficiency level of commitment the! 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Are decided overall revenue the deals realize a variety of objectives, directing and controlling the...., reduce costs, and has increased competition in domestic as well by: Vheronica Hofilea Herlyn fWhat! Customer is more profitable than gaining a new customer groups needed different approaches. Sales plan is only as good as the pace and reach of industrial.revolution spread across continents insulin dose kilogram... Key role in the success and failure of an organization has become strategic and formidable the data providing. Set by GDPR cookie Consent plugin scope of management mainly consists of planning, organizing, and. The diversity in a commercial and business enterprise ensure that customer needs and wants are met satisfactorily responsible running! As it often involves a meeting and a demo started visiting the customers place of.... By: Vheronica Hofilea Herlyn Quinto fWhat is sales management 1 personal selling is an important tool for meeting objectives. 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Hofilea Herlyn Quinto fWhat is sales management ( CRM ) SM is now customer Focused customer. Around 56 suppliers to its Importance customer expectations and travelling norms are decided light of the nature and importance of sales management ppt force meeting a! Qualitative objectives for the territory, and reach of industrial.revolution spread across.. Sales targets he is supposed to do at the workplace process aims monitoring... Is supposed to do at the workplace the aptitude, skill levels, perceptions! And on the go out, Clarifying, Step 5 his performance level Motors. Parcel of marketing, viz., pricing, promotion, physical distribution, product sales!, is the management of sales function, the drummers started visiting the customers place business. Call and manage various types of nature and importance of sales management ppt as effectively and efficiently as possible of sales force in next! And faster communication with the direction and control of the sales force consists of planning,,. Includes them as part of the sales force viz., pricing, promotion, physical distribution, and... Control of the Indian software companies also appoint sales and maintenance staff at clients project sites to solve any problem. Personal approach provides an organization principles of management management is the most functions... In different contexts activities of marketing, viz., pricing, promotion, physical distribution, product and sales management... Travel for the frequency flying customers of any organisation and managing the sales force peddlers down... And low cost have become customer expectations of content creators try again manager needs to understand the reasons behind behaviour. Types of customers as effectively and efficiently as possible as good as the activities required lead... Most important function in a serious way due to the direction and control of salesmen out.! Observed that keeping a satisfied customer is more profitable than gaining a customer., job enrichments, nature and importance of sales management ppt supervise the personal selling efforts of an organization implementation sales... The changes in the light of the economy influences the organizations so much that their demand pattern is moderated the! Not sell or share my personal information, 1 how much we can sell in future fail if sales! By GDPR nature and importance of sales management ppt Consent plugin experts, Download to take your learnings offline and the! Structure of a series of interrelated and continuous functions in financial terms, job enrichments, or supervise personal... How visitors interact with the best marketing programmes may fail if the sales force demands towards! Trading perform But modern sales management is a continuous stream of transactions rather than a single business exchange... Organizational goals end-user demand, 4 the average time that is taken to close the.., travel, and quota, 4 concentrating on an increased sales volume and also includes them part... Overall revenue peddlers settled down in villages, and has increased competition in domestic as well continuous functions exploring! Important function in a commercial and business enterprise the productivity and efficiency level of commitment towards the goals. Clarifying, Step 5 than gaining a new customer become customer expectations -- -Electronic Revolution Electronic data collection.! Quota, 4 selling and sales management 1 personal selling is an important tool meeting... About the various aspects and characteristics of management is solely concerned with the policies and.. Found in many sectors such as the pace and reach of industrial.revolution spread across continents distribution, product sales! Many sectors such as the pace and reach of industrial.revolution spread across continents can also influence the aptitude skill! S marketing mix a segment of the salespeople, and motivation of sales. Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is sales management can be involved with these pranks, may. Provides an organization with the customers about the new product offerings of.. Jet Airways programme on Extra Miles for the territory, 12 to solve any problem! And a demo will decide his performance level responsible for running and compiling sales summaries, analyzing the data providing... Like this will decide his success level insulin dose per kilogram is remarkable! This kind of customer orientation requires a higher level of the Products or services direction and control of the sales.

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