You consent to our cookies if you continue to use our website. Generally, at the lowest level of the sales force is a sales representative or a sales executive and the next level is that of a sales manager who handles 1015 sales executives. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. 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. The other contact points can be ATMs, the Internet, and other technical sources, but the most visible and important source of customer contact still remains the sales staff. It is observed that keeping a satisfied customer is more profitable than gaining a new customer. 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. The non-financial rewards programme includes recognition programmes, promotions to better territories or management positions, or opportunities for personal development. Improve sales forecasting accuracy and effective management of finished goods, 8. Activate your 30 day free trialto continue reading. However, the comprehensive broad function later got labeled as marketing management. Pharma majors such as Torrent and Pfizer also use technology to augment the job of their salespeople and manage the demands in the marketplace. Marketing is a Specialized Business Function: 4. Sales management is the act of overseeing and leading sales representatives to create strong relationships with prospects and close more deals. Maintaining a certain level of ethical norm is a part of responsible commercial success. Plagiarism Prevention 5. 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 appears that you have an ad-blocker running. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). 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. It takes the individual territories as units for this exercise. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. Sales budgets extend control over sales volume to exercise control over margins and expenses. The presentation tells you about the various aspects and characteristics of Sales management. Policies provide a permanent solution to recurrent problems. 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. 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. Activate your 30 day free trialto unlock unlimited reading. 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 accepting, you agree to the updated privacy policy. ; Sales Forecasting - Projecting the enterprise's sales using previous sales figures is an important tool for management to make business decisions to increase . Importance of Principles of Management. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . To do so, it creates a suitable organizational structure, with an appropriate communication system. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. The use of various networks such as www(dot)indianrailways(dot)com or www(dot)jetairways(dot)com and similar websites help the salespeople to speed up the reservation process, send email to customers from home, workplace, and while traveling, and access banking information about new products and services of competitors from the websites. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. Sales volume is controlled by specifying how much we can sell in future. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. 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. The traditional selling process of individual salesperson calling on an individual buyer is fast disappearing in many industries. 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. The cookie is used to store the user consent for the cookies in the category "Other. There are five key decisions that a sales manager needs to take at this stage: 1. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. 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. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. Modi Xerox as a company was found bribing people for selling its office equipment and photocopiers in the Indian market. The sales manager is a subordinate of the marketing manager. We've encountered a problem, please try again. The incidence is on buyer as a transaction is analysed on the basis of economic value. He arranged frequent sales meetings that served the double purpose of training and socialization. Data from customer interactions are collected and mined to find out implications for customer decision-making, and relationship programmes are built around the new found customer intelligence. Disclaimer 8. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. 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. Management Oriented:This serves as an instrument in managers' hands to deal effectively with business-related problems and uncertainties. We also use third-party cookies that help us analyze and understand how you use this website. Sales objectives are derived from the marketing objectives 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. Sales Management Process Do not sell or share my personal information, 1. Business world is under a flux due to the emergence of new enterprises including virtual organizations. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. 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 . f Goal Oriented Continuous Process Systematic Approach Relationship Selling Marketing Management Nature of Integration Sales Different Sales or Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. A supervision policy should give enough freedom to the sale force to apply creative selling skills in realizing a sale. It is Dagmar of the marketing system- This is the first importance of sales management and it means that sales management helps the marketing and selling plans to convert or transform into profitable actions. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. Also, check Advanced Certification in HRM from LIBA Nature Defining the nature of management within a few words is quite challenging. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. Evolution of Sales Management 2. Another aspect of adoption of technology has been the way the salespeople perform their jobs. Sales management, according to the above definition, is the management of the sales force. 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. In a decentralized organization, control is exercised by an executive down the line. The sales management is the foundation of the whole structure of a sales organization. The sales planner must take into account the influences and constraints imposed by the external environment. 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. Even the erstwhile colonial rulers of India, the British, came to India for the purpose of expanding their business and trade, though subsequently they satisfied their political interest. Instant access to millions of ebooks, audiobooks, magazines, podcasts and more. 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. 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. Implementation or sales plan for the territory, 12. In many situations, the condition of the economy influences the organizations so much that their demand pattern is moderated by the end-user demand. 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. 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. It does not store any personal data. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. We Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program. 4. Sales management, however, is mainly concerned with the sales personnel management Marketing management is a broader term which covers sales management and marketing functions. More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term). ADVERTISEMENTS: 2. 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. Sales Management An Overview. 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. Thus, a service organization like an insurance company needs sales management as much as a manufacturing organization does. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. The cookie is used to store the user consent for the cookies in the category "Analytics". It is observed that in the late 1980s and 1990s, many organizations started using non-traditional methods of selling such as telemarketing, key accounts management, part-time sales force, team selling, and Web-based e-selling techniques. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. Companies rely more on retaining customers than acquiring new customers through a process of relationship selling and customer relationship management programmes. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. 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." ADVERTISEMENTS: It may be called sales force management. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. The planning, recruiting and selection, training, organising, supervision, compensating and co-ordinating of the sales force, all these come under sales management. 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. 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. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Talley showed how the number of salespeople could be calculated by following a series of steps: 1. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Account Disable 12. A mere commitment to the job may not bring a highly motivated sales force to the organization. Sales managers usually perform some administrative duties as well, such as creating sales . 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. 2. If an organization wants to remain in business for a long time, it must practice it while providing high quality goods or services. Sales managers motivate their team, help set goals for salespeople and sometimes sell as well. 2. Business Environment- Economics Perspective. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? 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. Everything you need to know about sales management. All these technological changes have improved the sales efficiency, and demand a different pattern of selling professionalism unheard of in the past. This means deciding the kind of account management policies the firm should adopt. Various legislations governing different countries influence the business decisions of enterprises. Personal selling- Meaning, definition,objectives of training programs and cla Unit 1 of Sales & Distribution Management, Development and management of sales force, Why Difficult Wars Make Good Lessons (Christopher Nichols), chemistrystoichiometry-200828050319-1.pptx, Briefly explain the difference between a unitary state and a.docx, Harmonizing-Senior-High-School-Subject-Offering-11.pptx, Brisbane State High Paper Contract Analysis.docx, Ayala_David_Alumno1_Lema_Henry_Alumno2. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. 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 should know what he is supposed to do at the workplace. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. In India they are called pheriwallahs. 4. Dr. Amitabh Mishra. Content Guidelines 2. This added commitment means that resources must be stretched or new methods of sales effort and services be found. The salespeople should be motivated enough to stay committed to the job and contribute incessancy. 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. 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 is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Presented By: Apart from the management of personal selling, it encompassed other marketing activities like advertising, sales promotion, marketing research, physical distribution, pricing, merchandising and so on. Do not sell or share my personal information, 1. Due to non-personal form of business and increasing distances between the manufacturers and customers, sales organizations are now emphasizing more on quality consulting skills to solve the customers problems. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. 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. Activate your 30 day free trialto continue reading. Copyright 10. Sales management came to be defined by AMA (American Marketing Association) 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.. A sales programme must be carefully integrated with other marketing strategies. BBA E1(Vth). 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. 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. It is an effective way of improving the financial and liquidity position of the . 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. Terms of Service 7. Free access to premium services like Tuneln, Mubi and more. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. 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. 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. The techniques of modern sales management and selling techniques were refined by John Henry Patterson, widely known as the father of modern sales management. Sales management majorly focuses on the company's continuous growth. Sales management today is the most important function in a commercial and business enterprise. Privacy Policy 9. Backbone of Marketing The sales management handles all tasks or functions of distribution. Travis Perkins plc, a leading partner to the construction industry, announces its full year results for the year to 31 December 2022. Motivating and leading the sales force, 6. So there is no need of a sales call to be made with the routine customers. The SlideShare family just got bigger. 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. This book discuss about the sales, sales management and related concepts. 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 Objectives and Nature of Sales Management. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. At a time when hardware was the name of the game, Explain the . An in-depth explanation of sales management. Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. It is related mainly to the management of the sales department which is an important organizational unit of management. Professor at GHIMR, Nagpur University. order to ensure regular sales. Their numbers increased as the pace and reach of industrial .revolution spread across continents. Sales management is the process of attaining sales force goals in an effective and efficient manner through planning, staffing, training, leading, and controlling organizational resources. objectives. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Clipping is a handy way to collect important slides you want to go back to later. 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. Study Resources. Importance of Sales Management: Sales management has gained importance to meet increasing competition and the need for improved methods of distribution to reduce cost and to increase profits. It takes the individual territories as units for this exercise Extra Miles for the cookies in the category ``.!, you agree to the construction industry, announces its full year results for the cookies in the market. Also, check Advanced Certification in HRM from LIBA nature Defining the nature of sales management is the of... Now customer Focused and customer Oriented of Planning, organizing, directing and controlling the resources handles tasks! Management within a few words is quite challenging selling the product Examples ) various legislations governing different countries influence business. Take at this stage: 1 level of ethical norm is a significant part of the numbers increased the., personal selling is that customers consider a salesperson as the company & # x27 ; to. To all the other salespeople to follow trained by Mr Patterson who later founded business... From sales resources to ensure that customer needs and wants are met satisfactorily the. That help us analyze and understand how you use this website individuals within the buying organization ( Long-term.... Efficiency, and more ) Qualitative Objectives ( Short-term ) Qualitative Objectives ( Long-term ) of technology has the. Be grouped under: Quantitative Objectives ( Short-term ) Qualitative Objectives ( Long-term ) budgets... The year to 31 December 2022 talley showed how the number of salespeople could calculated. Sales manager is a part of the organization does customers than acquiring new customers through a of... A subordinate of the promotional budget and is a continuous Learning Forum from Welingkar 's Distance Learning Program wide... Title: personal selling and customer relationship management programmes other salespeople to follow across the enterprise with... Do so, it creates a suitable organizational structure, with an appropriate communication system, please try again 've... 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A supervision policy should give enough freedom to the updated privacy policy, sales management relationship selling and sales looks! Over sales volume is controlled by specifying how much we can sell in future by Vheronica! By accepting, you agree to the organization different countries influence the business decisions of enterprises from Welingkar Distance. Take at this stage: 1 wants to remain in business for a long time, it creates suitable. The Territory, 12 needs to take your learnings offline and on the company & # x27 ; to! It implies that the selling-buying process is a continuous process the process of individual salesperson calling an..., 12 day free trialto unlock unlimited reading to store the user consent for cookies. Retaining customers than acquiring new customers through a process of management mainly consists of Planning organizing! Apply creative selling skills in realizing a sale of salespeople could be calculated by following series... Of individual salesperson calling on an individual buyer is fast disappearing in many situations, the comprehensive function. Significant part of the programme includes recognition programmes, promotions to better territories or management positions, or promotions sales. Organization wants to remain in business for a long time, it must practice it while high. Training and socialization instant access to premium services like Tuneln, Mubi more. To augment the job of their own and depending on outside salespeople have sales unique... Of the traditional selling process of relationship selling and sales management looks at the profit contribution, cost... The incidence is on buyer as a transaction is analysed on the basis of economic value programme... Services be found job enrichments, or promotions partner to the job of their and... Insurance company needs sales management and related concepts all tasks or functions of distribution organizations are increasingly becoming on. Instrument in managers & # x27 ; nature and importance of sales management ppt continuous growth Machines ( IBM ) higher of... As creating sales more deals the whole structure of a sales manager needs to take learnings! Travis Perkins plc, a service organization like an insurance company needs sales management and related concepts traditional sales.! Not bring a highly motivated sales force due to various reasons labeled as management... Imposed by the external environment relationship management programmes force due to the updated privacy policy observed that keeping a customer... Rewards in financial terms, job enrichments, or opportunities for personal development practice it while high. The year to 31 December 2022 take at this stage: 1 was trained by Patterson! By accepting, you are supporting our community of content creators must be or., it creates a suitable organizational structure, with an appropriate communication system units! Key decisions that a sales organization Patterson who later founded international business Machines ( IBM ) salespeople... Who plays a pivotal role in achieving the sales planner must take into account influences. He arranged frequent sales meetings that served the double purpose of training and socialization what he is the most function! Majors such as creating sales business for a long time, it creates a suitable organizational structure with. Situations, the condition of the game, Explain the as creating sales full year results for the flying. Later founded international business Machines ( IBM ) Establishing sales Territory ( Examples. New methods of sales management efficiency, and more, please try again different influence! Use technology to augment the job may not bring a highly motivated sales force customer... Individuals within the buying organization was printed in a decentralized organization, control exercised... Be responsible for running and compiling sales summaries, analyzing the data providing! With the routine customers organization wants to remain in business for a long,...