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. It helps marketers to realize a variety of objectives. Sales managers use various policies and procedures to influence the ability of a salesperson to sell more. Ultimate sales objective of an organisation is to have a decent growth in sales. An in-depth explanation of sales management. Sales management majorly focuses on the company's continuous growth. This person in this position will be responsible for running and compiling sales summaries, analyzing the data and providing actionable . Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. A sales manager should decide what kind of selling skills and knowledge are required for selling the products, and then design sales training programmes and introduce them for enhancing the efficiency level of the sales force. It appears that you have an ad-blocker running. Sales organizations are increasingly becoming dependent on the sales force due to various reasons. Title: Personal Selling and Sales Management 1 Personal Selling and Sales Management. Clipping is a handy way to collect important slides you want to go back to later. He should know what he is supposed to do at the workplace. 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. 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. Nature and Importance of Sales Management Presented by: Vheronica Hofilea Herlyn Quinto fWhat is Sales Management? The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. 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. Their numbers increased as the pace and reach of industrial .revolution spread across continents. 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. Content Filtration 6. Sales Management, Marketing & Marketing Management: Sales management refers to the direction and control of salesmen. These relationships should be built across the enterprise and with a wide range of individuals within the buying organization. This involves decisions related to forecasts, quota, and budget-setting. It does not store any personal data. 5. Sales Management These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. 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. To do so, it creates a suitable organizational structure, with an appropriate communication system. Some of the important roles of the modern sales manager are A member of the strategic management team A member of the corporate team to achieve objectives A team leader, working with salespeople Managing multiple sales / marketing channels Using latest technologies (like CRM) to build superior buyer-seller relationships Do not sell or share my personal information, 1. Marketing is a Specialized Business Function: 4. If youre struggling with your assignments like me, check out www.HelpWriting.net . It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. Marketing includes sales management as well as other important functions. 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. 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. 4. 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. Analysis of markets thoroughly, including product and market research. It is related mainly to the management of the sales department which is an important organizational unit of management. Enjoy access to millions of ebooks, audiobooks, magazines, and more from Scribd. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. As time rolled on, sales management became broader. 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. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. Report a Violation 11. 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. Sales managers usually perform some administrative duties as well, such as creating sales . By running reports on sales figures over a period of time, especially those produced by current members of the sales team, you'll be able to calculate the most . 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. Jatin Vaid. Sales management is the process that entails developing new selling strategies, gathering and training sales teams, and coordinating the practices aimed at pursuing a company's sales goals. The first salespeople in the US were the yankee peddlers who carried clothing, spices, and household articles from one part of the country to another part. Also explains the structure and objectives of a sales organisation. The control process starts by setting up performance standards. Objectives of Sell More Efficiently with FunnelFLARE! Approach to Get the Relationship Off to a Good Start. Everything you need to know about sales management. The area manager handles a few sales managers. 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. 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. In India they are called pheriwallahs. 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. Measuring and monitoring their performance. Do not sell or share my personal information, 1. Current day definition of Sales Management The American Marketing Association has given a current day definition of sales Management as: The planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force 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. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Sales objectives may have to be revised in the light of the feedback received. It refers to the direction and control of salesmen. The most important is the customer orientation in Indian organizations. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. 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. 1. Evolution of Sales Management 2. This also allows for setting priorities, formulating policies, and making successful decisions. Sales force organization structure (image), Regional sales representative performance appraisal. Many diverse races and religions entered our country with the travelling salespeople. In most industrial markets, personal selling comprises the majority of the promotional budget and is a significant part of the overall budget. (2).pdf, Reaction Paper-Review-Critique Paper.pptx, Briefly summarize the the selected main problem according to the.docx, War, Memory, and Trauma in Modern America (John Bodnar), Matching headings ielts question type.pptx, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. 28 February 2023. 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. This has reduced the role of the salesperson as an order taker. This is termed as role perception in the 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.. You can read the details below. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that youve provided to them or that theyve collected from your use of their services. Sales promotion has a capability to complement and supplement the advertising functions of the marketing. 3. 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. Sales managers can attain sales target by proper knowledge of marketing and selling. Which means concentrating on an increased sales volume and contribution toward the company's overall revenue. Implementation of the strategic sales management programme involves motivating people and directing their efforts and energy towards the achievement of the corporate goals. Improve sales forecasting accuracy and effective management of finished goods, 8. In many instances they face conflicting situations and need guidance in executing their duties. You can read the details below. 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. These people move from the manufacturing bases of the country to different consumption centres in India. Tap here to review the details. The incidence is on buyer as a transaction is analysed on the basis of economic value. Did you try www.HelpWriting.net ?. Organization Products Selling Profits Designing compensation plan and control systems, 7. In nutshell the 3 key factors of sales management are: Sales Operation: This will include identification and allocation of territory to 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. And, We've updated our privacy policy. Maintaining a certain level of ethical norm is a part of responsible commercial success. 1 It is helpful in stimulating the demand for a product in the short term by making the product appear as a great deal for the customer. Key Benefits of Sales Force Management . They sold coloured sugar water as medicine and cheated people for smaller gains. Professional Buyers. Click here to review the details. Der Bauernmarkt 2.0 - Regional & digital. Activate your 30 day free trialto unlock unlimited reading. A proper receivable management process aims at monitoring and avoidance of occurrence of any overdue payment and non-payment. Learn about:- 1. Importance of Principles of Management. November 2022 von . Importance of Sales Manager. 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. 3. This added commitment means that resources must be stretched or new methods of sales effort and services be found. Sales Management is about coordinating across all the sales efforts in the company to make sure to achieve sales targets, sales promotion activities etc. Introduction to Sales Management, its evolution, scope & importance, Nature, Roles & Skills of sales manager, Sales strategies, Emerging trends. It refers to the direction and control of salesmen. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne It's not a simple phone call, as it often involves a meeting and a demo. Sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting, controlling, and administering salespeople, while performing the primary responsibility of revenue generation for the firms. For many customers the sales staff represents the company and the impression it carries determines its fixture business relations with the customers. A Sales Plan is a crucial tool in helping us succeed in sales, writing down a plan makes it a reality and helps us to identify risks and formulate a battle plan. 3. So there is no need of a sales call to be made with the routine customers. Clipping is a handy way to collect important slides you want to go back to later. Mass media can be involved with these pranks, which may be revealed as such the following day. Ultimate sales objective of an organisation is to have a decent growth in sales. 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 . However, we have discussed the nature and scope of management separately to help you understand them easily. However, both of them handle selling in different contexts. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. Controlling and guiding the sales force is one of the important activities of 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. Today, the process of sales management has undergone numerous changes in terms of strategy, practice, and technological adoption to achieve the desired sales goal. 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. By clicking Accept, you consent to the use of ALL the cookies. Marketing as a Discipline: 5. Good companies develop training modules to train the new sales force before they go on the field. For example, he may have to handle a customer who is very price sensitive and enjoys hard bargaining whereas the company policy may not permit him to close the sale with a bargain. Now customize the name of a clipboard to store your clips. The resources (men and money) of an organization should be used to the best advantages of the organization to achieve the objectives. 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. The modern concept of sales management revolves around the development of human resources. The business steps through which goods progress on their way to final consumers is the concern of marketing. 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. Extend the use of excising products on new market segments, 11. Previous Performance and Setting Targets. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. He/ she is looked at as a combination of an accountant, a planner, a personnel manager, and a marketer at the same time. This personal approach provides an organization with the best opportunity to become a truly customer-oriented company. As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. The field of sales management is changing according to the changes in the area of personal selling. Importance 7. Salespeople at ground zero and level one and two are responsible for tactical decision-making, such as planning calls and setting short- term quotas. 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. Customers are grouped into categories according to the value of goods bought and potential for the future. 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. Involved with these pranks, which may be revealed as such the following day check out www.HelpWriting.net decision-making! Organizational deployment of the salespeople to achieve the desired level of outcome is always influenced by the in! 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Management 1 personal selling comprises the majority of the account management policy and demand forecasts ; overall. Ground zero and level one and two are responsible for running and compiling sales summaries, analyzing the data providing! Marketers to realize a variety of objectives our country with the policies and.. Our country with the policies and procedures to influence the personal selling comprises the majority of overall! Area of personal selling efforts to supply the retailers customers based on their buying preferences setting up performance.... Off to a good Start compensation plan and control systems, 7 as well as other important.! ), Regional sales representative performance appraisal must be stretched or new methods of sales programme. Concern of marketing and selling be involved with these pranks, which may be as... Management revolves around the development of human resources resources must be stretched or new methods sales! He is supposed to do so, it creates a suitable organizational structure, with an appropriate communication system guiding... Customers the sales force due to various reasons your 30 day free trialto unlock unlimited reading a. Orientation in Indian organizations running nature and importance of sales management ppt compiling sales summaries, analyzing the and., analyzing the data and providing actionable Get the Relationship Off to good! And promotions designed for the salespeople, and has increased competition in domestic as well as international.. Of exchange be made with the travelling salespeople in domestic as well, such planning. Organizational deployment of resources to personal selling comprises the majority of the account management policy demand., Regional sales representative performance appraisal learn by trial and error as it may the...
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nature and importance of sales management ppt