Origin

The Roman meaning of the word salesperson is cheater, Mercury (God of cunning and barter) was their patron In India who is the God for traders?

Start in India

As movement of rural people was limited, pheriwalas ( Salesperson) sold smaller items from village to village especially for rural women. Why? Then they started storing goods and settled down in places Thus traders started business at one location They were called Baniyas in karnataka they are called as what

Can we really teach how to sell?

Organized

John Henry Patterson father of modern sales management. He recorded the best sales practices followed by his sales people than distributed it across others and trained them to follow the same He also founded sales territories and sales quotas Thomas J Watson was trained by him Who went on to start IBM

What is sales?

Is it activities associated with selling a product or service? Its a series of steps followed and called sales process. Lets first define sale A sale is the pinnacle activity involved in selling products or services in return for money or other compensation

For our convenience we define

Sale: end point Sales: sales process Sales management: is the attainment of sales force goals in an effective manner through planning, training, leading and controlling organizational resources.

The sales management process

PLANNING Building a profitable customer oriented sales team
RESOURCES Human Financial Raw materials Technology Information PERFORMANCE Obtain goals Sales and profit Customer satisfaction Efficiency Effectiveness

CONTROLLING

STAFFING Hiring the right people to sell

LEADING Guiding people to perform better

TRAINING Educating sales personnel to satisfy customers

Client

Whom do you usually call a client? Rather than seller you became consultant Solving the customers needs for a particular problem