Module One

The Changing World of Sales Management

Sales Management Model

Describing the Personal Selling Function

Defining the Strategic Role of the Sales Function

Developing the Sales Force

Directing the Sales Force

Determining Sales Force Effectiveness and Performance

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.

Sales Management Trends

Transactions Individuals Sales Volume Management

Relationships Teams Sales Productivity Leadership Global

Local

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.

Sales Teamwork Approaches

Core Selling Team
Relatively permanent, customer-focused group Membership determined by job assignment to a specific buying organization

Selling Team
Relatively temporary, transaction-focused group
Membership determined by involvement in particular sales transaction One selling center per sales opportunity

One team per buying unit

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.

Sales Teamwork Approaches

Core Selling Team
Membership relatively stable Characteristics of team depend on characteristics of buying organization Mission is strategic with respect to the buying organization

Selling Team
Membership very fluid Characteristics of team depend on characteristics of sales opportunity

Mission is tactical with respect to the sales opportunity

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.

Leadership Trends
Yesterday
Natural resources defined power Leaders commanded and controlled Leaders were warriors Managers directed

Today
Knowledge is power Leaders empower and coach Leaders are facilitators Managers delegate

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.

Effective Sales Managers:

1. Utilize a Strategic Perspective Focused on Customers 2. Attract, Keep, and Develop Sales Talent

3. Leverage Technology

Sales Management: Analysis and Decision Making

Module 1: The Changing World of Sales Management

Ingram

LaForge Avila Williams

Schwepker Jr.