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Nature and Scope of Sales

Nature and Scope of Sales

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08/16/2013

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Nature and Scope of Sales management

Presented by: Dr. Harjit Singh

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Books for SDM
1.

2. 3.

Professional Sales Management by Anderon, Prntice hall of India. Sales management by Still & Govani ABC’s of Selling, Irwin, AITB Publishers….

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Sales Management Defined
 It

is the attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources.  Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function...

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What are the goals of sales manager?
Sales  Revenues  Profits  Market Share  Controlling Internal Costs…

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How do they obtain their goals?
 Knowledge

of the sales environment  Planning for sales  Recruiting the sales force  Training the sales force  Motivating the sales force  Supervising the sales force….

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Legal Issues in Sales Management
1.
designed to ensure fair competition and the free flow of truthful information in the marketplace.

Consumer Protection Laws: Consumer protection laws are

2. 3.

Antitrust laws: Law intended to promote free competition in the market place by
outlawing monopolies

business competition, especially with reference to trademarks, price maintenance, and price discrimination; like offering Free Air Tickets

Unfair Trade practices: These laws involve various types of

4. 5. 6. 7.

treated equally ….

Fraud and Misrepresentation Uniform Commercial Code Direct-to-Consumer Sales Antidiscrimination Laws: It refers to the law on people's right to be
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Ethical Issues
 Creating

Ethical Corporate Structure  Relationships with Customers  Relationships with Competitors  Relationships with the Firm  Relationships with Society….

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International Considerations
         

Ethnic Composition Religious Orientation Social Class Environment Education Gender Bias Differences in Negotiation styles Differences in decision making Job Status and Company Protocol Perceptions of time Personal Relationships…..

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Sales Planning

It is to answer the question: “Where will all the sales come from?” The sales plan isn’t a guesstimate. It takes its direction from the marketing strategy and is based on thorough research and a considered positioning of the company within the market place. Sales planning involves predicting demand for the product and demand on the sales assets (machines, people, or a combination of both). Failure to plan always means lost sales. …
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Sales Planning Contd..

It should allow for meeting increasing customer demand for more products, services and/or customization as the business is growing, but also react quickly when demand decreases. Sales planning improves efficiency and decreases unfocused and uncoordinated activity within the sales process. Planning insures that when a consumer wishes to purchase the product, the product is available, but it also means opportunities for additional sales are presented and the sales assets are available to exploit these opportunities. …..

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DUTIES OF THE SALES MANAGER
       

Holds a unique position in the sales organisation. Plans, organises, directs, staffs & coordinates whole sales organisation. He is the person who steers the wheels of sales organisation. His status and power depends on the size of the organisation in his charge. In small firms the general manager or managing director performs this duty. But in big manufacturing firms there usually a sales manger. In giant sized companies for some territories and/or products sales managers are appointed. Whatever the position of the sales manager, he is the guiding and driving force of the sales organisation. 11

FUNDAMENTALS OF SUCCESSFUL SELLING
1. 2. 3. 4. 5. 6.

Proper Knowledge of products Knowledge of the goods of fundamentals Follow business ethics Avoidance of Unpleasant Mannerisms of social traits Good Manners of social traits Cooperation and Helpfulness of social traits

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