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Marketing

Sales
SalesManagement
Management
Marketing
mix

Products Prices Promotion Distribution

Advertising Public Personal Sales


relations selling promotion

Sales
Sales
management
management

Planning
Planning Motivating
Motivating
Budgeting
Budgeting Compensating
Compensating
Recruiting
Recruiting and
and selecting
selecting Designing
Designing territories
territories
Training
Training Evaluating
Evaluating performance
performance
Sales Management

Sales Management is the attainment of


sales goals in an ethical, efficient, and
effective manner.
The Sales Force Management

Managing Sales force involves


recruiting, hiring, training, supervising,
compensating salespeople, motivating
them and providing the proper planning
and backup support so they can perform
their jobs properly.
What are the sales managers goals?

 Sales
 Revenues
 Profits
 Market Share
 Controlling internal costs
What are the Qualitative sales goals?

 Do the entire selling Job


 Service Existing Accounts
 Secure and maintain customer cooperation in
stocking and promoting products.
 Inform customers changes in the product line
and other aspects of marketing strategy
 Provide technical advice and assistance to
customers
 Train the distributors sales personnel
 Collect the market report and information
Advertising Relatively Important Per selling

Large No and Dispersion of Customers Small

Low
Size and Importance of Purchase High

Low Buyers’ Information Needs High

Low Product Complexity High

Pull Distribution Strategy Push

Low Post purchase Service Required High


Personal Selling Advertising
is more important if... Is more important if

Product
Product has
has aa high
high value
value Product
Product has
has aa low
low value
value

Product
Product is
is custom
custom made
made Product
Product is
is standardized
standardized

There
There are
are few
few customers
customers There
There are
are many
many customers
customers

Product
Product isis Product
Product is
is
technically
technically complex
complex simple
simple to
to understand
understand
Customers
Customers are
are Customers
Customers are
are
concentrated
concentrated geographically
geographically dispersed
dispersed
Sales Force Strategy

Role of
Role of Sale Defining Selling
Alternative
Sales Force Process
Sales channel

Defining the Recruit Train


Sales And ……
Organisation Sales force
Sales Management Responsibilities

Define
Define sales
sales goals
goals and
and sales
sales process
process

Determine
Determine sales
sales force
force structure
structure

Recruit
Recruit and
and train
train sales
sales force
force

Compensate
Compensate and
and motivate
motivate sales
sales force
force

Evaluate
Evaluate sales
sales force
force
Sales management model
Sales Strategy

What is the value proposition


and the role of the sales Is support adequate to
force in its delivery? maximize the selling effort?
Strategy
Mission

Efficiency Effectiveness
Sales
Is the sales force (and What critical selling skills are
Force Individual
channels) organized for optimal required for the sales role in
coverage of selected markets? Deploy- Sales Selling
the value proposition?
ment Support Skills

Does the sales force have


adequate coaching & Does the compensation plan
Coaching Infor- Motivation
supervision? meet management’s objectives
& Super- Recruiting mation & Compen- and pay the sales force fairly?
vision & Training Resources sation

Does the recruiting and Are information systems


training match selling skill being fully utilized to support
requirements? Capability Building
the selling effort?

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