Department of Education

REGION IX
Western Mindanao
A urora P ioneers M emorial C ollege
(FORMERLY: Cebuano Barracks Institute)
Bonifacio St. Pob. Aurora Zamboanga Del Sur
Tel. No. : (062) 331-2332

.
Module Guide:

1. Study topic content presented below.

2. Answer the exercises presented after the topic content below.
3. Do not write anything on this module.
4. Write your answers on a separate sheets.
5. For online activities, send it to me through my gmail account:
joanmaeangotvillegas@gmail.com
6. For questions or clarifications you can contact me through my messenger account or
gmail account: Joan Mae AngotVillegas

Learning Objectives

• To understand evolution, nature and importance of sales management

• To know role and skills of modern sales managers
• To understand types of sales managers
• To learn objectives, strategies and tactics of sales management
• To know emerging trends in sales management
• To understand linkage between sales and distribution management

Evolution, Nature and Importance of Sales Management

Evolution of Sales Management

• Situation before industrial revolution in U.K. (1760AD)

• Situation after industrial revolutions in U.K., and U.S.A.

• Marketing function splits into sales and other functions like market research,
advertising, physical distribution

What is Sales Management?

• One definition: “The management of the personal selling part of a company’s

marketing function.”
• Another definition: “The process of planning, directing, and controlling of
personal selling, including recruiting, selecting, equipping, assigning, supervising,
paying, and motivating the personal sales force.
Activity 1 – Conceptual Questions

1. Explain why sales management is considered as an important function?

2. Discuss with examples how “order taker” sales position is different from “order getter”
position.
3. How is relationship selling different from transaction oriented selling?
4. Why is sales career considered exciting, challenging and a route to the top position in an
organization?
5. What changes will take place when a salesperson is promoted from a sales representative
position to a first-line sales manager position?
6. Describe how sales managers and distribution channels work together in planning the
sales operations
7. Under what circumstances can a company sales team work independently of distribution
channels? Explain with some examples.
8. List down the various kinds of channel members and their roles in ensuring effective
distribution.
9. Explain the changing role of a sales force in the current market situation.

Department of Education
REGION IX
Western Mindanao
A urora P ioneers M emorial C ollege
(FORMERLY: Cebuano Barracks Institute)
Bonifacio St. Pob. Aurora Zamboanga Del Sur
Tel. No. : (062) 331-2332

.
Module Guide:

1. Study topic content presented below.

2. Answer the exercises presented after the topic content below.
3. Do not write anything on this module.
4. Write your answers on a separate sheets.
5. For online activities, send it to me through my gmail account:
joanmaeangotvillegas@gmail.com
6. For questions or clarifications you can contact me through my messenger account or
Gmail account: Joan Mae AngotVillegas
Cellphone Number: 09106959298
Activity 1

1. Why should the salespeople understand the psychological aspects of selling and
buying decision process?
2. How the buying situations of household consumers are different from those of
business buyers?
3. How the knowledge of sales related marketing policies is helpful to the salesperson to
perform on-the-job effectively?
4. What is the difference between a prospect, suspect, and sales lead? How the probable
prospects are qualified?
5. In what manner the approach step is different than the preapproach step? Describe
briefly different approach step? Describe briefly different approach techniques used
by salespeople.
6. How do salespeople understand prospect’s needs?
7. What are the different sales presentation methods and how are they matched to
different sales situations?
8. Explain the difference between a trial close and a close.
9. Describe the methods used for handling and overcoming sales objections.
10. Discuss why a salesperson’s job is not over after getting an order.
 Department of Education
REGION IX
Western Mindanao
A urora P ioneers M emorial C ollege
(FORMERLY: Cebuano Barracks Institute)
Bonifacio St. Pob. Aurora Zamboanga Del Sur
Tel. No. : (062) 331-2332