MANAGING SALES AND

DISTRIBUTION
BE-MBA Spring Semester Term2
(March 2023 – May 2023)

Harjot Singh, LM TSM, TIET

3/27/2023
Sales…A Career in a
changing world

Source of image: allbusiness.com

2SSS
• What did Robert Louis Stevenson ( a Scottish novelist
who wrote Treasure island) mean when he said
“everyone lives by selling something?”

Source of image: brainyquote.com

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EVALUATE YOURSELF
• Your ‘Theory of life’

• Available opportunities

• Your strengths and weaknesses (your Strategic Advantage

Profile)

• Your qualities….whether you are outgoing and you love

working with people……
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WHY SALES?
Enjoyment in meeting
people and socializing

Quantifiable
achievements

You are actually helping

your customers find the
best solution for their
needs
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Why Sales?
Status… as a Corporate
Manager or an Executive

Perks and allowances

Networking and meeting

important people

Autonomy in deciding your

daily schedule and your
working hours.
WHY SALES?
• Fast growth

Source of image: minutehack.som

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Desirable qualities in a salesperson

• Extrovert and outgoing
• Confident, having a positive attitude
• Assertive
• Enthusiastic and enterprising
• Ambitious
• Good Communication skills (clear expression and
persuasive skills)
• Listening skills and ability to ask the right questions (a
probing attitude)
• Goal-oriented and having an achievement orientation
• Ability to handle challenging situations with a smile
• Persistent
Some Important Traits of Salespeople
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Persistence

Source of image: brainyquote.com

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Opportunities in many sectors

Telecom

Banking

Retail

IT
Distribution

FMCG

Consultancy

Many other
sectors
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Job opportunities in the marketing

function other than those in sales

Advertising

Brand
management
Product
management

Public Relations
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Some sales profiles

Corporate
Direct Sales Channel sales
sales

Back-end and
Telesales Customer Care
Front-end

Franchisee
and dealer
sales
 The World
of Sales Management

14
Sales Leadership Trends

Yesterday Today
Natural resources Knowledge is
defined power power

Leaders commanded and Leaders empower

controlled and coach

Leaders Leaders
were warriors are facilitators

Managers Managers
directed delegate
Sales Management Trends

Transactions Relationships

Individuals Teams

Sales Volume Sales Productivity

Management Leadership

Local Global
Sales Management Model
Describing
the Personal
Selling
Function

Determining Sales
Defining the
Developing the Directing the Force
Strategic Role of
Sales Force Sales Force Effectiveness and
the Sales
Performance
Function
The Role of the Sales Force
Represent the Company
to Customers to Produce
Company Profit

Sales Force
Serves as a Critical Link
Between a Company and its Customers Since They:

Represent Customers to
the Company to Produce
Customer Satisfaction
Sales Management Process

Formulation of a strategic sales programme

Implementation of the sales programme

Evaluation and control of sales force performance

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 Broad Role of
Sales Managers
▪ Determination of sales force objective and goals
▪ Sales force organization, size, territory, and quota
finalization
▪ Sales forecasting and budgeting
▪ Sales force selection, recruitment, and training
▪ Motivating and leading the sales force
▪ Designing compensation plan and control systems
▪ Designing career growth plans and building
relationship strategies with key customers

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Effective Sales Managers:

1. Have a Strategic Perspective focused on

Customers

2. Attract, Keep, and Develop sales Talent

3. Leverage Technology
Classification of personal selling

• Industrial selling
• Retail selling
• Services selling

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 Types of selling

• Order takers
• Order creators
• Order getters

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 Types of Selling
(Continued) Inside Order Taker
Order
Takers Delivery Sales
People

Outside Order
Takers
Selling Order Missionary Sales
Function Creators People
New Business
Sales People

Front Line Organizational

Sales People Sales People

Order Getters Consumer

Sales People

Sales Technical Support

Support sales People
Sales
people Merchandisers

24
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What is expected from a salesperson

• Market knowledge
• Knowledge of the product/service applications
• Preparation before sales calls
• In-depth understanding of the buyer’s needs
• Thoroughness and follow through
• Keeping the buyer posted
• Willingness to bat for the buyer within the firm
• Approach of a consultant – ‘Main Hoon Naa’
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References
• Still, R. R. ; E W Cundiff & N A P Govoni, Sales
Management – Decisions, Strategies and Cases,
Prentice Hall of India.
• Google Images
SUGGESTIONS FOR TELECOM SERVICE PROVIDERS

• Telecom service providers need to put greater focus on

pre-paid consumers to prevent them from availing MNP
and churning.

• Telecom service providers need to focus more on the

functional dimension of service quality rather than the
technical dimension of service quality.

Thank You
• Service providers need to make greater efforts to retain
those customers who have been on the network for a
longer time and who have been contributing more to the
top line or bottom line.